Chapter 6 Business Markets and Business Buyer Behavior 1p In whieh ofthe folowing ways is GE like most other large companies? A) It produces hundreds of products for a wide range of markets B) thas an entertainment division (©) Inhas finance division, 'D) Most af its business comes rom Final consumers. E) Most of its business comes fom commercial and industrial customers, Answer: E 2) Asa purchasing agent, Benni Lopez buys goods the proction of ‘products that ae sold and supplied to othe. Benn i involved in ‘A) consumer buying behavior 1B) post purchase dissonance real buyer behavior D) husiness buyer behavior EE) interpretive busines esearch Answer" D 5) Business buying behavior refers to the buying behavior of organizations that buy ll ofthe “ollowing EXCEPT |A) products for use fn production of other products B) services for use in production of exer services ©) products purchased to resell (0 others D) products purchased torent to others ) prcts purchased for personal eonsumpxion ‘Aasver! E 4)In one way or another, most large companies sll t0 ‘A)consumers B)oxher organizations Chemployess DD) not-for-profit companies EE) the service secior Answer B '5) When compared to consumer markets, business markets are |A) approximately the same B) snaler Chhuze D) somewhat larger E)Iess complex Answer: C14) Although there are many differences between business buying behavior and consumer buying behavior, both respond to the same fur stimuli predt, price, promation, and Ayprecsion 1) personal relationships ©) place D) publicity ) packaging Answers C 15) Ina typical organization, buying a and te buying ‘A)commiite: time 3B) time; reorder point (C) economic order quantity; reorder point D) center: decison process ) deciders influences Answer: D ivity consists of two major parts the buying —__ 16) The buying center and the buying decision process a affected by all of he following factors EXCEPT A) internal organization factors 1) interpersonal faciors C) individual factors D)external environmental factors ) self-concept factors, Answer: E 17) Which business buying situation isthe marketer’ greatest opportunity and challenge? A) motiied reba 1B) stright rebuy C)new task D) multiple rebuys ) system rebuy Answer: C{6) Which ofthe following is NOT a way tha business and consumer markets differ? ‘A) market structure and demand 'B) nature ofthe baying unit (C satislaction of needs through purchases D) types of decisions E) decision processes Answer C) 17) There ate many ets of purchases made for each se of purchases Ap consumer, business 'B) tangible; intangible (©) service; product D) business consumer By product: service Answer: D 8) Which ofthe following is rue about business marketers in comparison to consumer marketers? ‘A) They deal with ar fewer but far larger buyers 1B) They deal with farmore but far small buyers. (€) They deal with 2 more elastic market ‘D) They deal with fewer demands sn lucuation, E) They deal with the stme decision buying process, Answer: A 9) Hewlett-Packard and Dell buy Intel microprocessor chips because consumers buy personal ‘computers, This demonstaes an economic principe called {Ajelastic demand B) Nuctating demand © derived demand D) joint demand 1B) market demand Answer: © 10) The Pure Drug Company produces insulin, a product with avery stable demand, eventhough the price has change several times inthe past (Wo yeas. Insulin ia product with demand, AA) joint B) service © inelastic Dyelastic E) Muctating ‘Aasiver: ©12) Large business purchasers usually call for detailed product specifications, written purchase ‘orders, careful supplier searches and formal approval. These ae all examples of how the business buying decision process is more than the consumer buying decision process A) formalized By creative ©) relationship-oriented D)indspendent 1) concentrated Answers A 13) The owners ofthe company you work for have developed core network of suppliers they ste working elocely with o ensure an appropriste and dependable supply of product, This isan example of management AA) vale cain By network relationship © chanel captain Dpeore channel ) supplier development Answer: E37) Status, empathy, and persuasiveness ae all examples of buyerbehavior A)environmental individual © interpersonal D) organizational ) cultural ‘Aasivers © influences on business 38) Charlie Van Dusen, executive viee president of National Central Bank, i going through all ofthe stages of th buying process to purchase a computer system forthe bank. Charles facing xa) tation. AN) straight rebuy B) modified rebuy (C)new-task buying 1) imited budget E) independent buying Answer C 30) Which ofthe following is an example ofan intemal stimulus that might lead tothe business ‘buying process stage of problem recognition? AAJA buyer gets a new idea from an advertisement, B) A buyer gots anew idea ata trade show, ©)A buyers unhappy with a curentsupplier’s pric. _D)A buyer receives a call from a salesperson offering better service terms, E)A buyer leans about a new product at an industy convention. Ansiver! C 40) The first step ofthe business buying process is ‘A) general need description B) alternative evaluations ©) problem recognition D) erderroatine specification ) performance review Answer C447) Abuyer would be mos likely to review rade directories in which sage of the business buying process? |) problem recognition B) general need description ©) precut specification D) supplier search ) supplier selection Answer: D 48) Inte gem sed to te snes hing proces the ep loin bt 2 proposal solcation 8) spplie serch Gheblem recopniion D) general eed desertion B)ordersoutine specication Answer B 49) Inthe generally accepted stages ofthe business buying process the step following problem recognition i |) proposal solicitation B) supplier search (©) pret valu analysis D) general need description E) performance review Answer: D28) Which ofthe ellowing is NOT included inte decison making nto buying ‘Riniidnts who se the product or service 5) nails who fluence the ying dion Chindviduals who make the buying deision individuals who supply te proce individuals who contol bing infrmstion Aner D 29) Which of the following iaements about buying centers is ue? |A) The buying centers lke a standing committee B) The buying center oles are specified on the organizational char. ©) The typical buying center has five employees, on 1 assume each of the buying center's roles. ) An individual's ol in the buying center doesnot change. E)The buying center may involve informal participants who are not obvious to sellers Answer! F 30) When suppliers’ offers ae very similar, business buyers have litle basis for titty ‘Ay emotional choice B) rational ehoice ©) personal choice D) intuitive choice E) independent choice Aner B444) Which of the following i the process of the buying center deciding on the best product characteristics? ‘A) vale analysis B) genera need description (©) marketing myopia D) purchase order ) product specification Answer: E 45) Duting which stage ofthe business buying process is a buyer most likely to conduct a valve analysis, carefully studying components to determine i they can be redesigned, xandardized, of made less expensively? A) proposal solicitation |B) general newd description ©) onder-oatine specification D) performance review ) product specification Answer: E 46) Empire Products has begun a process to find he best supplies. Empire Products is actively engaged in ‘A) value analysis B) performances review (©) supplier search ‘D) supplier contol ) supplicr selection Answer: C