The higher the level of perceived risk in a buying situation, the lower the probability that the organizational buying decision will be made by a group.
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Q10: The buying center becomes smaller and consisting
Q11: Technical and engineering personnel tend to be
Q12: A business marketer confronting a new-task buying
Q13: Evaluation criteria are specifications that organizational marketers
Q14: Well-known companies, recognized as credible sources, tend
Q16: Influencers control information to be reviewed by
Q17: Purchasing managers assume a dominant role in
Q18: Many small or incremental decisions are made
Q19: In B2B organizations, though many are customer
Q20: The information requirements of organizational buyers are
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