Important buying process characteristics in organizational buying behavior include: technically qualified and professional buyers who follow established purchasing policies and procedures; buying objectives and criteria are typically spelled out, there are multiple buying influences and parties participating the purchase decision, and
A)few large transactions are made over the Internet due to concerns of industrial espionage.
B)there are often reciprocal arrangements and negotiations between buyers and sellers.
C)negotiations, purchases, and delivery occur in real time at an accelerated rate.
D)most purchases are made through government licensed negotiators.
E)sellers, rather than the buyers, are responsible for post-purchase evaluation of their goods or services.

Question

Quizplus · Accepted Answer

Organizational buying behavior often involves reciprocal arrangements and negotiations between buyers and sellers, as both parties seek to maximize their benefits from the transaction. This is different from consumer buying behavior, which typically involves a one-time transaction with no ongoing relationship between the buyer and seller. The other options are not accurate descriptions of important characteristics of organizational buying behavior.

Important Buying Process Characteristics in Organizational Buying Behavior Include: Technically