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Kotler / Armstrong 11e, Chapter 6 Business buyer behavior includes retailers and wholesalers who buy things with the purpose of making a profit. 1.True.

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Presentation on theme: "Kotler / Armstrong 11e, Chapter 6 Business buyer behavior includes retailers and wholesalers who buy things with the purpose of making a profit. 1.True."— Presentation transcript:

1 Kotler / Armstrong 11e, 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 11e, 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 11e, Chapter 6 Business markets are _____ than consumer markets. 1.considerably larger 2.slightly larger 3.slightly smaller 4.no different

4 Kotler / Armstrong 11e, Chapter 6 Business markets are _____ than consumer markets. 1.considerably larger 2.slightly larger 3.slightly smaller 4.no different

5 Kotler / Armstrong 11e, Chapter 6 The main differences between the business to business (B2B) market and the business to consumer (B2C) market include all of the following except _____. 1.the differences in market structure and demand 2.that people assume buying roles 3.the nature of the buying unit 4.the types of decisions and the decision process involved

6 Kotler / Armstrong 11e, Chapter 6 The main differences between the business to business (B2B) market and the business to consumer (B2C) market include all of the following except _____. 1.the differences in market structure and demand 2.that people assume buying roles 3.the nature of the buying unit 4.the types of decisions and the decision process involved

7 Kotler / Armstrong 11e, Chapter 6 _____ is demand that ultimately comes from the demand for consumer goods. 1.Consumer demand 2.Marketing demand 3.Derived demand 4.End-user demand

8 Kotler / Armstrong 11e, Chapter 6 _____ is demand that ultimately comes from the demand for consumer goods. 1.Consumer demand 2.Marketing demand 3.Derived demand 4.End-user demand

9 Kotler / Armstrong 11e, 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 11e, 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 11e, Chapter 6 In recent years, relationships between business customers and suppliers have grown more adversarial. 1.True 2.False

12 Kotler / Armstrong 11e, Chapter 6 In recent years, relationships between business customers and suppliers 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 11e, 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

14 Kotler / Armstrong 11e, 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

15 Kotler / Armstrong 11e, 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

16 Kotler / Armstrong 11e, 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

17 Kotler / Armstrong 11e, Chapter 6 The decision-making unit of a buying organization is called its _____. 1.buying center 2.purchasing department 3.head office 4.marketing department

18 Kotler / Armstrong 11e, Chapter 6 The decision-making unit of a buying organization is called its _____. 1.buying center 2.purchasing department 3.head office 4.marketing department

19 Kotler / Armstrong 11e, Chapter 6 The _____ role in the purchase decision process is to control the flow of information to others. 1.buyer’s 2.gatekeeper’s 3.influencer’s 4.decider’s

20 Kotler / Armstrong 11e, Chapter 6 The _____ role in the purchase decision process is to control the flow of information to others. 1.buyer’s 2.gatekeeper’s 3.influencer’s 4.decider’s

21 Kotler / Armstrong 11e, Chapter 6 A business buying center is a fixed and formally identified unit within the buying organization. 1.True 2.False

22 Kotler / Armstrong 11e, 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.)

23 Kotler / Armstrong 11e, Chapter 6 When competing products vary greatly, business buyers pay more attention to _____ factors. 1.economic 2.personal 3.organizational 4.interpersonal

24 Kotler / Armstrong 11e, Chapter 6 When competing products vary greatly, business buyers pay more attention to _____ factors. 1.economic 2.personal 3.organizational 4.interpersonal

25 Kotler / Armstrong 11e, Chapter 6 Shortages in key materials is an important _____ factor. 1.organizational 2.individual 3.environmental 4.interpersonal

26 Kotler / Armstrong 11e, Chapter 6 Shortages in key materials is an important _____ factor. 1.organizational 2.individual 3.environmental 4.interpersonal

27 Kotler / Armstrong 11e, Chapter 6 Individual factors are affected by all of the following except _____. 1.buyer’s attitude toward risk 2.buyer’s income 3.buyer’s buying style 4.all of the above affect individual factors

28 Kotler / Armstrong 11e, Chapter 6 Individual factors are affected by all of the following except _____. 1.buyer’s attitude toward risk 2.buyer’s income 3.buyer’s buying style 4.all of the above affect individual factors

29 Kotler / Armstrong 11e, 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 11e, 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 11e, 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 11e, 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 11e, Chapter 6 E-procurement is being used by _____ of business buyers today. 1.33% 2.50% 3.75% 4.90%

34 Kotler / Armstrong 11e, Chapter 6 E-procurement is being used by _____ of business buyers today. 1.33% 2.50% 3.75% 4.90%

35 Kotler / Armstrong 11e, Chapter 6 Which of the following is not one of the benefits of business to business e-procurement? 1.reduced transaction costs for suppliers 2.reduced transaction time between order and delivery 3.enhanced relationships between decades- old suppliers and customers 4.increased time for purchasers to focus on strategic issues

36 Kotler / Armstrong 11e, Chapter 6 Which of the following is not one of the benefits of business to business e-procurement? 1.reduced transaction costs for suppliers 2.reduced transaction time between order and delivery 3.enhanced relationships between decades- old suppliers and customers 4.increased time for purchasers to focus on strategic issues

37 Kotler / Armstrong 11e, 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.organizational market

38 Kotler / Armstrong 11e, 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.organizational market

39 Kotler / Armstrong 11e, Chapter 6 Unlike business markets, government markets are closely watched by outside publics. 1.True 2.False

40 Kotler / Armstrong 11e, Chapter 6 Unlike business markets, government markets are closely watched by outside publics. 1.True 2.False

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