Kotler / Armstrong 11e, Chapter 6 Business buyer behavior includes retailers and wholesalers who buy...

transcript

Kotler / Armstrong 11e, 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

Business markets are _____ than consumer markets.

1. considerably larger

2. slightly larger

3. slightly smaller

4. no different

Business markets are _____ than consumer markets.

1. considerably larger

2. slightly larger

3. slightly smaller

4. no different

The main differences between the business to business (B2B) market and the business to consumer (B2C) market include all of the following except _____.

1. the differences in market structure and demand

2. that people assume buying roles

3. the nature of the buying unit

4. the types of decisions and the decision process involved

The main differences between the business to business (B2B) market and the business to consumer (B2C) market include all of the following except _____.

1. the differences in market structure and demand

2. that people assume buying roles

3. the nature of the buying unit

4. the types of decisions and the decision process involved

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

1. Consumer demand

2. Marketing demand

3. Derived demand

4. End-user demand

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

1. Consumer demand

2. Marketing demand

3. Derived demand

4. End-user 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 have grown more adversarial.

1. True

2. False

In recent years, relationships between business customers and suppliers 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.)

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

The decision-making unit of a buying organization is called its _____.

1. buying center

2. purchasing department

3. head office

4. marketing department

The decision-making unit of a buying organization is called its _____.

1. buying center

2. purchasing department

3. head office

4. marketing department

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

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.)

When competing products vary greatly, business buyers pay more attention to _____ factors.

1. economic

2. personal

3. organizational

4. interpersonal

When competing products vary greatly, business buyers pay more attention to _____ factors.

1. economic

2. personal

3. organizational

4. interpersonal

Shortages in key materials is an important _____ factor.

1. organizational

2. individual

3. environmental

4. interpersonal

Shortages in key materials is an important _____ factor.

1. organizational

2. individual

3. environmental

4. interpersonal

Individual factors are affected by all of the following except _____.

1. buyer’s attitude toward risk

2. buyer’s income

3. buyer’s buying style

4. all of the above affect individual factors

Individual factors are affected by all of the following except _____.

1. buyer’s attitude toward risk

2. buyer’s income

3. buyer’s buying style

4. all of the above affect individual factors

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

E-procurement is being used by _____ of business buyers today.

1. 33%

2. 50%

3. 75%

4. 90%

E-procurement is being used by _____ of business buyers today.

1. 33%

2. 50%

3. 75%

4. 90%

Which of the following is not one of the benefits of business to business e-procurement?1. reduced transaction costs for suppliers2. reduced transaction time between order

and delivery3. enhanced relationships between decades-

old suppliers and customers4. increased time for purchasers to focus on

strategic issues

Which of the following is not one of the benefits of business to business e-procurement?1. reduced transaction costs for suppliers2. reduced transaction time between order

and delivery3. enhanced relationships between decades-

old suppliers and customers4. increased time for purchasers to focus on

strategic issues

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. organizational 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. organizational 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 11e, Chapter 6 Business buyer behavior includes retailers and wholesalers who buy...

Documents