Figure 5-4 -Figure 5-4 Shows the Three Buy Classes Encountered by Organizational

question 204

Multiple Choice

Figure 5-4
-Figure 5-4 shows the three buy classes encountered by organizational buyers. Column A is referred to as a

• A) modified rebuy.
• B) straight rebuy.
• C) new buy.
• D) standard reorder.
• E) class buy.

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Definitions:

Communication Accommodation Theory

Theory that all people adapt their behaviors to others to some extent.

Culture Shock

Feelings of stress and anxiety a person experiences when encountering a culture different from his or her own.

Evolutionary Psychology

is a theoretical approach in psychology that examines human thoughts, feelings, and behaviors through the lens of evolutionary biology, proposing that many aspects of human nature can be understood as adaptations to ancestral environments.

Adapt Reactively

To modify or change behavior after an event.