Information
AI Chat

Chapter 6

Course

Marketing

57 Documents

Students shared 57 documents in this course

University

King Abdulaziz University

Academic year: 2020/2021

Uploaded by:

Anonymous Student

This document has been uploaded by a student, just like you, who decided to remain anonymous.

King Abdulaziz University

Comments

Please sign in or register to post comments.

Preview text

Principles of Marketing, 16th Global Edition ( (Kotler) Chapter 6 Business Markets and Business Buyer Behavior 1) The decision process 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 A) situational analysis B) business buying process C) business diversification D) business process automation E) lateral expansion Answer: B Skill: Concept Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Easy 2) Business buyer behavior refers to the A) buying behavior of consumers who buy goods and services for personal consumption B) buying behavior of the organizations that buy goods and services for use in the production of other products and services that are sold, rented, or supplied to others C) buying behavior of consumers who rely on small retailers for the regular supply of provisions D) decision process which business buyers determine which products and services their organizations need to purchase E) strong affinity of businesses for deals Answer: B Skill: Concept Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Easy 3) Which of the following is NOT part of the business market? A) Kruger Group sells interior security systems to resorts. B) A country club buys safety equipment for its swimming pool. C) Sue shops for her groceries at the local Whole Foods store. D) A firm buys laptops from Dell for company salespeople to use when traveling. E) Airmark sells a vinyl printing press to a manufacturer of plastic storage containers. Answer: C AACSB: Analytical thinking Skill: Application Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Moderate 1 Copyright 2016 Pearson Education, Inc. 4) Business markets are similar to consumer markets in that A) the nature of the buying unit is the same for both B) the decision processes involved in both the markets are same C) both involve people who assume buying roles and make purchase decisions to satisfy needs D) both share the same market structure E) the types of decisions are fairly consistent in both the markets Answer: C AACSB: Analytical thinking Skill: Concept Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Easy 5) The business marketer normally deals with than the consumer marketer does. A) far fewer but far larger buyers B) far more but far smaller buyers C) negligible customer complaints D) far less fluctuations in demands E) far more elastic demand Answer: A Skill: Concept Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Moderate 6) The Pure Drug Company produces insulin, a product with a very stable demand. Even though the price changed several times in the past two years, the demand for Pure insulin remained relatively unaffected. In this instance, the demand for insulin is representative of demand. A) latent B) negative C) inelastic D) derived E) composite Answer: C AACSB: Analytical thinking Skill: Application Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Moderate 2 Copyright 2016 Pearson Education, Inc. 10) Green Bees, a popular American band, will perform in Berlin during Christmas. There is a high demand for concert tickets among fans worldwide who are looking forward to the performance. In this instance, the high demand for tickets for the Green Bees concert is representative of demand. A) primary B) negative C) derived D) elastic E) business Answer: C AACSB: Analytical thinking Skill: Application Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Easy 11) Demand for outboard motors depends on consumers purchasing fishing boats. This is an example of demand. A) primary B) composite C) derived D) elastic E) negative Answer: C AACSB: Analytical thinking Skill: Application Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Moderate 12) a handbag manufacturer in Lower Manhattan, procures a large stock of leather in anticipation of brisk sales of handbags during December. This is an example of a(n) demand. A) composite B) derived C) primary D) latent E) inelastic Answer: B AACSB: Application of knowledge Skill: Application Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Easy 4 Copyright 2016 Pearson Education, Inc. 13) Which of the following is true about business purchases? A) Business purchases involve more professional purchasing effort than consumer purchases. B) Business purchases involve fewer participants in compared to consumer purchases. C) Purchasing agents are absent in business purchases. D) Business purchases involve less technical and economic considerations compared to consumer purchases. E) Business purchases are usually quicker and more informal than are consumer purchases. Answer: A AACSB: Analytical thinking Skill: Concept Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Easy 14) involves systematically developing networks of to ensure a dependable supply of products and materials for use in making products or reselling them to others. A) Supplier development B) Business buying C) Supplier quality assurance D) Relationship management E) Executive development Answer: A Skill: Concept Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Easy 15) The owners of a manufacturing firm in Ohio have developed a core network of suppliers to ensure an uninterrupted supply of products. This is an example of A) capability management B) a supply bottleneck C) asset management D) backsourcing E) supplier development Answer: E AACSB: Analytical thinking Skill: Concept Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Easy 5 Copyright 2016 Pearson Education, Inc. 18) The main differences between business and consumer markets are in market structure and demand, the nature of the buying unit, and the types of decisions and the decision process involved. Answer: TRUE Skill: Concept Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Easy 19) The business marketer normally deals with far fewer but far larger buyers than the consumer marketer does. Answer: TRUE Skill: Concept Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Easy 20) The demand