ch6 Business Markets and Business Buyer Behavior

Business buyers usually face more complex buying decisions than do consumer buyers

• TRUE

• FALSE

Which of the following is NOT part of the business market?

• Kruger Group sells interior security systems to resorts.

• A country club buys safety equipment for its swimming pool.

• Maria Theresa shops for her family's groceries at the local Whole Foods store.

• A firm buys laptops from Dell for company salespeople to use when traveling.

Business markets are similar to consumer markets in that ________.

• the nature of the buying unit is the same for both

• the decision 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

Differences between business markets and consumer markets include all of the following EXCEPT ________.

• nature of the buying unit

• market structure and demand

• number of buyers

• people who make purchase decisions to satisfy needs

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

In business markets with inelastic demand ________.

• the total demand for products is not much affected by short-term price changes

• buyers are highly sensitive to price changes

• derived demand is absent

• a business purchase usually involves fewer decision participants

Which of the following is true about business purchases?

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

• Business purchases involve fewer 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.

Since business marketers have fewer buyers than consumer marketers, business buyers often face ________ than do consumer buyers.

• less complex buying decisions

• shorter buying processes

• informal buying processes

• more complex buying decisions

Business buyer behavior refers to the buying behavior of the organizations that buy goods and services for final consumption

• TRUE

• FALSE

Apple purchase mobile DRAM used for multi-tasking from Samsung because consumers buy iphons.

• Derived demand

• Inelastic demand

• Fluctuating demand