A Buy-Class Situation Affects Buying Center Tendencies in Different Ways

question 90

Multiple Choice

A buy-class situation affects buying center tendencies in different ways. If the buying objective is to find a good solution, the suppliers considered are both new and present, and the buying influence includes technical and operating personnel, the buy-class situation is most likely a

• A) modified buy.
• B) new buy.
• C) straight rebuy.
• D) make-buy.
• E) standard buy.

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Definitions:

Bargaining Zone

The range within which an agreement is reachable during negotiations, bounded by the minimum and maximum limits of both parties.

Agreement

A mutual understanding or arrangement between two or more parties, often formalized in a contract or verbal commitment.

No Deal

A situation where negotiation or discussion does not result in an agreement or outcome.

Negotiation Gap

The difference between the initial positions or demands of negotiating parties, which needs to be bridged to reach an agreement.