The Group of People Within an Organization Who Participate in the Buying

question 196

Multiple Choice

The group of people within an organization who participate in the buying process and share common goals, risks, and knowledge important to a purchase decision is referred to as the

• A) gatekeeper.
• B) buying center.
• C) purchasing department.
• D) procurement committee.
• E) acquisition office.

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Definitions:

Cohesiveness

The quality of forming a united whole, often used to describe the degree of camaraderie and solidarity within a group.

Groupthink

A phenomenon where the desire for harmony or conformity in a group results in an irrational or dysfunctional decision-making outcome.

Heterogeneity

The quality or state of being diverse in character or content; having a variety of different elements or components.

Self-Categorisation Theory

A social psychological theory that explains how and why individuals identify with specific social groups and behave according to that group membership.