Important product or service characteristics in organizational buying behavior include which of the following?
A) A heavy emphasis is placed on quantity price discounts.
B) A heavy emphasis is placed on delivery time, technical assistance, and postsale service.
C) Direct selling to organizational buyers is the rule.
D) Market sensitive pricing and sales incentives are used.
E) Online buying over the Internet is widespread.

Question

Quizplus · Accepted Answer

Organizational buying behavior places a heavy emphasis on delivery time, technical assistance, and postsale service, as these factors can greatly affect the operations and productivity of the buying organization. While quantity price discounts may also be important, direct selling, market sensitive pricing, and online buying are not necessarily defining characteristics of organizational buying behavior.

Important Product or Service Characteristics in Organizational Buying Behavior Include