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

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Title: Slide 1 Author: Linda Alvarado Last modified by: College of Business Created Date: 2/24/2005 7:12:51 PM Document presentation format: On-screen Show – PowerPoint PPT presentation

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


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
  • One main difference between business markets and
    consumer markets is ___________.
  • market demand
  • nature of the buying unit
  • types of decisions
  • all of the above

4
  • One main difference between business markets and
    consumer markets is ___________.
  • market demand
  • nature of the buying unit
  • types of decisions
  • all of the above

5
  • Compared with consumer purchases, a business
    purchase usually involves more decision
    participants and a more professional purchasing
    effort.
  • true
  • false

6
  • Compared with consumer purchases, a business
    purchase usually involves more decision
    participants and a more professional purchasing
    effort.
  • true
  • false

7
  • _____ is demand that ultimately comes from the
    demand for consumer goods.
  • Consumer demand
  • Marketing demand
  • Derived demand
  • B2B demand

8
  • _____ is demand that ultimately comes from the
    demand for consumer goods.
  • Consumer demand
  • Marketing demand
  • Derived demand
  • B2B 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/vendors have grown more
    adversarial.
  • true
  • false

12
  • In recent years, relationships between business
    customers and suppliers/vendors have grown more
    adversarial.
  • true
  • false (In recent years, business customers and
    suppliers have begun working together more
    closely as partners, not adversaries.)

13
  • Systematic development of supplier-partners to
    ensure dependable supply of materials for use in
    making products is called _____.
  • vendor management
  • supplier development
  • B2B
  • supply curve

14
  • Systematic development of supplier-partners to
    ensure dependable supply of materials for use in
    making products is called _____.
  • vendor management
  • supplier development
  • B2B
  • supply curve

15
  • 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

16
  • 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

17
  • 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

18
  • 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

19
  • System selling is buying a packaged solution from
    a single seller.
  • true
  • false

20
  • System selling is buying a packaged solution from
    a single seller.
  • true
  • false

21
  • The _____ role in the purchase decision process
    is to control the flow of information to others.
  • buyers
  • gatekeepers
  • influencers
  • deciders

22
  • The _____ role in the purchase decision process
    is to control the flow of information to others.
  • buyers
  • gatekeepers
  • influencers
  • deciders

23
  • The buying center includes all members of the
    organization who play any of five roles except
    _____.
  • influencers
  • deciders
  • gatekeepers
  • sellers

24
  • The buying center includes all members of the
    organization who play any of five roles except
    _____.
  • influencers
  • deciders
  • gatekeepers
  • sellers

25
  • A business buying center is a fixed and formally
    identified unit within the buying organization.
  • true
  • false

26
  • 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.)

27
  • An approach to cost reduction in which components
    are studied to determine if they can be made by
    less costly methods is called _________.
  • value analysis
  • derived demand
  • deciders
  • inventory control

28
  • An approach to cost reduction in which components
    are studied to determine if they can be made by
    less costly methods is called _________.
  • value analysis
  • derived demand
  • deciders
  • inventory control

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

34
  • Online purchasing, often called e-procurement,
    has grown rapidly in the recent past.
  • true
  • false

35
  • 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.
  • true
  • false

36
  • 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.
  • true
  • false

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
  • for-profit 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
  • for-profit 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
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