Questions: The decision process by which business buyers determine which products and services their organizations need to purchase and then find, evaluate, and choose among alternative suppliers and brands is known as . business diversification situational analysis lateral expansion business buying process business process automation Business buyer behavior refers to the . buying behavior of the organizations that buy goods and services for use in the production of other products and services that are sold, rented, or supplied to others

Question 1: The answer is business buying process.

Explanation:

• Business diversification: This refers to a strategy where a company expands into new markets or products, which is not directly related to the decision-making process for purchasing products and services.
• Situational analysis: This involves assessing the current situation of a business, often used in strategic planning, but it does not specifically describe the purchasing decision process.
• Lateral expansion: This term refers to a company expanding its operations into new but related areas, which again is not directly related to the purchasing decision process.
• Business buying process: This is the correct term that describes the decision process by which business buyers determine which products and services their organizations need to purchase and then find, evaluate, and choose among alternative suppliers and brands.
• Business process automation: This refers to the use of technology to automate complex business processes, which is not related to the decision-making process for purchasing products and services.

Question 2: Business buyer behavior refers to the buying behavior of the organizations that buy goods and services for use in the production of other products and services that are sold, rented, or supplied to others.

Explanation: Business buyer behavior involves understanding how organizations make purchasing decisions, which includes the processes and factors that influence their buying decisions. This behavior is distinct from consumer buying behavior, which focuses on individuals purchasing goods and services for personal use. Business buyers often have more complex decision-making processes, involving multiple stakeholders and a greater emphasis on factors such as cost, quality, and supplier relationships.