Figure 5-5 -Figure 5-5 Above Summarizes How Buy Classes Affect Buying Center

question 73

Essay

Figure 5-5
-Figure 5-5 above summarizes how buy classes affect buying center tendencies in different ways. Identify the buy-class situations A, B, and
C.Column A is a new buy situation; B is a straight rebut situation; and C is a modified rebuy situation.

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Definitions:

Rinne

A clinical test used to evaluate loss of hearing by comparing air conduction to bone conduction of sound.

Tracking Mechanism

A system or process used to monitor and follow the movement or progress of an object, individual, or trend.

Nystagmus

A condition characterized by involuntary, rapid, and repetitive movements of the eyes.

Saccades

Rapid, ballistic movements of the eyes that abruptly change the point of fixation to scan a visual scene or follow a moving object.