Introduction to Marketing Chap 6

________ refers to the buying behaviour of organizations that buy goods and services for use in the production of other products and services that are sold, rented, or supplied to others.

• Business buyer behaviour

• Customer behaviour

• Business behaviour

• Business department behaviour

• Business buying process

________ refers to 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.

• Business buyer behaviour

• Customer behaviour

• Business behaviour

• Business department behaviour

• Business buying process

Business markets differ from consumer markets in ________

• Option A: market structure and demand

• Option B: the nature of the buying unit

• Option C: the types of decisions and the decision process

• Option D:product preferences

• Options A, B and C

Business markets differ than consumer markets in _____ which means that business markets have fewer but larger buyers, the demand is derived from consumer demand, business demand is more inelastic – unaffected by price change and business demand fluctuates more quickly.

• market structure and demand

• the nature of the buying unit

• the types of decisions and the decision process

• product preferences

• employee preferences

Business markets differ than consumer markets in _____ which means that business purchases have more buyers and business buying involves a more professional effort.

• market structure and demand

• the nature of the buying unit

• the types of decisions and the decision process

• product preferences

• employee preferences

Business markets differ than consumer markets in _____ which means that business buyers face more complex buying decisions, the business buying process is more formalized as they require things such as written purchase orders and business buyers work more with suppliers and build close long term relationships.

• market structure and demand

• the nature of the buying unit

• the types of decisions and the decision process

• product preferences

• employee preferences

Customer companies are now practicing _____ which involves, systematically developing networks of supplier partners to ensure an appropriate and dependable supply of products and materials that they will use in making their own products or resell to others.

• partner management

• supplier development

• partner development

• customer relationship management

• None of the above

The ____ model consists of the environment, the buying organization and the buyer responses.

• business buyer behaviour

• organization decision

• consumer buyer behaviour

• business buyer system

• None of the above

Businesses are influenced by the ____ which consists of marketing stimuli such as product, place, price and promotion and other stimuli such as economic, technological, political, cultural and competitive stimuli.

• environment

• buying organization

• buyer responses

• business buyer behaviour model

• None of the above

Within any organization, buying activities consist of the ____

• buying center only

• buying decision process only

• contracts

• invoices

• buying center and decision process