The Process by Which Organizations Determine the Need for Goods

question 27

Multiple Choice

The process by which organizations determine the need for goods and then choose among alternative suppliers is referred to as _____.

• A)the consumer purchase decision process
• B)organizational buying behaviour
• C)the industrial purchase procedure
• D)the reseller procurement process

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Definitions:

Denial

A psychological defense mechanism where a person refuses to accept reality or facts, thus avoiding a potentially distressful truth.

Anger

A strong feeling of annoyance, displeasure, or hostility triggered by perceived wrongs.

Shock

A sudden and often negative emotional or physical reaction to an unexpected event.

Endings Phase

The final stage of a process or relationship, where closure or conclusion occurs.