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Author Question: Due to the increasing complexities associated with the advertising industry, there is a tendency for ... (Read 81 times)

awywial

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on: Jun 29, 2018
Due to the increasing complexities associated with the advertising industry, there is a tendency for organizations to become reliant on ____. However, this can create a problem because these people have their own priorities and often lose sight of the overall goals of an effort.
 a. specialists
  b. politicians
  c. CEOs
  d. bureaucrats

Question 2

How do individual factors affect the business buying decision process?


shewald78

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Reply #1 on: Jun 29, 2018
Answer to Question 1

A

Answer to Question 2

Individual factors are the personal characteristics of participants in the buying center, such as age, education level, personality, and tenure and position in the organization. Let us consider a 55-year-old manager who has been in the organization for 25 years. This manager is likely to have a greater influence and power over buying center decisions than a 30-year-old employed at the firm for only two years. The influence of various factors, such as age and tenure, on the buying decision process depends on the buying situation, the type of product, and the type of purchase (new task, modified rebuy, or straight rebuy). Employees' negotiating styles will vary as well. To be effective, marketers must know customers well enough to be aware of these individual factors and their potential effects on purchase decisions.


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