Figure 5-4 -Figure 5-4 Shows the Three Buy Classes Encountered by Organizational

question 23

Multiple Choice

Figure 5-4
-Figure 5-4 shows the three buy classes encountered by organizational buyers. B is referred to as a

• A) modified rebuy.
• B) straight rebuy.
• C) new buy.
• D) standard reorder.
• E) typical buy.

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Definitions:

Probability Chain

A sequence of events linked by the likelihood of one event leading to another, used in the analysis of outcomes and decisions.

Randomly Contacting

The act of reaching out to individuals or entities without a predetermined pattern or selection criteria, often used in research, marketing, or networking practices.

Grapevine

An informal communication network within an organization, often based on rumors or social connections.

Comprehend E-mail Messages

The process of understanding and interpreting the content and intent of an email communication.