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Q1. Contrast the consumer buying decision process with the organizational buying process.
Q2. Why is it difficult to generalize the process of business buying behavior?
Q3. Relate the buying process model to organizational and individual needs. How do they change through the process?
Q4. What types of purchases are likely to experience extensive activity occurring in the following portions of the buying decision process model?
a. definition stage
b. selection stage
c. solution delivery stage
d. endgame stage
Q5. An influential member of the buying center has confided to a supplier's representative that she is anxious to "show her stuff' and move up in her organization. Into what part of the individual needs description does the statement seem to fit? When is such a request likely to occur?
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