Marketers Need to Understand Their Customers' Buying Centers

question 173

Multiple Choice

Marketers need to understand their customers' buying centers. A series of questions can be used to facilitate this process. Which of the following questions would be the least useful when trying to understand the operations of a buying center?

• A) Which individuals are in the buying center for the product or service?
• B) What is the relative influence of each member of the group?
• C) What are the buying criteria of each member?
• D) How does each member of the group perceive our company, our products and services, and our salespeople?
• E) What criteria were used to select the members of the buying center?

---

Definitions:

Depends Upon

A phrase indicating that the outcome is influenced or determined by a specific factor or condition.

CS Predict

The ability of a conditioned stimulus (CS) to predict the occurrence of an unconditioned stimulus, forming the basis of classical conditioning.

Classical Conditioning

A learning process that occurs through associations between an environmental stimulus and a naturally occurring stimulus, first demonstrated by Ivan Pavlov.

US

Stands for "Unconditioned Stimulus," a stimulus that naturally and automatically triggers a response without prior conditioning in the context of psychology.