QUESTION 17

1. An organization's routine purchase changes when a supplier discontinues a product. In such a situation, which purchasing approach would the organizational buyer be most likely to use?

Straight rebuy

Modified rebuy

New task rebuy

Straight task buy

QUESTION 18

1. Which of the following is a buying process characteristic of organizational buying behavior?

Advertising and other forms of promotion are technical in nature.

Demand for industrial products and services is derived from consumer demand.

Direct selling to organizational buyers is the rule, and distribution is very important.

There are multiple buying influences, and multiple parties participate in purchase decisions.