Which is the best conflict management style to use when the goals are clearly incompatible, when the parties have equal power, and when a quick solution is needed?
a. Collaboration
b. Compromise
c. Accommodation
d. Avoidance
b. Compromise
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Roles within the buying center are socially constructed, which means people define how they will act in the business-to-business purchase process and how they will interact with others
Indicate whether the statement is true or false
Consumer behavior includes the actions a person takes in purchasing services and using products and services, including
A. the financial limitations one must overcome to accomplish these actions. B. the cognitive and attitudinal processes that must be learned to complete these actions. C. the emotional processes that occur during these actions. D. the physical effort spent on these actions. E. the mental and social processes that come before and after these actions.
A new-task buy ________
A) requires less time and effort than a modified rebuy B) cannot be used if the buyer uses single sourcing C) is characterized by uncertainty and high risk D) is similar to routine decision making in the consumer market E) begins with a SWOT analysis
Which tactic most likely involves making a price concession to the buyer?
A) budget limitation B) take-it-or-leave-it C) let-us-split-the-difference D) "if...then" E) "sell low now, make profits later"