Author Question: Discuss how interpersonal factors influence the business buying decision ... (Read 93 times)

jilianpiloj · **on:** Jun 29, 2018

Discuss how interpersonal factors influence the business buying decision process.

Question 2

Koyo-Sha Co manufactures and sells polishing materials and abrasive products. This Japanese-based company has 150 employees, but these employees do not engage in selling the product to end-consumers. Instead, individuals not directly employed by Koyo-Sha Co purchase products from the firm and then resell them to end-consumers. Those individuals who are most successful are adept at forming relationships with end-consumers, usually through face-to-face interactions. Koyo-Sha Co receives money from the sales of its products, and the individual receives a commission. Koyo-Sha is most likely a
A) telemarketer.
B) direct selling firm.
C) wholesaler.
D) direct marketer.
E) franchise.

covalentbond · **Reply #1 on:** Jun 29, 2018

Answer to Question 1

Interpersonal factors are the relationships among people in the buying center. Trust is crucial in collaborative partnerships. This is especially true when customized products are involved-the buyer may not see the product until it is finished and must trust that the producer is creating it to specifications. Trust and clear communication ensure that all parties are satisfied with the outcome, however interpersonal dynamics and varying communication abilities within the buying center may complicate processes.

Answer to Question 2

B