Organizational Buying

Which two of these are the main determinants that impact the buying decision process which are important when selling to business buyers?

• Environmental factors

• Consumer factors

• Communication factors

• Organizational factors

Identify the three modes of business buying

• Routinized Exchange Relationship Mode

• Straight Exchange Relationship mode

• Organic Buying Relationship mode

• Transactional Buying Operations Mode

Which one of these is a buying situation being considered when buying a product for the first time?

• Recent task

• Straight rebuy

• Improved rebuy

• New Task

Which of the following are environmental factors?

• Government regulations

• Technological advancements

• Culture of the region

• Economic

• Competition

Which of these are major buying situations?

• Improved rebuy

• New task

• Modified rebuy

• Straight rebuy

Who are the participants in the business buying decision making?

• Initiators

• Influencers

• Deciders

• Buyers

• End-users

They control the flow of information to and among others within the buying center

• End-users

• Influencers

• Gatekeepers

• Buyers

It is believed to be the simplest and convenient yet. one of the most dependable buying situations.

• New task

• Straight rebuy

• Modified rebuy

• No rebuy

A type of buying mode which is a one-time transaction hence no obligation nor expectation from both buyer and seller to participate in possible business again.

• Routinized Exchange Relationship Mode

• Organic Buying Relationship Mode

• Operational Exchange Buying Mode

• Transactional Buying Operations Mode

How many stages are the in an organizational buying process?

• 10

• 4

• 8

• 6