Which of the following is a buying process characteristic of organizational buying behavior?

Question

Quizplus · Accepted Answer

Organizational buying behavior involves multiple buying influences and multiple parties participating in purchase decisions. This is because organizational purchases usually involve high-value purchases that require approval from various departments and decision-makers. Advertising and promotion may also be technical in nature, but this is not a defining characteristic of organizational buying behavior. Similarly, while demand for industrial products may be derived from consumer demand, this is not unique to organizational buying behavior. Direct selling and distribution are also important in organizational buying behavior, but not as important as the presence of multiple buying influences.

Which of the Following Is a Buying Process Characteristic of Organizational