D077 MODULE 9 EXAM WITH CORRECT
ANSWERS 2025
Factors that contribute to B2B purchase decisions ( correct answers )
Interpersonal; Organization; environmental
Interpersonal factors ( correct answers ) B2B decisions are
influenced by characteristics of the individuals involved in the
selection process.
Organizational factors ( correct answers ) Purchasing decisions,
especially large expenditures, may be influenced by the organization's
strategies, priorities, and performance
Environmental factors ( correct answers ) External factors such as the health
of the economy and the company's industry may determine whether an
organization chooses to move ahead with a significant purchase or hold off
until economic indicators improve.
Straight rebuy ( correct answers ) An organization reorders a product or
service without modifications
Modified rebuy ( correct answers ) An organization reorders a product or
service with modifications
New task ( correct answers ) A buying situation where an organization
considers buying a product or service for the first time
Initiator ( correct answers ) who suggest purchasing a product or
service
Influencers ( correct answers ) who try to affect the outcome
decision with their opinions
Deciders ( correct answers ) who have the final
decision Buyers ( correct answers ) who are
responsible for the contract End users ( correct
answers ) of the item being purchased
Gatekeepers ( correct answers ) who control the flow of
information
Negotiation consists of 5 phases ( correct answers ) Investigation;
determining desired outcome; presentation; bargaining; closure
ANSWERS 2025
Factors that contribute to B2B purchase decisions ( correct answers )
Interpersonal; Organization; environmental
Interpersonal factors ( correct answers ) B2B decisions are
influenced by characteristics of the individuals involved in the
selection process.
Organizational factors ( correct answers ) Purchasing decisions,
especially large expenditures, may be influenced by the organization's
strategies, priorities, and performance
Environmental factors ( correct answers ) External factors such as the health
of the economy and the company's industry may determine whether an
organization chooses to move ahead with a significant purchase or hold off
until economic indicators improve.
Straight rebuy ( correct answers ) An organization reorders a product or
service without modifications
Modified rebuy ( correct answers ) An organization reorders a product or
service with modifications
New task ( correct answers ) A buying situation where an organization
considers buying a product or service for the first time
Initiator ( correct answers ) who suggest purchasing a product or
service
Influencers ( correct answers ) who try to affect the outcome
decision with their opinions
Deciders ( correct answers ) who have the final
decision Buyers ( correct answers ) who are
responsible for the contract End users ( correct
answers ) of the item being purchased
Gatekeepers ( correct answers ) who control the flow of
information
Negotiation consists of 5 phases ( correct answers ) Investigation;
determining desired outcome; presentation; bargaining; closure
