Organizational Buyers

question 81

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 these alternatives about organizational buyers are true.

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Definitions:

Goodwill

The intangible value of a company's brand name, customer relations, employee morale, and other factors not on the balance sheet.

Goodwill Messages

Communications that are sent to build rapport and positive relationships, often congratulating, thanking, or expressing well-wishes.

Instructions

Directions or orders given to explain how something should be done or operated.

Simple Procedure

An easy or uncomplicated series of steps designed to achieve a specific task or process.