Kotler / Armstrong, Chapter 6
Business buyer behavior includes retailers and
wholesalers who buy things with the purpose
of making a profit.
1. true
2. false
Kotler / Armstrong, Chapter 6
Business buyer behavior includes retailers and
wholesalers who buy things with the purpose
of making a profit.
1. true
2. false
Kotler / Armstrong, Chapter 6
One main difference between business markets
and consumer markets is ___________.
1. market demand
2. nature of the buying unit
3. types of decisions
4. all of the above
Kotler / Armstrong, Chapter 6
One main difference between business markets
and consumer markets is ___________.
1. market demand
2. nature of the buying unit
3. types of decisions
4. all of the above
Kotler / Armstrong, Chapter 6
Compared with consumer purchases, a business
purchase usually involves more decision
participants and a more professional
purchasing effort.
1. true
2. false
Kotler / Armstrong, Chapter 6
Compared with consumer purchases, a business
purchase usually involves more decision
participants and a more professional
purchasing effort.
1. true
2. false
Kotler / Armstrong, Chapter 6
_____ is demand that ultimately comes from the
demand for consumer goods.
1. Consumer demand
2. Marketing demand
3. Derived demand
4. B2B demand
Kotler / Armstrong, Chapter 6
_____ is demand that ultimately comes from the
demand for consumer goods.
1. Consumer demand
2. Marketing demand
3. Derived demand
4. B2B demand
Kotler / Armstrong, Chapter 6
Which of the following is not a characteristic of the
business market?
1. Business markets are more geographically
concentrated.
2. Many business markets have elastic demand.
3. Business markets have more fluctuating demand.
4. Business marketers have far fewer but larger
customers.
Kotler / Armstrong, Chapter 6
Which of the following is not a characteristic of the
business market?
1. Business markets are more geographically
concentrated.
2. Many business markets have elastic demand.
3. Business markets have more fluctuating demand.
4. Business marketers have far fewer but larger
customers.
Kotler / Armstrong, Chapter 6
In recent years, relationships between business
customers and suppliers/vendors have grown
more adversarial.
1. true
2. false
Kotler / Armstrong, Chapter 6
In recent years, relationships between business
customers and suppliers/vendors have grown
more adversarial.
1. true
2. false (In recent years, business customers
and suppliers have begun working
together more closely as “partners,” not
adversaries.)
Kotler / Armstrong, Chapter 6
Systematic development of supplier-partners
to ensure dependable supply of materials
for use in making products is called _____.
1. vendor management
2. supplier development
3. B2B
4. supply curve
Kotler / Armstrong, Chapter 6
Systematic development of supplier-partners
to ensure dependable supply of materials
for use in making products is called _____.
1. vendor management
2. supplier development
3. B2B
4. supply curve
Kotler / Armstrong, Chapter 6
Which of the following is not one of the major
types of buying situations faced by business
buyers?
1. straight rebuy
2. new task buy
3. online rebuy
4. modified rebuy
Kotler / Armstrong, Chapter 6
Which of the following is not one of the major
types of buying situations faced by business
buyers?
1. straight rebuy
2. new task buy
3. online rebuy
4. modified rebuy
Kotler / Armstrong, Chapter 6
Which of the business buyer purchase decisions
offers the greatest opportunities and the
greatest challenges for marketers?
1. straight rebuy
2. new task buy
3. modified rebuy
4. both 2 and 3
Kotler / Armstrong, Chapter 6
Which of the business buyer purchase decisions
offers the greatest opportunities and the
greatest challenges for marketers?
1. straight rebuy
2. new task buy
3. modified rebuy
4. both 2 and 3
Kotler / Armstrong, Chapter 6
System selling is buying a packaged solution
from a single seller.
1. true
2. false
Kotler / Armstrong, Chapter 6
System selling is buying a packaged solution
from a single seller.
1. true
2. false
Kotler / Armstrong, Chapter 6
The _____ role in the purchase decision process
is to control the flow of information to others.
1. buyer’s
2. gatekeeper’s
3. influencer’s
4. decider’s
Kotler / Armstrong, Chapter 6
The _____ role in the purchase decision process
is to control the flow of information to others.
1. buyer’s
2. gatekeeper’s
3. influencer’s
4. decider’s
Kotler / Armstrong, Chapter 6
The buying center includes all members of the
organization who play any of five roles
except _____.
1. influencers
2. deciders
3. gatekeepers
4. sellers
Kotler / Armstrong, Chapter 6
The buying center includes all members of the
organization who play any of five roles
except _____.
1. influencers
2. deciders
3. gatekeepers
4. sellers
Kotler / Armstrong, Chapter 6
A business buying center is a fixed and formally
identified unit within the buying organization.
1. true
2. false
Kotler / Armstrong, Chapter 6
A business buying center is a fixed and formally
identified unit within the buying organization.
1. true
2. false (The buying center is not a fixed and
formal unit in the business buying
organization. It fluctuates as different
people are needed to make different
purchases.)
Kotler / Armstrong, Chapter 6
An approach to cost reduction in which
components are studied to determine if they
can be made by less costly methods is
called _________.
1. value analysis
2. derived demand
3. deciders
4. inventory control
Kotler / Armstrong, Chapter 6
An approach to cost reduction in which
components are studied to determine if they
can be made by less costly methods is
called _________.
1. value analysis
2. derived demand
3. deciders
4. inventory control
Kotler / Armstrong, Chapter 6
Once a business buyer determines a problem or
need, the next step in the business buying
process is to _____.
1. begin a supplier search
2. solicit suppliers’ proposals
3. determine a general need description
4. make a purchase
Kotler / Armstrong, Chapter 6
Once a business buyer determines a problem or
need, the next step in the business buying
process is to _____.
1. begin a supplier search
2. solicit suppliers’ proposals
3. determine a general need description
4. make a purchase
Kotler / Armstrong, Chapter 6
The 8-stage buyer decision model would most
likely be used for a _____ buying decision.
1. straight rebuy
2. new task
3. online
4. modified rebuy
Kotler / Armstrong, Chapter 6
The 8-stage buyer decision model would most
likely be used for a _____ buying decision.
1. straight rebuy
2. new task
3. online
4. modified rebuy
Kotler / Armstrong, Chapter 6
Online purchasing, often called e-procurement,
has grown rapidly in the recent past.
1. true
2. false
Kotler / Armstrong, Chapter 6
Online purchasing, often called e-procurement,
has grown rapidly in the recent past.
1. true
2. false
Kotler / Armstrong, Chapter 6
Noneconomic criteria play an increasing role in
government buying in so much as
governments are asked to favor depressed
business firms, areas, and minority owners.
1. true
2. false
Kotler / Armstrong, Chapter 6
Noneconomic criteria play an increasing role in
government buying in so much as
governments are asked to favor depressed
business firms, areas, and minority owners.
1. true
2. false
Kotler / Armstrong, Chapter 6
The _____ consists of schools, hospitals,
nursing homes, and prisons that provide
goods and services to people in their care.
1. government market
2. institutional market
3. non-profit market
4. for-profit market
Kotler / Armstrong, Chapter 6
The _____ consists of schools, hospitals,
nursing homes, and prisons that provide
goods and services to people in their care.
1. government market
2. institutional market
3. non-profit market
4. for-profit market
Kotler / Armstrong, Chapter 6
Unlike business markets, government markets
are closely watched by outside publics.
1. true
2. false
Kotler / Armstrong, Chapter 6
Unlike business markets, government markets
are closely watched by outside publics.
1. true
2. false