MKT101 Chap 6

Business buying behavior refers to the buying behavior of organizations that buy all of the following EXCEPT ________.

• products for use in production of other products

• services for use in production of other services

• products purchased to resell to others

• products purchased to rent to others

• products purchased for personal consumption

Which of the following is NOT a way that business and consumer markets differ?

• market structure and demand

• nature of the buying unit

• satisfaction of needs through purchases

• types of decisions

• decision processes

Which of the following is true about business marketers in comparison to consumer marketers?

• They deal with far fewer but far larger buyers.

• They deal with far more but far small buyers.

• They deal with a more elastic market.

• They deal with fewer demands in fluctuation.

• They deal with the same decision buying process.

The demand for many business goods and services tends to change more, and more quickly, than the demand for consumer goods and services does. This is referred to as ________ demand.

• fluctuating

• inelastic

• derived

• elastic

• supplier

Although there are many differences between business buying behavior and consumer buying behavior, both respond to the same four stimuli: product, price, promotion, and ________.

• precision

• personal relationships

• place

• publicity

• packaging

Economic, technological, and political factors are all ________ that affect the business buying process.

• organizational factors

• environmental factors

• interpersonal influences

• individual influences

• marketing stimuli

In which type of buying situation would a supplier most likely focus on maintaining product and service quality?

• straight rebuy

• modified rebuy

• new task

• systems task

• solutions task

The decision-making unit of a buying organization is called the ________.

• business buyer

• buying center

• buying system

• business-to-business market

• supplier-development center

In routine buying situations, which members of the buying center have formal or informal power to select or approve the final suppliers?

• users

• influencers

• gatekeepers

• deciders

• buyers

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

• user

• influencer

• buyer

• gatekeeper

• decider