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

1

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

2

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

3

• Business markets are _____ than consumer markets.
• considerably larger
• slightly larger
• slightly smaller
• no different

4

• Business markets are _____ than consumer markets.
• considerably larger
• slightly larger
• slightly smaller
• no different

5

• The main differences between the business to
  business (B2B) market and the business to
  consumer (B2C) market include all of the
  following except _____.
• the differences in market structure and demand
• that people assume buying roles
• the nature of the buying unit
• the types of decisions and the decision process
  involved

6

• The main differences between the business to
  business (B2B) market and the business to
  consumer (B2C) market include all of the
  following except _____.
• the differences in market structure and demand
• that people assume buying roles
• the nature of the buying unit
• the types of decisions and the decision process
  involved

7

• _____ is demand that ultimately comes from the
  demand for consumer goods.
• Consumer demand
• Marketing demand
• Derived demand
• End-user demand

8

• _____ is demand that ultimately comes from the
  demand for consumer goods.
• Consumer demand
• Marketing demand
• Derived demand
• End-user demand

9

• Which of the following is not a characteristic of
  the business market?
• Business markets are more geographically
  concentrated.
• Many business markets have elastic demand.
• Business markets have more fluctuating demand.
• Business marketers have far fewer but larger
  customers.

10

• Which of the following is not a characteristic of
  the business market?
• Business markets are more geographically
  concentrated.
• Many business markets have elastic demand.
• Business markets have more fluctuating demand.
• Business marketers have far fewer but larger
  customers.

11

• In recent years, relationships between business
  customers and suppliers have grown more
  adversarial.
• True
• False

12

• In recent years, relationships between business
  customers and suppliers have grown more
  adversarial.
• True
• False (In recent years, business customers and
  suppliers have begun working together more
  closely as partners, not adversaries.)

13

• Which of the following is not one of the major
  types of buying situations faced by business
  buyers?
• straight rebuy
• new task buy
• online rebuy
• modified rebuy

14

• Which of the following is not one of the major
  types of buying situations faced by business
  buyers?
• straight rebuy
• new task buy
• online rebuy
• modified rebuy

15

• Which of the business buyer purchase decisions
  offers the greatest opportunities and the
  greatest challenges for marketers?
• straight rebuy
• new task buy
• modified rebuy
• Both 2 and 3

16

• Which of the business buyer purchase decisions
  offers the greatest opportunities and the
  greatest challenges for marketers?
• straight rebuy
• new task buy
• modified rebuy
• Both 2 and 3

17

• The decision-making unit of a buying organization
  is called its _____.
• buying center
• purchasing department
• head office
• marketing department

18

• The decision-making unit of a buying organization
  is called its _____.
• buying center
• purchasing department
• head office
• marketing department

19

• The _____ role in the purchase decision process
  is to control the flow of information to others.
• buyers
• gatekeepers
• influencers
• deciders

20

• The _____ role in the purchase decision process
  is to control the flow of information to others.
• buyers
• gatekeepers
• influencers
• deciders

21

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

22

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

23

• When competing products vary greatly, business
  buyers pay more attention to _____ factors.
• economic
• personal
• organizational
• interpersonal

24

• When competing products vary greatly, business
  buyers pay more attention to _____ factors.
• economic
• personal
• organizational
• interpersonal

25

• Shortages in key materials is an important _____
  factor.
• organizational
• individual
• environmental
• interpersonal

26

• Shortages in key materials is an important _____
  factor.
• organizational
• individual
• environmental
• interpersonal

27

• Individual factors are affected by all of the
  following except _____.
• buyers attitude toward risk
• buyers income
• buyers buying style
• all of the above affect individual factors

28

• Individual factors are affected by all of the
  following except _____.
• buyers attitude toward risk
• buyers income
• buyers buying style
• all of the above affect individual factors

29

• Once a business buyer determines a problem or
  need, the next step in the business buying
  process is to _____.
• begin a supplier search
• solicit suppliers proposals
• determine a general need description
• make a purchase

30

• Once a business buyer determines a problem or
  need, the next step in the business buying
  process is to _____.
• begin a supplier search
• solicit suppliers proposals
• determine a general need description
• make a purchase

31

• The 8-stage buyer decision model would most
  likely be used for a _____ buying decision.
• straight rebuy
• new task
• online
• modified rebuy

32

• The 8-stage buyer decision model would most
  likely be used for a _____ buying decision.
• straight rebuy
• new task
• online
• modified rebuy

33

• E-procurement is being used by _____ of business
  buyers today.
• 33
• 50
• 75
• 90

34

• E-procurement is being used by _____ of business
  buyers today.
• 33
• 50
• 75
• 90

35

• Which of the following is not one of the benefits
  of business to business e-procurement?
• reduced transaction costs for suppliers
• reduced transaction time between order and
  delivery
• enhanced relationships between decades-old
  suppliers and customers
• increased time for purchasers to focus on
  strategic issues

36

• Which of the following is not one of the benefits
  of business to business e-procurement?
• reduced transaction costs for suppliers
• reduced transaction time between order and
  delivery
• enhanced relationships between decades-old
  suppliers and customers
• increased time for purchasers to focus on
  strategic issues

37

• The _____ consists of schools, hospitals, nursing
  homes and prisons that provide goods and services
  to people in their care.
• government market
• institutional market
• non-profit market
• organizational market

38

• The _____ consists of schools, hospitals, nursing
  homes and prisons that provide goods and services
  to people in their care.
• government market
• institutional market
• non-profit market
• organizational market

39

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

40

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