During Which Stage of the Business Buying Process Is a Buyer

question 93

Multiple Choice

During which stage of the business buying process is a buyer most likely to conduct value analysis by carefully studying components to determine if they can be redesigned,standardized,or made less expensive?

• A)general need recognition
• B)product specification
• C)proposal solicitation
• D)order-routine specification
• E)performance review

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Definitions:

Insula

Multifunctional cortical tissue located within the lateral fissure; contains language and taste perception–related regions and neural structures underlying social cognition.

Reinforcer

In operant conditioning, any event that strengthens the behavior it follows.

B.F. Skinner

An American psychologist and behaviorist best known for his work in developing the theory of operant conditioning.

Appraisals

Evaluations or judgments about the significance of an event as it relates to one's well-being.