Each of the Following Statements Describes a Unique Characteristic of the Business

question 39

Multiple Choice

Each of the following statements describes a unique characteristic of the business buying process EXCEPT:

• A) Business buyers have an easier time identifying their needs as compared to consumers.
• B) Business buyers must be keenly aware of both hard and soft costs.
• C) Groups of people, rather than individuals, often make purchase decisions.
• D) Business buyers are less likely to be dependent upon each other.
• E) Business buying is sometimes based on reciprocity where each firm buys products from the other.

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Definitions:

Extinction

In psychology, the gradual decrease and eventual elimination of a conditioned response when the reinforcement is no longer provided.

Anxiety Hierarchy

is a list of situations that cause anxiety, ranked from least to most anxiety-provoking, used in exposure therapy.

Baseline Data

Initial collection of data which serves as a reference for assessing future observations or the effects of interventions over time.

Visualized

Formation of a mental image or representation of something, often used as a technique in therapy and personal development to enhance understanding or motivate change.