for many business goods tends to change more slowly than the demand for consumer goods. Answer: FALSE Skill: Concept Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Easy 21) Derived demand refers to the business demand that ultimately comes from the demand for consumer goods. Answer: TRUE Skill: Concept Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Easy 22) Business demand ultimately derives from the demand for consumer goods. Answer: TRUE Skill: Concept Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Easy 23) In the business buying process, the buyer and seller are relatively less dependent on each other. Answer: FALSE Skill: Concept Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Easy 7 Copyright 2016 Pearson Education, Inc. 24) Why is demand in the business market mostly inelastic? Answer: The total demand for many business products is not much affected price changes, especially in the short run. A drop in the price of leather will not cause shoe manufacturers to buy much more leather unless it results in lower shoe prices that, in turn, increase consumer demand for shoes. AACSB: Application of knowledge Skill: Concept Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Moderate 25) Explain the concept of derived demand. Answer: Derived demand refers to business demand that ultimately comes derives demand for consumer goods. AACSB: Written and oral communication Skill: Concept Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Easy 26) Why is the business buying process more formalized than the consumer buying process? Answer: Large business purchases usually call for detailed product specifications, written purchase orders, careful supplier searches, and formal approval. AACSB: Application of knowledge Skill: Concept Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Moderate 27) What is supplier development? Answer: Supplier development refers to systematic development of networks of supplierpartners to ensure an appropriate and dependable supply of products and materials for use in making products or reselling them to others. AACSB: Written and oral communication Skill: Concept Objective: LO 6: Define the business market and explain how business markets differ from consumer markets. Difficulty: Moderate 8 Copyright 2016 Pearson Education, Inc. 31) In a situation, the suppliers may become nervous and feel pressured to put their best foot forward to protect an account and the suppliers may see the present situation as an opportunity to make a better offer and gain new business. A) straight rebuy B) new task C) reverse auction D) modified rebuy E) solutions selling Answer: D AACSB: Analytical thinking Skill: Concept Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Moderate 32) In a(n) situation, the buyer wants to revise product specifications, prices, terms, or suppliers. A) reverse auction B) straight rebuy C) new task D) modified rebuy E) absolute auction Answer: D Skill: Concept Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Moderate 33) In which of the following would the buyer reorder a product without any modifications? A) reverse auction B) solution selling C) new task D) straight rebuy E) modified rebuy Answer: D Skill: Concept Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Easy 34) In a straight rebuy, A) the suppliers try to maintain product and service quality to keep the business B) the suppliers feel pressured to protect an account C) the suppliers view the situation as an opportunity to gain new business D) a company buys a product or a service for the first time E) buyers are keen on revising product specifications Answer: A Skill: Concept Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Moderate 10 Copyright 2016 Pearson Education, Inc. 35) Gina Parker owns an ad agency in Baton Rouge. She regularly purchases cleaning supplies for her custodial staff, using the same vendor and ordering relatively consistent amounts of the same products on each purchase. This is an example of A) a modified rebuy situation B) a new task C) a straight rebuy situation D) reverse auction E) product differentiation Answer: C AACSB: Application of knowledge Skill: Application Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Easy 36) Which of the following is most likely true about a straight rebuy? A) Suppliers are not required to focus on quality of products or services delivered. B) A straight rebuy is far more complex than a situation. C) A straight rebuy is handled on a routine basis the purchase department. D) A straight rebuy occurs only when a buyer wants to pinpoint and procure the best deal in the market. E) A straight rebuy involves more opportunities for buyers than do other types of purchasing situations. Answer: C AACSB: Analytical thinking Skill: Application Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Moderate 37) Farm is an old poultry farm in Mount Prospect, Illinois. For years, it has used wooden coops to haul its poultry to the market. The owner of the farm needs to buy some replacement coops and is considering buying plastic coops that are slightly more expensive than wooden ones but much easier to clean after use. Consequently, the owner of Farm ordered 100 customized coops from its regular supplier. This exemplifies A) a modified rebuy B) a new task C) a straight rebuy D) derived demand E) composite demand Answer: A AACSB: Analytical thinking Skill: Application Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Easy 11 Copyright 2016 Pearson Education, Inc. 41) refers to a business buying situation in which the buyer purchases a product or service for the first time. A) Modified rebuy B) Straight rebuy C) New task D) Reverse auction E) Derived demand Answer: C Skill: Concept Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Easy 42) refers to buying a packaged solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation. A) Systems selling B) Performance review C) Problem recognition D) Proposal solicitation E) General need specification Answer: A Skill: Concept Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Moderate 43) Solutions selling A) is often a key business marketing strategy for winning and holding accounts B) refers to a business buying situation in which the buyer purchases a product or service for the first time C) refers