WorksheetsChap 6 Business Markets and Business Buyer Behavior
Total questions: 10
Worksheet time: 5mins
The decision process by which business buyers determine which products and services their organizations need to purchase and then find, evaluate, and choose among alternative suppliers and brands is known as _____.
situational analysis
business buying process
business diversification
business process automation
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
the types of decisions are fairly consistent in both the markets
The business marketer normally deals with _____ than the consumer marketer does.
far fewer but far larger buyers
far more but far smaller buyers
far less fluctuations in demands
far more elastic demand
In business markets with inelastic demand _____.
buyers are highly sensitive to price changes
a business purchase usually involves fewer decision participants
a business purchase usually does not involve a professional purchasing effort
the total demand for products is not much affected by short-term price changes
In a _____ situation, the "in" suppliers may become nervous and feel pressured to put their best foot forward to protect an account and the "out" suppliers may see the present situation as an opportunity to make a better offer and gain new business.
straight rebuy
new task
modified rebuy
solutions selling
In a straight rebuy, _____.
the "in" suppliers feel pressured to protect an account
the "in" suppliers try to maintain product and service quality to keep the business
a company buys a product or a service for the first time
buyers are keen on revising product specifications
Peter Adams, an entrepreneur, decided to start a new technology venture. As he needed servers and computers for his company, he decided to order these from a local vendor who was offering attractive discounts. In this instance, Peter _____.
faces a new task situation
faces a modified rebuy situation
is most likely to benefit the most from reverse auction
faces the need for product differentiation
Which of the following is an environmental factor that influences business buyers?
organizational procedures
organizational objectives
supply of key materials
group dynamics
Which of the following is an organizational factor that influences business buyers?
technology
company procedures
employee attitudes
group dynamics
