Which of the Following Is Indicative of the Purchase Decision

question 4

Multiple Choice

Which of the following is indicative of the purchase decision stage of the organizational buying decision process?

• A) The purchase decision is usually quick once the information search has been completed.
• B) After the bid is submitted and even once accepted, terms must still be negotiated.
• C) Even if several vendors make it onto the bidder's list, ultimately only one supplier is chosen.
• D) If a supplier on the bidder's list is not selected, it is rarely told the reason it was rejected.
• E) Once an agreement has been formally reached, neither the buyer nor the seller is permitted to make changes to the terms of the contract.

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Definitions:

Reality Anxiety

The fear or apprehension caused by facing real, immediate threats in one’s environment, distinct from neurotic or moral anxiety.

Frustration Aggression Hypothesis

A theory suggesting that the occurrence of aggressive behavior is due to frustration caused by blocked goals.

Demonstrating Displacement

The act of showing how emotional needs or impulses are transferred from their original object to a more acceptable or less threatening target.

Work Frustration

The feeling of being upset or annoyed as a result of being unable to achieve one's goals or fulfill expectations in a work environment.