The Three Types of Buying Situations

question 68

Multiple Choice

The three types of buying situations

• A) create confusion among B2B sellers.
• B) suggest that B2B sellers should develop one marketing mix to use for all situations.
• C) require business sellers to be consistent in their marketing mixes.
• D) are theoretical and have little relation to what happens in the real world.
• E) call for different marketing and selling strategies.

---

Definitions:

Social Approval

The positive recognition, acceptance, or endorsement by others in a social context.

Clarify Reality

The process of making situations, expectations, or concepts more understandable and clear, often used in counseling or educational settings.

Normative Social Influence

The influence to conform with the positive expectations of others, often to gain approval or avoid social sanctions, unrelated to actual beliefs or facts.

Cognitive Dissonance

The unsettling sensation experienced when a person simultaneously upholds multiple conflicting beliefs, ideas, or values.