Important buying process characteristics in organizational buying behavior include which of the following?
A. Negotiations, purchases, and delivery occur in real time at an accelerated rate.
B. There are often reciprocal arrangements and negotiations between buyers and sellers.
C. Direct selling to organizational buyers is rare because it is cost-prohibitive.
D. Few large transactions are made over the Internet due to concerns of industrial espionage.
E. Most purchases are made through government-licensed negotiators.
Answer: B
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