Important product or service characteristics in organizational buying include which of the following?
A)Products or services are intangible in nature and purchased on the basis of specifications.
B)A heavy emphasis is placed on delivery time, technical assistance, and post-sale service.
C)Direct selling to organizational buyers is rare.
D)A fixed, nonnegotiable price is the norm.
E)Personal relationships are preferred to online buying over the Internet.

Question

Quizplus · Accepted Answer

Organizational buying is characterized by a heavy emphasis on delivery time, technical assistance, and post-sale service. Other important product or service characteristics in organizational buying include customization options, reliability, quality, and reputation. Intangibility of products or services is more common in consumer buying, and personal relationships may play a role in some organizational buying situations, but direct selling to organizational buyers is not rare. Pricing in organizational buying is often negotiable.

Important Product or Service Characteristics in Organizational Buying Include Which