Mary works in the buying center at a personal protection safety equipment firm. Whenever she needs a certain product, she always orders from Phil. Although other suppliers might be less expensive, Mary has worked with Phil before and trusts him completely to deliver all supplies to the exact specifications. She values this trust and would rather work with Phil than having to take a chance on another supplier who might be less expensive. Which factors are influencing the business buying decision process?

Question

Quizplus · Accepted Answer

The interpersonal factor is influencing Mary's decision to order from Phil instead of another supplier. Mary's previous experience with Phil has developed a level of trust and relationship that she values, which is influencing her decision-making process.

Mary Works in the Buying Center at a Personal Protection