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

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

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

4. Kotler / Armstrong, Chapter 6
One main difference between business markets and consumer markets is ___________.
market demand
nature of the buying unit
types of decisions
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.
true
false

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

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

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

9. Kotler / Armstrong, Chapter 6
Which of the following is not a characteristic of the business market?
Business markets are more geographically concentrated.
Many business markets have elastic demand.
Business markets have more fluctuating demand.
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?
Business markets are more geographically concentrated.
Many business markets have elastic demand.
Business markets have more fluctuating demand.
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.
true
false

12. Kotler / Armstrong, Chapter 6
In recent years, relationships between business customers and suppliers/vendors have grown more adversarial.
true
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 _____.
vendor management
supplier development
B2B
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 _____.
vendor management
supplier development
B2B
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?
straight rebuy
new task buy
online rebuy
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?
straight rebuy
new task buy
online rebuy
modified rebuy

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

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

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

21. Kotler / Armstrong, Chapter 6
The _____ role in the purchase decision process is to control the flow of information to others.
buyer’s
gatekeeper’s
influencer’s
decider’s

22. Kotler / Armstrong, Chapter 6
The _____ role in the purchase decision process is to control the flow of information to others.
buyer’s
gatekeeper’s
influencer’s
decider’s

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

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

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

26. Kotler / Armstrong, Chapter 6
A business buying center is a fixed and formally identified unit within the buying organization.
true
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 _________.
value analysis
derived demand
deciders
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 _________.
value analysis
derived demand
deciders
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 _____.
begin a supplier search
solicit suppliers’ proposals
determine a general need description
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 _____.
begin a supplier search
solicit suppliers’ proposals
determine a general need description
make a purchase

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

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

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

34. Kotler / Armstrong, Chapter 6
Online purchasing, often called e-procurement, has grown rapidly in the recent past.
true
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.
true
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.
true
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.
government market
institutional market
non-profit market
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.
government market
institutional market
non-profit market
for-profit market

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

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