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Question
The method of classifying industrial goods into meaningful categories in the business market centers on this question:a. How does the industrial good enter the production process and the cost structure of the firm?
b. How much effort are organizational buyers willing to exert in purchasing this industrial good?
c. Will organizational buyers purchase this industrial good from a distributor or directly from a manufacturer?
d. What is the weight and unit value of the industrial good?
e. How many product alternatives are organizational buyers willing to consider before making a choice?
Answer
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