Question 1

B2B markets place more reliance on personal selling than B2C markets.

Accepted Answer

A) True 
 B)False

Question 2

List and describe the steps in the B2B buying process.

Accepted Answer

1)A need is recognized-Someone recognize

Question 3

E-commerce has made being located near buyers,less important.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following is the last stage of the buying process?

Accepted Answer

A)  A search is conducted to find potential suppliers. 
B)  The requests for proposals are evaluated. 
C)  An order routine is established. 
D)  A need is recognized. 
E)  A post-purchase evaluation is conducted and feedback is provided to the vendor. 
A)  A search is conducted to find potential suppliers. 
B)  The requests for proposals are evaluated. 
C)  An order routine is established. 
D)  A need is recognized. 
E)  A post-purchase evaluation is conducted and feedback is provided to the vendor.

Question 5

When asking for an expert opinion prior to buying a car,John is utilizing the knowledge of a(n)_____.

Accepted Answer

A)  influencer 
B)  gatekeeper 
C)  professional buyer 
D)  user 
E)  seller 
A)  influencer 
B)  gatekeeper 
C)  professional buyer 
D)  user 
E)  seller

Question 6

_____ are nonprofit organizations such as the American Red Cross,churches,hospitals,charitable organizations,private colleges,and civic clubs.

Accepted Answer

Institutio

Question 7

_____ markets are markets in which local,state,and federal governments buy products.

Accepted Answer

A)  B2B 
B)  B2C 
C)  B2G 
D)  C2C 
E)  Institutional 
A)  B2B 
B)  B2C 
C)  B2G 
D)  C2C 
E)  Institutional

Question 8

Ethical dilemmas do not occur in business-to-business markets.

Accepted Answer

A) True 
 B)False

Question 9

B2B markets tend to have shorter decision cycles than B2C markets.

Accepted Answer

A) True 
 B)False

Question 10

All things being equal,companies want to do business with firms that are responsible.

Accepted Answer

A) True 
 B)False

Question 11

The Federal Trade Commission regulates companies:

Accepted Answer

A)  in an effort to prevent them from engaging in unfair trade practices. 
B)  in order to help them create more aggressive marketing campaigns. 
C)  in an effort to reduce competitive business practices. 
D)  to enhance customer feedback and value. 
E)  to help them increase their profit margin. 
A)  in an effort to prevent them from engaging in unfair trade practices. 
B)  in order to help them create more aggressive marketing campaigns. 
C)  in an effort to reduce competitive business practices. 
D)  to enhance customer feedback and value. 
E)  to help them increase their profit margin.

Question 12

List the duties of a professional buyer.

Accepted Answer

1)Consider the availability of products,

Question 13

Purchasing agents typically play an important role when potential suppliers are being researched.

Accepted Answer

A) True 
 B)False

Question 14

The _____ are the ones that start the buying process,whether they make the final purchasing decision or not.

Accepted Answer

The answer of The _____ are the ones that start...

Question 15

It is easy to figure out who makes the purchasing decisions in B2B markets.

Accepted Answer

A) True 
 B)False

Question 16

Holding costs down is especially important to _____ because it enables the services to be provided to more people.

Accepted Answer

A)  B2G markets 
B)  wholesalers 
C)  retailers 
D)  institutional markets 
E)  producers 
A)  B2G markets 
B)  wholesalers 
C)  retailers 
D)  institutional markets 
E)  producers

Question 17

Provide an example of firms in the same industry clustering together.Why are these companies clustered?

Accepted Answer

Many technologically based fir

Question 18

A _____ site is a Web site in which a single seller sells products to many different buyers.

Accepted Answer

A)  B2B exchange 
B)  B2B auction 
C)  sell-side 
D)  buy-side 
E)  Web commerce 
A)  B2B exchange 
B)  B2B auction 
C)  sell-side 
D)  buy-side 
E)  Web commerce

Question 19

B2B markets differ from B2C markets because:

Accepted Answer

A)  salespeople personally call on business customers to a far greater extent than they do consumers. 
B)  many more products are sold in B2C markets than B2B. 
C)  business products are often much less complex than consumer products. 
D)  B2C transactions occur prior to B2B transactions. 
E)  there are fewer B2B transactions resulting in smaller dollar amounts. 
A)  salespeople personally call on business customers to a far greater extent than they do consumers. 
B)  many more products are sold in B2C markets than B2B. 
C)  business products are often much less complex than consumer products. 
D)  B2C transactions occur prior to B2B transactions. 
E)  there are fewer B2B transactions resulting in smaller dollar amounts.

