Organizational Buying Behavior Is Similar to Consumer Behavior in Some

question 54

Multiple Choice

Organizational buying behavior is similar to consumer behavior in some ways and different in others. Common to both is that they

• A)use the same five stages in the buying decision process.
• B)use formal vendor rating when choosing among alternative brands.
• C)are affected by derived demand.
• D)have virtually unlimited options for suppliers.
• E)rely on gatekeepers to control product information.

---

Definitions:

Self-fulfilling Prophecy

A belief or expectation that an individual holds about a future event that manifests because the individual holds it.

Ingroup Favoritism

The tendency to favor, privilege, or extend more positive treatment to members of one's own group over those of an outgroup.

Self-esteem

A person's overall sense of personal value or worth.

Prejudice

Involves preconceived, often negative, judgments or opinions about individuals or groups based on stereotypes rather than individual merit.