Important buying process characteristics in organizational buying behavior include which of the following?
A) Few large transactions are made over the Internet due to concerns of industrial espionage.
B) Negotiations, purchases, and delivery occur in real time at an accelerated rate.
C) There are often reciprocal arrangements and negotiations between buyers and sellers.
D) Most purchases are made through government-licensed negotiators.
E) Direct selling to organizational buyers is the rule.

Question

Quizplus · Accepted Answer

Reciprocal arrangements and negotiations are common in organizational buying behavior.

Answer: A and B are incorrect. Large transactions can be made online, and while negotiations and purchases may occur in real time, they may not necessarily be at an accelerated rate.

Answer: D and E are incorrect. Organizational buyers may use a variety of methods for purchasing and may not always purchase directly from sellers.

Important Buying Process Characteristics in Organizational Buying Behavior Include Which