Question 20

As business customers in B2B markets,_____ include both manufacturers and service providers.

Accepted Answer

The answer of As business customers in B2B markets,_____ include...

B2B markets place more reliance on personal selling than B2C markets.

List and describe the steps in the B2B buying process.

E-commerce has made being located near buyers,less important.

Which of the following is the last stage of the buying process?

When asking for an expert opinion prior to buying a car,John is utilizing the knowledge of a(n)_____.

_____ are nonprofit organizations such as the American Red Cross,churches,hospitals,charitable organizations,private colleges,and civic clubs.

_____ markets are markets in which local,state,and federal governments buy products.

Ethical dilemmas do not occur in business-to-business markets.

B2B markets tend to have shorter decision cycles than B2C markets.

All things being equal,companies want to do business with firms that are responsible.

The Federal Trade Commission regulates companies:

List the duties of a professional buyer.

Purchasing agents typically play an important role when potential suppliers are being researched.

The _____ are the ones that start the buying process,whether they make the final purchasing decision or not.

It is easy to figure out who makes the purchasing decisions in B2B markets.

Holding costs down is especially important to _____ because it enables the services to be provided to more people.

Provide an example of firms in the same industry clustering together.Why are these companies clustered?

A _____ site is a Web site in which a single seller sells products to many different buyers.

B2B markets differ from B2C markets because:

As business customers in B2B markets,_____ include both manufacturers and service providers.

What Is Marketing?

Strategic Planning

Consumer Behavior: How People Make Buying Decisions

Market Segmenting, Targeting, and Positioning

Creating Offerings

Developing and Managing Offerings

Using Marketing Channels to Create Value for Customers

Using Supply Chains to Create Value for Customers

Gathering and Using Information: Marketing Research and Market Intelligence

Integrated Marketing Communications and the Changing Media Landscape

Public Relations, Social Media, and Sponsorships

Professional Selling

Customer Satisfaction, Loyalty, and Empowerment

Price,the Only Revenue Generator

The Marketing Plan

Filters

Exam 4: Business Buying Behavior

B2B markets place more reliance on personal selling than B2C markets.

List and describe the steps in the B2B buying process.

E-commerce has made being located near buyers,less important.

Which of the following is the last stage of the buying process?

When asking for an expert opinion prior to buying a car,John is utilizing the knowledge of a(n)_____.

_____ are nonprofit organizations such as the American Red Cross,churches,hospitals,charitable organizations,private colleges,and civic clubs.

_____ markets are markets in which local,state,and federal governments buy products.

Ethical dilemmas do not occur in business-to-business markets.

B2B markets tend to have shorter decision cycles than B2C markets.

All things being equal,companies want to do business with firms that are responsible.

The Federal Trade Commission regulates companies:

List the duties of a professional buyer.

Purchasing agents typically play an important role when potential suppliers are being researched.

The _____ are the ones that start the buying process,whether they make the final purchasing decision or not.

It is easy to figure out who makes the purchasing decisions in B2B markets.

Holding costs down is especially important to _____ because it enables the services to be provided to more people.

Provide an example of firms in the same industry clustering together.Why are these companies clustered?

A _____ site is a Web site in which a single seller sells products to many different buyers.

B2B markets differ from B2C markets because:

As business customers in B2B markets,_____ include both manufacturers and service providers.

What Is Marketing?

Strategic Planning

Consumer Behavior: How People Make Buying Decisions

Market Segmenting, Targeting, and Positioning

Creating Offerings

Developing and Managing Offerings

Using Marketing Channels to Create Value for Customers

Using Supply Chains to Create Value for Customers

Gathering and Using Information: Marketing Research and Market Intelligence

Integrated Marketing Communications and the Changing Media Landscape

Public Relations, Social Media, and Sponsorships

Professional Selling

Customer Satisfaction, Loyalty, and Empowerment

Price,the Only Revenue Generator

The Marketing Plan

Filters