Please state A, B, C, or D for each question

1. It is common for the members of a buying center to include:

A. members who have similar levels of interest but no authority.

B. members who have different levels of interest and authority.

C. members who have similar levels of interest and authority.

D. members who have different levels of interest but no authority.

2. Which of the following is not an organizational factor?

A. Procedures

B. Level of primary demand

C. Policies

D. Objectives

3. In a buying center, the participants ___ each other.

A. collaborate with

B. do not influence

C. influence

D. compete against

4. _______ play a role in organizational buying. Decisions are not made only based on analyzing objective facts.

A. Emotions

B. A companys debt to equity ratio

C. Financial analyses

D. New product ideas

5. Hotel Jukland is in the process of negotiation with the Professional Association of Artisanal Glass Decoration Manufacturers to host the annual meeting of the Association. The hotel receives the order-routine specification. What should the hotel do?

A. Negotiate further. The order-routine specification means that the Association has just begun the negotiation process.

B. Abandon the event. The order-routine specification means that the Association does not intend to organize its meeting at the hotel.

C. Offer a formal contract. All the conditions requested by the Association are clear now.

D. Try to persuade the Association to organize the meeting at the hotel.