Identify a Key Characteristic of Organizational Buyers in Lethargic Firms

question 20

Multiple Choice

Identify a key characteristic of organizational buyers in lethargic firms.

• A) They have no interest in prescribing their role activities and hence accept their role as given to them.
• B) They often demand that they be kept constantly advised of all new developments to develop and further their own role.
• C) They seek to take charge in their role as buyer and have little commitment to company expectations.
• D) They are extremely innovative and have a casual stance toward performing the expected role.

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Definitions:

Nonpreferences

The absence of a preference or inclination towards any particular option or choice.

Emotion in Decision Making

The influence that feelings and emotional responses have on the process of making choices or judgments.

Escalation of Commitment

A pattern of behavior in which individuals continue to follow a failing course of action or invest more resources in a losing proposition, based on their hope or belief that the situation will improve.

Price War

A competitive strategy where companies continuously lower prices to outdo each other, often at the expense of profit margins, to capture a larger market share.