List Factors That May Influence Organizational Buying Process

question 144

Essay

List factors that may influence organizational buying process.

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Definitions:

Extinction

In behavioral psychology, it refers to the process where a conditioned response decreases in frequency and eventually disappears when the reinforcement is no longer presented.

Conditioned Stimulus

An initially unimportant stimulus that, following its association with an unconditioned stimulus, comes to evoke a conditioned response.

Unconditioned Stimulus

A stimulus that naturally triggers a response without any prior learning.

Generalization

In psychology, the tendency to respond in the same way to different but similar stimuli; in learning, it's the application of past learning to new situations.