1. How do the three (3) different types of purchasing decisions (straight rebuy, modified rebuy, new...

 

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1. How do the three (3) different types of purchasing decisions (straight rebuy, modified rebuy, new task) influence the time and effort a buyer might allocate to the different steps of the purchase decision process? 2. List and compare the probable functional, situational, psychological, social, and knowledge needs of a) a large financial investment office and b) a college student, both of whom are looking to purchase a new computer printer. 3. Explain the role of functional attributes and psychological attributes in the post-purchase determination of customer satisfaction. 4. How might salespeople use their knowledge of the multi-attribute evaluation model to plan and deliver their sales presentations to a buyer? 1. How do the three (3) different types of purchasing decisions (straight rebuy, modified rebuy, new task) influence the time and effort a buyer might allocate to the different steps of the purchase decision process? 2. List and compare the probable functional, situational, psychological, social, and knowledge needs of a) a large financial investment office and b) a college student, both of whom are looking to purchase a new computer printer. 3. Explain the role of functional attributes and psychological attributes in the post-purchase determination of customer satisfaction. 4. How might salespeople use their knowledge of the multi-attribute evaluation model to plan and deliver their sales presentations to a buyer?

Answer rating: 100% (QA)

1 Straight Rebuy The customer is familiar with the product and company and has a preferred vendor The customer requires little or no search and evalua... View the full answer