In Most Large Organizations, Several People Are Responsible for Making

question 129

Multiple Choice

In most large organizations, several people are responsible for making a purchase decision. This group is called the

• A) derived demand cohort.
• B) reselling team.
• C) decider group.
• D) buying center.
• E) expediters.

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Definitions:

Peripheral Route

A persuasive strategy that relies on superficial cues rather than substantive arguments to influence someone's attitude or behavior.

Central Route

A method of persuasion that involves high levels of cognitive processing, where the audience considers logical arguments and substantial evidence.

Elaboration Likelihood Model

A theory explaining different ways of processing stimuli, why they are used, and their outcomes on attitude change.

Attractive Celebrities

Famous individuals who are widely recognized and considered appealing or desirable in appearance.