kotler / armstrong, chapter 6 business buyer behavior includes retailers and wholesalers who buy...

Kotler / Armstrong, Chapter 6

Business buyer behavior includes retailers and wholesalers who buy things with the purpose of making a profit.

1. true

2. false

Business buyer behavior includes retailers and wholesalers who buy things with the purpose of making a profit.

1. true

2. false

One main difference between business markets and consumer markets is ___________.

1. market demand

2. nature of the buying unit

3. types of decisions

4. all of the above

One main difference between business markets and consumer markets is ___________.

1. market demand

2. nature of the buying unit

3. types of decisions

4. all of the above

Compared with consumer purchases, a business purchase usually involves more decision participants and a more professional purchasing effort.

1. true

2. false

Compared with consumer purchases, a business purchase usually involves more decision participants and a more professional purchasing effort.

1. true

2. false

_____ is demand that ultimately comes from the demand for consumer goods.

1. Consumer demand

2. Marketing demand

3. Derived demand

4. B2B demand

_____ is demand that ultimately comes from the demand for consumer goods.

1. Consumer demand

2. Marketing demand

3. Derived demand

4. B2B demand

Which of the following is not a characteristic of the business market?

1. Business markets are more geographically concentrated.

2. Many business markets have elastic demand.

3. Business markets have more fluctuating demand.

4. Business marketers have far fewer but larger customers.

Which of the following is not a characteristic of the business market?

1. Business markets are more geographically concentrated.

2. Many business markets have elastic demand.

3. Business markets have more fluctuating demand.

4. Business marketers have far fewer but larger customers.

In recent years, relationships between business customers and suppliers/vendors have grown more adversarial.

1. true

2. false

In recent years, relationships between business customers and suppliers/vendors have grown more adversarial.

1. true

2. false (In recent years, business customers and suppliers have begun working together more closely as “partners,” not adversaries.)

Systematic development of supplier-partners to ensure dependable supply of materials for use in making products is called _____.

1. vendor management

2. supplier development

3. B2B

4. supply curve

Systematic development of supplier-partners to ensure dependable supply of materials for use in making products is called _____.

1. vendor management

2. supplier development

3. B2B

4. supply curve

Which of the following is not one of the major types of buying situations faced by business buyers?

1. straight rebuy

2. new task buy

3. online rebuy

4. modified rebuy

Which of the following is not one of the major types of buying situations faced by business buyers?

1. straight rebuy

2. new task buy

3. online rebuy

4. modified rebuy

Which of the business buyer purchase decisions offers the greatest opportunities and the greatest challenges for marketers?

1. straight rebuy

2. new task buy

3. modified rebuy

4. both 2 and 3

Which of the business buyer purchase decisions offers the greatest opportunities and the greatest challenges for marketers?

1. straight rebuy

2. new task buy

3. modified rebuy

4. both 2 and 3

System selling is buying a packaged solution from a single seller.

1. true

2. false

System selling is buying a packaged solution from a single seller.

1. true

2. false

The _____ role in the purchase decision process is to control the flow of information to others.

1. buyer’s

2. gatekeeper’s

3. influencer’s

4. decider’s

The _____ role in the purchase decision process is to control the flow of information to others.

1. buyer’s

2. gatekeeper’s

3. influencer’s

4. decider’s

The buying center includes all members of the organization who play any of five roles except _____.

1. influencers

2. deciders

3. gatekeepers

4. sellers

The buying center includes all members of the organization who play any of five roles except _____.

1. influencers

2. deciders

3. gatekeepers

4. sellers

A business buying center is a fixed and formally identified unit within the buying organization.

1. true

2. false

A business buying center is a fixed and formally identified unit within the buying organization.

1. true

2. false (The buying center is not a fixed and formal unit in the business buying organization. It fluctuates as different people are needed to make different purchases.)

An approach to cost reduction in which components are studied to determine if they can be made by less costly methods is called _________.

1. value analysis

2. derived demand

3. deciders

4. inventory control

An approach to cost reduction in which components are studied to determine if they can be made by less costly methods is called _________.

1. value analysis

2. derived demand

3. deciders

4. inventory control

Once a business buyer determines a problem or need, the next step in the business buying process is to _____.

1. begin a supplier search

2. solicit suppliers’ proposals

3. determine a general need description

4. make a purchase

Once a business buyer determines a problem or need, the next step in the business buying process is to _____.

1. begin a supplier search

2. solicit suppliers’ proposals

3. determine a general need description

4. make a purchase

The 8-stage buyer decision model would most likely be used for a _____ buying decision.

1. straight rebuy

2. new task

3. online

4. modified rebuy

The 8-stage buyer decision model would most likely be used for a _____ buying decision.

1. straight rebuy

2. new task

3. online

4. modified rebuy

Online purchasing, often called e-procurement, has grown rapidly in the recent past.

1. true

2. false

Online purchasing, often called e-procurement, has grown rapidly in the recent past.

1. true

2. false

Noneconomic criteria play an increasing role in government buying in so much as governments are asked to favor depressed business firms, areas, and minority owners.

1. true

2. false

Noneconomic criteria play an increasing role in government buying in so much as governments are asked to favor depressed business firms, areas, and minority owners.

1. true

2. false

The _____ consists of schools, hospitals, nursing homes, and prisons that provide goods and services to people in their care.

1. government market

2. institutional market

3. non-profit market

4. for-profit market

The _____ consists of schools, hospitals, nursing homes, and prisons that provide goods and services to people in their care.

1. government market

2. institutional market

3. non-profit market

4. for-profit market

Unlike business markets, government markets are closely watched by outside publics.

1. true

2. false

Unlike business markets, government markets are closely watched by outside publics.

1. true

2. false

kotler / armstrong, chapter 6 business buyer behavior includes retailers and wholesalers who buy...

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