to a business buying situation in which the buyer wants to modify product specifications, prices, terms, or suppliers D) is equivalent to cold calling E) refers to a business buying situation in which the buyer routinely reorders something without any modifications Answer: A Skill: Concept Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Easy 13 Copyright 2016 Pearson Education, Inc. 44) Rudolf Technologies Inc. decided to enter the automobile service market. Consequently, the company decided to procure the tools and machines needed from a reputable supplier. Rudolf Technologies is facing A) a new task situation B) a modified rebuy situation C) negative competition D) the need to outsource its primary service offering E) the pressure to diversify its market Answer: A AACSB: Analytical thinking Skill: Application Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Easy 45) The United States Environmental Protection Agency (EPA) has mandated that, in order to reduce local pollution, all printing plants have to switch from inks to inks. This will require entirely new printing presses and the procurement of a completely different printing plate technology. In this instance, the buying center of an organization using printing plants is most likely to face A) a need for market segmentation B) a new task situation C) a straight rebuy situation D) a need for market diversification E) delayed differentiation Answer: B AACSB: Analytical thinking Skill: Application Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Moderate 46) The unit of a purchasing organization is called its A) value chain B) buying center C) customer support system D) quality center E) innovation center Answer: B Skill: Concept Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Easy 14 Copyright 2016 Pearson Education, Inc. 51) have formal authority to select the supplier and arrange the terms of purchase. A) Users B) Influencers C) Buyers D) Gatekeepers E) Deciders Answer: C Skill: Concept Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Easy 52) refer to people in an buying center who affect the buying they often help define specifications and provide information for evaluating alternatives. A) Users B) Influencers C) Buyers D) Gatekeepers E) Deciders Answer: B Skill: Concept Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Easy 53) may help shape product specifications, but their major role is to select vendors and to negotiate. A) Gatekeepers B) Deciders C) Buyers D) Influencers E) Users Answer: C Skill: Application Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Moderate 16 Copyright 2016 Pearson Education, Inc. 54) Eric Mason, an employee of Huntington Steelworks, is responsible for defining product specifications and providing relevant information for evaluating alternatives in his buying center. Eric, whose opinions affect the buying decisions of his organization to a great extent, is most likely a(n) A) user B) influencer C) decider D) gatekeeper E) buyer Answer: B AACSB: Application of knowledge Skill: Application Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Moderate 55) Dora has formal authority to select the suppliers and arrange terms of purchase for many of the items her firm uses. Her role in the buying center is that of a(n) A) user B) influencer C) buyer D) decider E) gatekeeper Answer: C AACSB: Application of knowledge Skill: Application Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Moderate 56) Paul, a purchasing agent for Kiel Inc., has the authority to prevent salespersons from seeing the decision makers in his organization. Which of the following best describes position? A) influencer B) decider C) gatekeeper D) buyer E) user Answer: C AACSB: Analytical thinking Skill: Application Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Easy 17 Copyright 2016 Pearson Education, Inc. 60) Marissa Hopkins, a hospital nurse, notices that the gurneys used in the hospital are not durable enough. She informed the hospital authorities about Grace Care Inc., a new company selling lightweight and durable gurneys. In this instance, Marissa played the role of a(n) A) strategist B) buyer C) gatekeeper D) influencer E) decider Answer: D AACSB: Analytical thinking Skill: Application Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Moderate 61) In new product buying, the users are often the A) monitors B) influencers C) gatekeepers D) deciders E) primary advertisers Answer: B Skill: Concept Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Moderate 62) Phoi Nguyen, a manufacturing mechanic, determines that the molds for manufacturing plastic jar lids are wearing out sooner than expected. Phoi contacts her manager to request that the parts be reordered. In this instance, Phoi played the role of a(n) A) user B) buyer C) gatekeeper D) influencer E) decider Answer: A AACSB: Analytical thinking Skill: Application Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Moderate 19 Copyright 2016 Pearson Education, Inc. 63) In routine buying, buyers are often the or at least the approvers. A) monitors B) influencers C) gatekeepers D) deciders E) primary advertisers Answer: D Skill: Concept Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Moderate 64) Which of the following is an environmental factor that influences business buyers? A) organizational procedures B) individual motives C) organizational objectives D) supply of key materials E) group dynamics Answer: D AACSB: Analytical thinking Skill: Concept Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Moderate 65) Business buyers are heavily influenced factors in the current and expected economic environment, such as A) level of primary demand B) organizational objectives C) group dynamics D) individual motives E) culture and customs Answer: A Skill: Concept Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Easy 66) The major influences on the buying process at General Aeronautics Limited include supply conditions and technological changes, which would both be categorized as factors. A) organizational B) individual C) systemic D) interpersonal E) environmental Answer: E AACSB: Application of knowledge Skill: Application Objective: LO 6: Identify the major factors that influence business buyer behavior. Difficulty: Moderate 20 Copyright 2016 Pearson Education, Inc.

