19. Businesses in the B2B market often rely on: A. Short-term relationships and partnerships B. Minimal interdependence with suppliers or service providers C. Long-term relationships and partnerships D. Price as the sole determining factor in their purchasing decisions

20. The stage of the B2B buying process that involves the identification of a specific need or problem within the organization is: A. Need Recognition B. Product Specifications C. Request for Proposal (RFP) Process D. Proposal Analysis

21. The role in the buying center that controls the flow of information within the organization is: A. Initiator B. Gatekeeper C. User D. Influencer

22. The type of organizational culture where decisions are made by a single individual or a small group of top-level executives is: A. Autocratic Buying Center B. Democratic Buying Center C. Consultative Buying Center D. Consensus Buying Center