Organizational Buyers

question 71

Multiple Choice

Organizational buyers:

• A) rely on many sources of information in addition to salespeople when making purchase decisions.
• B) may use vendor analysis to make certain that all relevant areas of a purchase decision have been considered.
• C) are likely to do little search for additional information if the purchase is unimportant.
• D) tend to be more rational--and less emotional--in their buying decisions than final consumers.
• E) All of the above are true.

Understand the influence of managerial theories (Theory X, Theory Y, Theory Z) on leadership styles and organizational practices.

Grasp the strategies for motivating employees beyond financial incentives, focusing on intrinsic rewards and job design.

Recognize the benefits and challenges associated with performance-related pay systems.

Understand the significance of employee participation in decision-making and its impact on organizational performance.

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Definitions:

Discriminative Stimulus

A stimulus in the presence of which a particular response will be reinforced in operant conditioning.

Asking Questions

The act of seeking information through verbal or written inquiries to increase understanding or clarify uncertainties.

Negative Reinforcement

A type of learning where a behavior is strengthened because it is followed by the removal of an unpleasant stimulus.

Positive Reinforcement

A method in behaviorism that involves the addition of a rewarding stimulus following a desired behavior, with the aim of increasing the likelihood of that behavior being repeated.