Chapter 6: Business Markets & 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
• both involve people who assume buying roles and make purchase decisions to satisfy needs
• both share the same market structure
• the decision processes involved in both the markets are same

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
• negligible customer complaints
• far more but far smaller buyers
• 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?

• Purchasing agents are absent in business purchases.
• Business purchases involve more professional purchasing effort than consumer purchases.
• Business purchases involve less technical and economic considerations compared to consumer purchases.
• Business purchases involve fewer participants in decision making 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
• more complex buying decisions
• informal buying processes

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