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

• CONSUMER MARKET

• BUSINESS BUYER BEHAVIOR

• CONSUMER BUYER BEHAVIOR

• BUSINESS MARKET

WHICH OF THE FOLLOWING IS NOT A MARKET STRUCTURE OR DEMAND DIFFERENCE OF A BUSINESS MARKET

• PRICE

• GEOGRAPHIC CONCENTRATION

• DERIVED DEMAND

• FEWER AND LARGER BUYER

A PURCHASE DECISION THAT REQUIRES SOME RESEARCH WHERE THE BUYER WANTS TO CHANGE THE PRODUCT SPECIFICATION PRICE, TERMS OR SUPPLIERS.

• NEW TASK

• SUPPLIER DEVELOPMENT

• STRAIGHT REBUY

• MODIFIED REBUY

SYSTEMATIC DEVELOPMENT OF SUPPLIER-PARTNERS TO ENSURE APPROPRIATE AND DEPENDABLE SUPPLY OF PRODUCTS

• SUPPLIER DEVELOPMENT

• STRAIGHT REBUY

• MODIFIED REBUY

• NEW TASK

INVOLVES PURCHASE OF PACKAGED SOLUTION FROM A SINGLE SELLER

• MODIFIED REBUY

• STRAIGHT REBUY

• NEW TASK

• SYSTEM SELLING

PARTICIPANTS IN THE BUSINESS BUYING PROCESS WHOHELP DEFINE SPECIFICATIONS AND HELP DEFINE ALTERNATIVES

• DECIDERS

• BUYERS

• INFLUENCER

• GATEKEEPER

PARTICIPANT IN THE BUSINESS BUYING PROCESS WHO HAVE FORMAL AUTHORITY TO SELECT SUPPLIER AND ARRANGE TERMS OF PURCHASE

• INFLUENCERS

• BUYERS

• DECIDERS

• GATEKEEPERS

PARTICIPANTS IN THE BUYING DECISION PROCESS WHO CONTROLS THE FLOW OF INFORMATION

• DECIDERS

• USERS

• BUYERS

• GATEKEEPERS

WHICH OF THE FOLLOWING IS NOT CONSIDER AN ORGANIZATIONAL FACTOR WHICH CAN AFFECT THE DECISION PROCESS

• POLICIES

• SECRETARY

• STRUCTURE

• SYSTEM

BUYING PROCESS WHICH IS SIMILAR TO THE CONSUMER MARKET

• PRODUCT SPECIFICATION

• VALUE ANALYSIS

• NEED RECOGNITION

• ORDER ROUTINE SPECIFICATION