Mktg Unit 2: Consumer & Business Buying Behavior

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 __________.

• situational analysis

• business buying process

• business diversificaiton

• business process automation

• lateral expansion

Business buyer behavior refers to the ___________.

• buying behavior of consumers who buy goods and sevices for personal consumption

• 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

• buying behavior of consumers who rely on small retailers for the regular supply of provisions

• decision process by which business buyers determine which products and services their organizations need to purchase

• strong affinity of businesses for value-for-money deals

Business markets are similar to consumer markets in that ______________.

• the nature of buying unit is the same for both

• the decisions processes involved in both the markets are same

• both involve people who assume buying roles and make purchase decisions to satisfy needs

• both share the same market structure

• the types of decisions are fairly consistent in both the markets

The business marketer normally deals with _________ than the consumer marketer does.

• far fewer but far larger buyers

• far more but far smaller buyers

• negligible customer complaints

• far less fluctuations in demands

• far more elastic demand

Business demand that ultimately comes from the demand for consumer goods is known as __________ demand.

• derived

• negative

• primary

• latent

• elastic

Demand for outboard motors depends on consumers purchasing fishing boats. This is an example of ________ demand.

• primary

• composite

• derived

• latent

• negative

Which of the following is true about business purchases?

• Business purchases involve more professional purchasing effort than consumer purchases.

• Business purchases involve less participants in decision making compared to consumer purchases.

• Purchasing agents are absent in business purchases.

• Business purchases involve less technical and economic considerations compared to consumer purchases.

• Business purchases are usually quicker and more informal than are consumer purchases.

____________ involves systematically developing networks of supplier-partners to ensure a dependable supply of products and material for use in making products or reselling them to others.

• Supplier development

• Backsourcing

• Supplier quality assurance

• Corporate recovery

• Executive development

The owners of a manufacturing firm in Ohio have developed a core network of suppliers to ensure and uninterrupted supply of products. This is an example of __________.

• capability management

• a supply bottleneck

• asset management

• backsourcing

• supplier development

A marketer wanting to determine business buyer behavior is most likely to ask which of the following questions?

• Are buyers sensitive toward prices changes in consumer markets?

• What are the major influences on buyers?

• Are niche markets more profitable than mass markets?

• How do interpersonal factors affect organizational performance?

• Is the role of gatekeepers relevant in the international business environment.