CH3 - Organizational buying behavior can best be understood...

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Organizational buying behavior can best be understood by: a. focusing on the purchasing act or outcome. b. adopting a decision process perspective. c. carefully examining the purchasing manager's role in the decision. d. centering attention on the executive who has buying authority and is also a decider. e. isolating the role that top management assumes in ongoing purchasing activities. 2. The problem solving approach followed by an organizational b rebuy situation is: a. limit ed.
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b. selective. c. routine. d. extended. e. cerebral. 3. Organizational buyers do not have well-defined criteria that ca procurement problem in: a. modified rebuy situations. b. new task buying situations. c. straight rebuy situations. d. purchasing expensive accessory equipment.
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e. none of the above. 4. What factor moves a buying organization from a straight rebuy rebuy situation? a. Poor delivery performance by a present supplier. b. A change in product requirements. c. A sales presentation by an "out" supplier. d. All of the above. e. (a) and (b) only. 5. Those buying decisions that are of extreme importance to the f
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competitive position are referred to as: a. complex
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CH3 - Organizational buying behavior can best be understood...

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