Essentials of Marketing

Business

Quiz 6 :
Business and Organizational Customers and Their Buying Behavior

Quiz 6 :
Business and Organizational Customers and Their Buying Behavior

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There are more final consumers than business and organizational customers, so more is purchased by final consumers.
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True False
Answer:

Answer:

False
Explanation: More purchases are made by businesses and other organizations than by final consumers.

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Organizational buyers are often referred to as the B2B market.
Free
True False
Answer:

Answer:

True
Explanation: Marketing managers often refer to organizational customers collectively as the "business-to-business" market, or simply, the B2B market.

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Organizational buyers are also referred to as industrial or intermediate buyers.
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True False
Answer:

Answer:

True
Explanation: Organizational customers are sometimes loosely referred to as business buyers, intermediate buyers, or industrial buyers.

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The process of organizational buying is entirely different from consumer buying.
True False
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Like final consumers, organizations make purchases to satisfy specific needs, but their basic need is for goods and services that will help them satisfy their own customers or clients.
True False
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Business and organizational customers are selective buyers who buy for the sole purpose of resale.
True False
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Organizations always focus on economic factors when they make purchase decisions and are never as emotional as final consumers in their buying behavior.
True False
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Dependability of supply is usually much less important than price for most business customers.
True False
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The approaches used to serve business customers in international markets are even more varied than those required to reach individual consumers.
True False
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Purchasing managers seldom use purchasing specifications to buy on the Internet.
True False
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Purchasing managers are buying specialists for organizations and may have a lot of power.
True False
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"Multiple buying influence" means that several people in an organization share in making a purchase decision, but top management is never involved.
True False
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Multiple-buying influence means that the buyer shares the purchasing decision with several people.
True False
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Multiple buying influence means that several people except top management share in making a purchase decision.
True False
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A buying center is generally thought of as all the people who participate in or influence a purchase.
True False
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In a large company, the "buying center" refers to all of the purchasing managers who work for the firm.
True False
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A seller's marketing mix should satisfy BOTH the needs of the customer company and the needs of individuals in the buying center.
True False
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A requisition is a request to buy something.
True False
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A person who needs to purchase something usually completes a requisition.
True False
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Organizational buyers often buy on the basis of a set of purchasing specifications.
True False
Answer:
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