Question

The sales department of a consumer products organization realized that its rivals were adopting new customer relationship management software to keep better track of their prospects. The director of the sales department decided it would also purchase the CRM software to keep up with its rivals. This is an example of what type of force affecting business buying behavior?

Answer 1

The correct answer is D) environmental forces.

The sales department of a consumer products organization realized that its rivals were adopting new customer relationship management software to keep better track of their prospects. The director of the sales department decided it would also purchase the CRM software to keep up with its rivals. This is an example of environmental forces affecting business buying behavior.

The environmental factors within an organization are technological, cultural, social, economic, demographic, operational, legal or political factors. They could be internal or external. These factors affect buying decisions of the company and that is why the director of the sales department wants to buy the CRM software to compete with its rivals and maintain good customer relationships.  

The other options of the question were A) consumer forces, B) individual forces, and D) organizational forces.