Which of the Following Is a Buying Process Characteristic of Organizational

question 5

Multiple Choice

Which of the following is a buying process characteristic of organizational buying behavior?

• A)Advertising and other forms of promotion are technical in nature.
• B)Demand for industrial products and services is derived from consumer demand.
• C)Direct selling to organizational buyers is the rule,and distribution is very important.
• D)There are multiple buying influences,and multiple parties participate in purchase decisions.

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Definitions:

Situational Attributions

The process of explaining one's own or others' behaviors based on external, situational factors rather than personal characteristics.

Heider

Refers to Fritz Heider, an influential psychologist known for his work on attribution theory, focusing on how people perceive and explain causes of behavior.

Situational Influences

External factors or circumstances that can affect an individual's behavior, decisions, and attitudes.

Task Difficulty

The perceived level of challenge presented by a task, which can affect motivation and performance.