The decision-making process organizations use to establish the need for products and services and to identify, evaluate, and choose among alternative brands and suppliers is referred to as
A)the consumer purchase decision process.
B)organizational buying behavior.
C)the industrial purchase procedure.
D)facilitating behavior.
E)the reseller procurement process.

Question

Quizplus · Accepted Answer

The term described in the question is organizational buying behavior, which refers to the decision-making process that organizations use to purchase goods and services that will be used in their operations. Option A refers to the consumer purchase decision process, which is different from organizational buying behavior. Option C refers to the procedures specific to industrial purchases and is more closely related to organizational buying behavior than consumer purchases. Option D and E are not accurate descriptions of the decision-making process for organizational buying behavior.

The Decision-Making Process Organizations Use to Establish the Need for Products