Essentials of Marketing
Business
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.
Free
True False
Answer:
Answer:
False
Explanation: More purchases are made by businesses and other organizations than by final consumers.
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.
Organizational buyers are also referred to as industrial or intermediate buyers.
Free
True False
Answer:
Answer:
True
Explanation: Organizational customers are sometimes loosely referred to as business buyers, intermediate buyers, or industrial buyers.
The process of organizational buying is entirely different from consumer buying.
True False
Answer:
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
Answer:
Business and organizational customers are selective buyers who buy for the sole purpose of resale.
True False
Answer:
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
Answer:
Dependability of supply is usually much less important than price for most business customers.
True False
Answer:
The approaches used to serve business customers in international markets are even more varied than those required to reach individual consumers.
True False
Answer:
Purchasing managers seldom use purchasing specifications to buy on the Internet.
True False
Answer:
Purchasing managers are buying specialists for organizations and may have a lot of power.
True False
Answer:
"Multiple buying influence" means that several people in an organization share in making a purchase decision, but top management is never involved.
True False
Answer:
Multiple-buying influence means that the buyer shares the purchasing decision with several people.
True False
Answer:
Multiple buying influence means that several people except top management share in making a purchase decision.
True False
Answer:
A buying center is generally thought of as all the people who participate in or influence a purchase.
True False
Answer:
In a large company, the "buying center" refers to all of the purchasing managers who work for the firm.
True False
Answer:
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
Answer:
Organizational buyers often buy on the basis of a set of purchasing specifications.
True False
Answer:
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