The Process Whereby the Buyer Attempts to Persuade the Supplier

question 61

Multiple Choice

The process whereby the buyer attempts to persuade the supplier to provide exactly what the organization wants is called which of the following?

• A)Reverse Marketing
• B)Horizontal Marketing
• C)Proactive Marketing
• D)Involvement Marketing

Identify the role of need for cognition in information processing and persuasion.

Understand the effects of regulatory focus on decision making and behavior.

Comprehend the impact of attitude strength, formation, and change on behavior and persuasion.

Recognize how attitudes are formed from personal experience versus other sources and their predictive power on behavior.

---

Definitions:

Short-Term Goals

Objectives set to be achieved in the near future, typically within a time frame that does not exceed one year, to further progress toward longer-term goals.

Pay-Related Decisions

Decisions made by an organization regarding compensation, including salaries, bonuses, raises, and benefits for employees.

Incentive Plans

Compensation strategies designed to motivate employees by linking a portion of their pay directly to individual, team, or organizational performance.

Employee Behavior

Employee behavior encompasses the actions and conduct of individuals within a workplace, affecting productivity and workplace atmosphere.