Important product or service characteristics in organizational buying behavior include: products or services of a technical nature, purchased on the basis of specifications; a large portion of goods are purchased in a raw or semi-finished state, and
A)a heavy emphasis on quantity price discounts, extended contracts, and customer loyalty.
B)a heavy emphasis placed on delivery time, technical assistance, and postsale service.
C)flexibility with delivery schedules, technical assistance, and renewable contracts.
D)market sensitive pricing, sales incentives, and postsale service.
E)flexibility with product specifications, limited liability, and adherence to government regulations.

Question

Quizplus · Accepted Answer

Organizational buying behavior places a heavy emphasis on factors such as delivery time, technical assistance, and postsale service. This is particularly important for products or services that are technical in nature and purchased based on specifications. In addition, a large portion of goods are purchased in a raw or semi-finished state, requiring additional technical support during the manufacturing process. Quantity price discounts and extended contracts are also important, but not as critical as factors related to technical assistance and service.

Important Product or Service Characteristics in Organizational Buying Behavior Include