There Are Four Categories of Forces That Influence Organizational Buying

question 60

Essay

There are four categories of forces that influence organizational buying behavior. Please identify and briefly describe the four categories of forces. Assume that you are a salesperson in any industry you choose, provide one specific example in each category of how these forces affect organizational buying behavior in the industry you have chosen.

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Definitions:

Linguistic Relativity

The hypothesis that one's language determines or heavily influences their thought processes and worldview.

Gestalt Psychologists

Psychologists associated with a theory of perception that emphasizes the whole of anything is greater than its parts and that the mind integrates sensory experiences into meaningful patterns.

Aha! Experience

A moment of sudden insight or discovery often leading to a new perspective.

Insight

In Gestalt psychology, a sudden perception of relationships among elements of the mentally represented elements of a problem that permits its solution.