Which of the Following Most Accurately Reflects Buyers' Information Needs

question 78

Multiple Choice

Which of the following most accurately reflects buyers' information needs?

• A) Generally speaking, buyers know everything they need to know about the markets in which they compete.
• B) Buyers are not interested in factual knowledge unless it relates to fulfilling their specific needs.
• C) Buyers are interested in learning as much factual knowledge as they can.
• D) Buyers really don't expect salespeople to be able to provide them with valuable information.
• E) None of the above.

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Definitions:

Path-goal Theory of Leadership

A theory that suggests a leader's behavior is contingent to the satisfaction, motivation, and performance of their subordinates, emphasizing the need to adapt leadership style to the situation.

Leadership Style

Leadership style is the manner and approach of providing direction, implementing plans, and motivating people; it can vary from autocratic to democratic or laissez-faire.

Fiedler's Contingency Model

A leadership theory proposing that a leader's effectiveness is contingent upon the match between the leader's style of interacting with subordinates and the degree of control and influence over the situation.

Leader's Style

The manner and approach of providing direction, implementing plans, and motivating people.