Organizational Buyer Behavior

Read the "Organizational Buyer Behavior" section. The decision-making process that organizations follow to determine their needs for products and services is known as organization buying. After reading this material, consider the following review questions:

  1. What buying stages do buying centers typically go through?
  2. Why should business buyers collaborate with the companies they buy products from?
  3. How do straight rebuy, new buy, and modified rebuy differ from one another?

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