Exam 7: Business Buying Behavior

When buying materials,the purchasing agent for Alco Pillow Manufacturing Company considers a variety of factors.Which one of the following is least likely to concern this buyer?

A friend of yours starts his own business.He would like to expand his client base to include the government,but he believes his small business would be ignored.Based on your knowledge from the text,you tell him

When certain consumer products are in high demand,producers might buy extra materials and equipment and when demand subsides,producers will cut back on their material purchases.This describes ____ demand.

What are the four major types of business markets,and what are the characteristics of each?

An accountant who purchases software for maintaining clients' books is an example of a buyer in a(n)____ market.

When a business routinely purchases the same product with similar terms of sale,the purchase is called a

In what ways can an industrial classification system be used by business marketers to analyze target markets?

Product specifications are

The government decides to purchase a new fleet of fighter jets for the U.S.Air Force.What type of buying procedure is the government most likely to use?

Ben Davideau is assigned by his sales manager to come up with the names and addresses of twenty firms in his territory that have some potential for using sizable quantities of his firm's products.Wanting to be as efficient as possible,Ben looks in

If a business product exceeds specifications,so much the better; the customer can then be assured of obtaining a minimum level of acceptability.

Barry Gluckman of WP International,a major marketer of word-processing software,calls the secretary of Renee Dorchette,director of purchasing for MMK,Inc.He sets up an appointment to discuss an upcoming purchase of software.The secretary plays the role of ____ in this purchase decision.

The state of Montana is preparing to buy a large quantity of frozen orange juice for use in a large school district.Citrus Sweet,Inc.is in the citrus juice business but has never sold to the government market.To have a chance at getting this order,Citrus Sweet's first step must be to get her firm to

Management at Readyfresh Dry Cleaners is concerned that it maintains a high level of service for its business accounts.How should the firm monitor the level of service these customers receive?

Sometimes initial demand for a business product will drop following a price cut if buyers believe that further price reductions are forthcoming.