What Are the Two Components That Determine Perceived Risk in Purchase

question 11

Essay

What are the two components that determine perceived risk in purchase decisions? Please describe some of the characteristics of the buying center and decision-making process when perceived risk is high. What actions should a salesperson take when selling to an organization when perceived risk is high?

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Definitions:

Labor Efficiency Variance

The discrepancy in the actual worked hours versus the expected standard hours, multiplied by the standard rate for labor.

Direct Labor

The labor costs directly associated with the manufacture of specific goods or the provision of services, typically consisting of wages paid to production workers or technicians.

Fixed Overhead Budget Variance

The difference between the budgeted fixed overhead costs and the actual fixed overhead incurred during a period.

Fixed Manufacturing Overhead

The total of all manufacturing costs that do not change with the level of production, including salaries of permanent employees and rent.