Which of the Following Statements Regarding Influences on Business-To-Business Decision

question 111

Multiple Choice

Which of the following statements regarding influences on business-to-business decision making is false?

• A)In organizational buying, many individuals are involved in making the decision, often with a buying committee making the final decision.
• B)Although the business buyer may be motivated by both rational and emotional factors, the use of rational and quantitative criteria dominate most decisions.
• C)Quality is less important in business-to-business buying than in consumer buying.
• D)The decision is sometimes made based on a set of specifications to potential suppliers who then bid on the contract.
• E)The decision may span a considerable time, creating a lag between the initial contact and final decision.

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