When Organizational Buyers Consider Changes from One Selling Firm to Another

question 37

Multiple Choice

When organizational buyers consider changes from one selling firm to another, what are the two main categories of switching costs they consider?

• A)Trust and relationship commitment
• B)Transactional and collaborative relationships
• C)Investments and risk of exposure
• D)Operational linkages and relationship connectors.

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Definitions:

Loss of Control

The inability to manage one's actions or reactions, often leading to negative consequences.

Reactance

A psychological reaction that occurs in response to perceived restrictions on one’s freedoms or choices, leading to a motivation to regain freedom.

Wortman and Brehm

Researchers known for their work in the fields of psychology, particularly in the areas of social psychology and reactions to loss.

Fixed Traits

Characteristics, personality attributes, or abilities believed to be inherent and unchangeable over time.