Question

This activity is important marketing managers need to understand how buy-classes affect organizational buying behavior. Organizations face three different types of buying situations called buy-class situations; new buy, straight rebuy, and modified rebuys. The type of buy-class affects the way buying centers make purchase decisions.
The goal of this exercise is to demonstrate your understanding of the three different types of buy-classes.
Hover over the product name to reveal the hint. Then match the product with the correct buy-class situation
Legal pads and pens
Service trucks
Shipping crane
Solar panels
Copier paper
Record-keeping software
Buy-Class Situation New Buy Straight Rebuy Modified Rebuy

Answer 1

Question attached

Answer and Explanation:

New buy: solar panels, shipping cranes

Straight rebuy: legal pads and pens, copier paper

Modified rebuy : service trucks, record keeping software

New buy is typical of buyers who are buying a product for the first time and have no previous experience about it and therefore need to research and make proper buying decision

Straight rebuy: this class buy these products regularly and so do not need to make a critical decision.

modified rebuy: this buy class only need that the product be modified albeit the same product but with slightly different specifications. They have some experience as they have previously purchased the product. Example a company ordering for new logos and business cards.