Organizational Buyers

question 81

Multiple Choice

Organizational buyers:

• A) rely on many sources of information in addition to salespeople when making purchase decisions.
• B) may use vendor analysis to make certain that all relevant areas of a purchase decision have been considered.
• C) are likely to do little search for additional information if the purchase is unimportant.
• D) tend to be more rational-and less emotional-in their buying decisions than final consumers.
• E) All of these alternatives about organizational buyers are true.

---

Definitions:

Us vs. Them Heuristic

A cognitive bias that categorizes individuals or groups into an 'in-group' or an 'out-group,' influencing social behavior and decision making.

Police Officers

Law enforcement officials responsible for maintaining public order, enforcing laws, and preventing, detecting, and investigating criminal activities.

Combat Zone

A designated area where military forces are engaged in conflict or where combat operations are conducted.

Affect Heuristic

A mental shortcut that allows people to make decisions and solve problems quickly based on their emotions and feelings.