Which of the Following Statements Regarding Influences on Business-To-Business Decision

Multiple Choice

Which of the following statements regarding influences on business-to-business decision making is false?

A) In organizational buying, many individuals are involved in making the decision, often with a buying committee making the final decision.
B) Although the business buyer may be motivated by both rational and emotional factors, the use of rational and quantitative criteria dominate most decisions.
C) Quality is less important in business-to-business buying than in consumer buying.
D) The decision is sometimes made based on a set of specifications to potential suppliers who then bid on the contract.
E) The decision may span a considerable time, creating a lag between the initial contact and final decision.