kotler / armstrong, chapter 6 business buyer behavior includes retailers and wholesalers who buy...
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![Page 1: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/1.jpg)
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
![Page 2: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/2.jpg)
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
![Page 3: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/3.jpg)
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
![Page 4: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/4.jpg)
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
![Page 5: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/5.jpg)
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
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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
![Page 7: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/7.jpg)
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
![Page 8: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/8.jpg)
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
![Page 9: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/9.jpg)
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.
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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.
![Page 11: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/11.jpg)
Kotler / Armstrong, Chapter 6
In recent years, relationships between business customers and suppliers/vendors have grown more adversarial.
1. true
2. false
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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.)
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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
![Page 14: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/14.jpg)
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
![Page 15: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/15.jpg)
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
![Page 16: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/16.jpg)
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
![Page 17: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/17.jpg)
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
![Page 18: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/18.jpg)
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
![Page 19: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/19.jpg)
Kotler / Armstrong, Chapter 6
System selling is buying a packaged solution from a single seller.
1. true
2. false
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Kotler / Armstrong, Chapter 6
System selling is buying a packaged solution from a single seller.
1. true
2. false
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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
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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
![Page 23: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/23.jpg)
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
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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
![Page 25: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/25.jpg)
Kotler / Armstrong, Chapter 6
A business buying center is a fixed and formally identified unit within the buying organization.
1. true
2. false
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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.)
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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
![Page 28: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/28.jpg)
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
![Page 29: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/29.jpg)
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
![Page 30: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/30.jpg)
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
![Page 31: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/31.jpg)
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
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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
![Page 33: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/33.jpg)
Kotler / Armstrong, Chapter 6
Online purchasing, often called e-procurement, has grown rapidly in the recent past.
1. true
2. false
![Page 34: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/34.jpg)
Kotler / Armstrong, Chapter 6
Online purchasing, often called e-procurement, has grown rapidly in the recent past.
1. true
2. false
![Page 35: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/35.jpg)
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
![Page 36: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/36.jpg)
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
![Page 37: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/37.jpg)
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
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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
![Page 39: 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](https://reader034.vdocuments.net/reader034/viewer/2022051819/55167d12550346a25b8b4727/html5/thumbnails/39.jpg)
Kotler / Armstrong, Chapter 6
Unlike business markets, government markets are closely watched by outside publics.
1. true
2. false
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Kotler / Armstrong, Chapter 6
Unlike business markets, government markets are closely watched by outside publics.
1. true
2. false