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