Parties May Behave Differently When Negotiating Electronically Than They Do

question 4

True/False

Parties may behave differently when negotiating electronically than they do in person.

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Definitions:

Autocratic

A leadership style characterized by individual control, where decisions are made without input from others.

Buying Center

A group of individuals within an organization who are involved in the decision-making process for purchasing products or services.

Decision Maker

An individual or group responsible for making choices or judgments in the context of purchasing or strategic planning.

Modified Rebuy

Refers to when the buyer has purchased a similar product in the past but has decided to change some specifications, such as the desired price, quality level, customer service level, options, or so forth.