Which Stage of the Organizational Buying Process Involves Establishing Specifications

question 6

Multiple Choice

Which stage of the organizational buying process involves establishing specifications for a needed product?

• A) Recognizing a need
• B) Describing characteristics of a needed product
• C) Qualifying potential vendors
• D) Selecting an order routine

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Definitions:

Classical Conditioning

A method of learning that takes place by forming connections between a stimulus that naturally occurs and one that is present in the environment.

Ivan Pavlov

A Russian physiologist known for his research on classical conditioning, demonstrating how stimuli can trigger conditioned responses.

Principles

Fundamental truths or propositions that serve as the foundation for a system of belief or behavior or for a chain of reasoning.

Human Behavior

The range of actions and mannerisms exhibited by humans, influenced by culture, attitudes, emotions, values, and genetics.