B2B_Business Markets

Business buyer behavior refers to the ________.

• buying behavior of consumers who buy goods and services 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

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

• Kruger Group company 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.

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

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

In which of the following would the buyer reorder a product without any modifications?

• reverse auction

• solution selling

• new task

• straight rebuy

A(n) ________ controls the flow of information to others in the buying center.

• user

• influencer

• buyer

• gatekeeper