Which of the Following Is True About the Buying Centre

question 66

Multiple Choice

Which of the following is true about the buying centre?

• A) In a buying centre, one person cannot play more than one role.
• B) A typical buying centre has a maximum of five or six members.
• C) A buying centre consists of only mid-level managers and below.
• D) It is the decision-making unit of a buying organization.
• E) Gatekeepers in a buying centre are people who authorize the proposed actions of deciders or buyers.

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Definitions:

Effort Justification

A psychological phenomenon where individuals rationalize the effort they put into a task by increasing their valuation of the outcome.

Minimal Deterrence

A strategy in international relations aimed at preventing undesirable actions by other states, using the least force or threat possible.

Overjustification

The phenomenon where providing an extrinsic reward for behavior that was previously intrinsically rewarding can lead to a reduction in intrinsic motivation.

Cognitive Dissonance

A psychological state of discomfort caused by holding conflicting beliefs, values, or attitudes, leading to motivation for change.