A Segmentation Study Found That Purchasers of IBM Equipment Are

question 80

Multiple Choice

A segmentation study found that purchasers of IBM equipment are more concerned about software support and breadth of product line and they are less concerned about absolute price and price flexibility (i.e., willingness of suppliers to negotiate price) . This provides an illustration of segmentation on the basis of:

• A)the importance of purchase.
• B)key criteria.
• C)the structure of the decision-making unit.
• D)attitude toward vendors.
• E)decision style.