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Kotler / Armstrong, Chapter 6 Business buyer behavior includes retailers and wholesalers who buy things with the purpose of making a profit. 1.true 2.false.

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Presentation on theme: "Kotler / Armstrong, Chapter 6 Business buyer behavior includes retailers and wholesalers who buy things with the purpose of making a profit. 1.true 2.false."— Presentation transcript:

1 Kotler / Armstrong, Chapter 6 Business buyer behavior includes retailers and wholesalers who buy things with the purpose of making a profit. 1.true 2.false

2 Kotler / Armstrong, Chapter 6 Business buyer behavior includes retailers and wholesalers who buy things with the purpose of making a profit. 1.true 2.false

3 Kotler / Armstrong, Chapter 6 One main difference between business markets and consumer markets is ___________. 1.market demand 2.nature of the buying unit 3.types of decisions 4.all of the above

4 Kotler / Armstrong, Chapter 6 One main difference between business markets and consumer markets is ___________. 1.market demand 2.nature of the buying unit 3.types of decisions 4.all of the above

5 Kotler / Armstrong, Chapter 6 Compared with consumer purchases, a business purchase usually involves more decision participants and a more professional purchasing effort. 1.true 2.false

6 Kotler / Armstrong, Chapter 6 Compared with consumer purchases, a business purchase usually involves more decision participants and a more professional purchasing effort. 1.true 2.false

7 Kotler / Armstrong, Chapter 6 _____ is demand that ultimately comes from the demand for consumer goods. 1.Consumer demand 2.Marketing demand 3.Derived demand 4.B2B demand

8 Kotler / Armstrong, Chapter 6 _____ is demand that ultimately comes from the demand for consumer goods. 1.Consumer demand 2.Marketing demand 3.Derived demand 4.B2B demand

9 Kotler / Armstrong, Chapter 6 Which of the following is not a characteristic of the business market? 1.Business markets are more geographically concentrated. 2.Many business markets have elastic demand. 3.Business markets have more fluctuating demand. 4.Business marketers have far fewer but larger customers.

10 Kotler / Armstrong, Chapter 6 Which of the following is not a characteristic of the business market? 1.Business markets are more geographically concentrated. 2.Many business markets have elastic demand. 3.Business markets have more fluctuating demand. 4.Business marketers have far fewer but larger customers.

11 Kotler / Armstrong, Chapter 6 In recent years, relationships between business customers and suppliers/vendors have grown more adversarial. 1.true 2.false

12 Kotler / Armstrong, Chapter 6 In recent years, relationships between business customers and suppliers/vendors have grown more adversarial. 1.true 2.false (In recent years, business customers and suppliers have begun working together more closely as partners, not adversaries.)

13 Kotler / Armstrong, Chapter 6 Systematic development of supplier-partners to ensure dependable supply of materials for use in making products is called _____. 1.vendor management 2.supplier development 3.B2B 4.supply curve

14 Kotler / Armstrong, Chapter 6 Systematic development of supplier-partners to ensure dependable supply of materials for use in making products is called _____. 1.vendor management 2.supplier development 3.B2B 4.supply curve

15 Kotler / Armstrong, Chapter 6 Which of the following is not one of the major types of buying situations faced by business buyers? 1.straight rebuy 2.new task buy 3.online rebuy 4.modified rebuy

16 Kotler / Armstrong, Chapter 6 Which of the following is not one of the major types of buying situations faced by business buyers? 1.straight rebuy 2.new task buy 3.online rebuy 4.modified rebuy

17 Kotler / Armstrong, Chapter 6 Which of the business buyer purchase decisions offers the greatest opportunities and the greatest challenges for marketers? 1.straight rebuy 2.new task buy 3.modified rebuy 4.both 2 and 3

18 Kotler / Armstrong, Chapter 6 Which of the business buyer purchase decisions offers the greatest opportunities and the greatest challenges for marketers? 1.straight rebuy 2.new task buy 3.modified rebuy 4.both 2 and 3

