When a Business Needs to Make a Complex Purchase, It

question 107

Multiple Choice

When a business needs to make a complex purchase, it is most likely to form a buying center during the ________ stage of the business buying decision process.

• A) problem recognition
• B) vendor analysis
• C) information search
• D) supplier selection
• E) alternative evaluation

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Definitions:

Attitudes

Cognitive biases that result in the assessment of a specific something with varying levels of approval or disapproval.

Foot-in-the-door Technique

A persuasion strategy that involves getting a person to agree to a large request by first setting them up to agree to a modest request.

Donation

The act of giving something, often money or goods, voluntarily to a cause or individual without expecting anything in return.

Cognitive Dissonance Theory

A psychological theory suggesting that individuals experience discomfort when holding two or more contradictory beliefs, leading them to alter attitudes or behaviors.