Both the B2B and B2C Buying Processes Begin with

question 70

Multiple Choice

Both the B2B and B2C buying processes begin with

• A)central planning.
• B)need recognition.
• C)postpurchase dissonance.
• D)alternative evaluation.
• E)order specification.

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Definitions:

Cannon-Bard Theory

A theory of emotion that argues that we experience physiological arousal and emotional feelings simultaneously and independently.

Neck-Level Spinal

Pertaining to the region of the spinal cord that is located at the level of the neck, involving cervical vertebrae.

Two-Factor Theory

A psychological theory that proposes emotions are based on two factors: physiological arousal and cognitive labeling of that arousal.

Polygraph Principle

The polygraph principle is based on detecting physiological changes in the body as a response to questions, used to infer truthfulness.