19 Kotler / Armstrong, Chapter 6 System selling is buying a packaged solution from a single seller. 1.true 2.false

20 Kotler / Armstrong, Chapter 6 System selling is buying a packaged solution from a single seller. 1.true 2.false

21 Kotler / Armstrong, Chapter 6 The _____ role in the purchase decision process is to control the flow of information to others. 1.buyers 2.gatekeepers 3.influencers 4.deciders

22 Kotler / Armstrong, Chapter 6 The _____ role in the purchase decision process is to control the flow of information to others. 1.buyers 2.gatekeepers 3.influencers 4.deciders

23 Kotler / Armstrong, Chapter 6 The buying center includes all members of the organization who play any of five roles except _____. 1.influencers 2.deciders 3.gatekeepers 4.sellers

24 Kotler / Armstrong, Chapter 6 The buying center includes all members of the organization who play any of five roles except _____. 1.influencers 2.deciders 3.gatekeepers 4.sellers

25 Kotler / Armstrong, Chapter 6 A business buying center is a fixed and formally identified unit within the buying organization. 1.true 2.false

26 Kotler / Armstrong, Chapter 6 A business buying center is a fixed and formally identified unit within the buying organization. 1.true 2.false (The buying center is not a fixed and formal unit in the business buying organization. It fluctuates as different people are needed to make different purchases.)

27 Kotler / Armstrong, Chapter 6 An approach to cost reduction in which components are studied to determine if they can be made by less costly methods is called _________. 1.value analysis 2.derived demand 3.deciders 4.inventory control

28 Kotler / Armstrong, Chapter 6 An approach to cost reduction in which components are studied to determine if they can be made by less costly methods is called _________. 1.value analysis 2.derived demand 3.deciders 4.inventory control

29 Kotler / Armstrong, Chapter 6 Once a business buyer determines a problem or need, the next step in the business buying process is to _____. 1.begin a supplier search 2.solicit suppliers proposals 3.determine a general need description 4.make a purchase

30 Kotler / Armstrong, Chapter 6 Once a business buyer determines a problem or need, the next step in the business buying process is to _____. 1.begin a supplier search 2.solicit suppliers proposals 3.determine a general need description 4.make a purchase

31 Kotler / Armstrong, Chapter 6 The 8-stage buyer decision model would most likely be used for a _____ buying decision. 1.straight rebuy 2.new task 3.online 4.modified rebuy

32 Kotler / Armstrong, Chapter 6 The 8-stage buyer decision model would most likely be used for a _____ buying decision. 1.straight rebuy 2.new task 3.online 4.modified rebuy

33 Kotler / Armstrong, Chapter 6 Online purchasing, often called e-procurement, has grown rapidly in the recent past. 1.true 2.false

34 Kotler / Armstrong, Chapter 6 Online purchasing, often called e-procurement, has grown rapidly in the recent past. 1.true 2.false

35 Kotler / Armstrong, Chapter 6 Noneconomic criteria play an increasing role in government buying in so much as governments are asked to favor depressed business firms, areas, and minority owners. 1.true 2.false

36 Kotler / Armstrong, Chapter 6 Noneconomic criteria play an increasing role in government buying in so much as governments are asked to favor depressed business firms, areas, and minority owners. 1.true 2.false

37 Kotler / Armstrong, Chapter 6 The _____ consists of schools, hospitals, nursing homes, and prisons that provide goods and services to people in their care. 1.government market 2.institutional market 3.non-profit market 4.for-profit market

38 Kotler / Armstrong, Chapter 6 The _____ consists of schools, hospitals, nursing homes, and prisons that provide goods and services to people in their care. 1.government market 2.institutional market 3.non-profit market 4.for-profit market

39 Kotler / Armstrong, Chapter 6 Unlike business markets, government markets are closely watched by outside publics. 1.true 2.false

40 Kotler / Armstrong, Chapter 6 Unlike business markets, government markets are closely watched by outside publics. 1.true 2.false


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