Was this document helpful?

Chapter 6 Course: Marketing

57 Documents

Students shared 57 documents in this course

University: King Abdulaziz University

Was this document helpful?

Principles of Marketing, 16th Global Edition ( (Kotler)

Chapter 6 Business Markets and Business Buyer Behavior

1) 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 ________.

A) situational analysis

B) business buying process

C) business diversification

D) business process automation

E) lateral expansion

Answer: B

Skill: Concept

Objective: LO 6.1: Define the business market and explain how business markets differ from

consumer markets.

Difficulty: Easy

2) Business buyer behavior refers to the ________.

A) buying behavior of consumers who buy goods and services for personal consumption

B) buying behavior of the organizations that buy goods and services for use in the production of

other products and services that are sold, rented, or supplied to others

C) buying behavior of consumers who rely on small retailers for the regular supply of provisions

D) decision process by which business buyers determine which products and services their

organizations need to purchase

E) strong affinity of businesses for value-for-money deals

Answer: B

Skill: Concept

Objective: LO 6.1: Define the business market and explain how business markets differ from

consumer markets.

Difficulty: Easy

3) Which of the following is NOT part of the business market?

A) Kruger Group sells interior security systems to resorts.

B) A country club buys safety equipment for its swimming pool.

C) Sue shops for her family's groceries at the local Whole Foods store.

D) A firm buys laptops from Dell for company salespeople to use when traveling.

E) Airmark sells a vinyl printing press to a manufacturer of plastic storage containers.

Answer: C

AACSB: Analytical thinking

Skill: Application

Objective: LO 6.1: Define the business market and explain how business markets differ from

consumer markets.

Difficulty: Moderate

Chapter 6

Marketing

King Abdulaziz University

Comments

Students also viewed

Related documents

Preview text

Chapter 6

Course: Marketing

University: King Abdulaziz University

Recommended for you

Students also viewed

Related documents