Exam 6: Business Markets and Business Buyer Behavior

Demand for wet suits depends on consumers taking up scuba diving lessons and scuba diving holiday packages.This is an example of ________ demand.

Government organizations tend to favor ________ suppliers over ________ suppliers.

Which of the following statements about E-procurement security issues is true?

Empire Products has begun a process to find the best vendors.Empire Products is actively engaged in ________.

One of Dr.Singh's dental assistants told the dentist he should buy a machine that would sterilize his tools without using any water because water tends to cause the tools to rust or corrode over time.Dr.Singh,who runs a solo practice in a small rural town,located some articles on the chemical sterilizer and read about how the machine works.After gathering more information and talking to salespeople,Dr.Singh placed his order for the machine.In terms of the buying center,Dr.Singh had the role of ________.

Although there are many differences between business buying behavior and consumer buying behavior,both respond to the same four stimuli: product,price,promotion,and ________.

It is rare that interpersonal factors play a role in government buying.

Lu Zhang as the purchasing agent for the Shanghai Food Group will be influenced by each of the following basic factors EXCEPT ________.

Buyers are heavily influenced by the current and expected economic environment.That includes which of the following buyer influences?

The purchasing agent at your company is working with engineers and users to define the items to purchase by describing general characteristics and quantities needed.He is also ranking the importance of reliability,durability,and price.The buyer is preparing a(n)________.

Why is demand in the business market mostly inelastic?

Explain the advantages of systems selling.

Which of the following is an example of an internal stimulus that might lead to the business buying process stage of problem recognition?

Demand in business markets is subject to more fluctuation than in consumer markets.

The demand for many business goods and services tends to change more and more quickly than the demand for consumer goods and services does.

What is the buying center concept? Explain why this concept presents a major marketing challenge.

Members of the buying center at ABC Kid's World are drawing up a list of desired toy supplier attributes and their relative importance.Next,they intend to compare several suppliers to these attributes.What step of the business buying process is the ABC Kid's World engaged?

Suppliers are more likely to stay price competitive when the purchasing company uses single sourcing than when it uses multiple sourcing.

Economic,technological,and political factors are all ________ that affect the business buying process.

Another name for systems selling is ________ selling.