Exam 4: Business Buying Behavior

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

Firm may not allow their purchasing agents to accept gifts from potential vendors because:

_____ occurs when a small change in demand by consumers has a big effect through the chain of businesses that supply all of the goods and services that produce it.

B2B markets have a large number of customers accounting for most of the company's sales.

Explain how business-to-business (B2B)markets differ from business-to-consumer (B2C)markets.

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

In _____ markets,there is more reliance on mass marketing via advertising,Web sites,and retailing

A _____ site is a Web site in which a business buys products from multiple sellers that go there to do business with the firm.

When presenting a RFP,vendors generally provide the purchaser with a _____ if the good is a physical product.

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

B2C markets have smaller total dollar amounts due to fewer transactions.

Buying centers are groups of people within organizations who _____.

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

Offering perks to potential customers is very common in _____ markets.

List the duties of a professional buyer.