Decision Making and Page Ref

Only available on StudyMode
  • Download(s) : 238
  • Published : March 15, 2013
Open Document
Text Preview
Principles of Marketing, 14e (Kotler)
Chapter 6 Business Buyer Markets and Business Buyer Behavior

1) In which of the following ways is Boeing like most other large companies? A) It produces hundreds of products for a wide range of markets. B) It has an entertainment division.
C) It has an investment division.
D) Most of its business comes from final consumers.
E) Most of its business comes from commercial and industrial customers. Answer: E
Diff: 2 Page Ref: 166
Skill: Concept
Objective: 6-1

2) As a purchasing agent, Benni Lopez buys goods and services for use in the production of products that are sold and supplied to others. Benni is involved in ________. A) consumer buying behavior

B) postpurchase dissonance
C) retail buyer behavior
D) business buyer behavior
E) interpretive business research
Answer: D
Diff: 1 Page Ref: 166
Skill: Concept
Objective: 6-1

3) Business buying behavior refers to the buying behavior of organizations that buy all of the following EXCEPT ________. A) products for use in production of other products
B) services for use in production of other services
C) products purchased to resell to others
D) products purchased to rent to others
E) products purchased for personal consumption
Answer: E
Diff: 1 Page Ref: 166
Skill: Concept
Objective: 6-1

4) In one way or another, most large companies sell to ________. A) consumers
B) other organizations
C) employees
D) not-for-profit companies
E) the service sector
Answer: B
Diff: 2 Page Ref: 166
Skill: Concept
Objective: 6-1

5) When compared to consumer markets, business markets are ________. A) approximately the same
B) smaller
C) huge
D) somewhat larger
E) less complex
Answer: C
Diff: 2 Page Ref: 166
Skill: Concept
Objective: 6-1

6) Which of the following is NOT a way that business and consumer markets differ? A) market structure and demand
B) nature of the buying unit
C) satisfaction of needs through purchases
D) types of decisions
E) decision processes
Answer: C
Diff: 3 Page Ref: 167
Skill: Concept
Objective: 6-1

7) There are many sets of ________ purchases made for each set of ________ purchases. A) consumer; business
B) tangible; intangible
C) service; product
D) business; consumer
E) product; service
Answer: D
Diff: 2 Page Ref: 166
Skill: Concept
Objective: 6-1

8) Which of the following is true about business marketers in comparison to consumer marketers? A) They deal with far fewer but far larger buyers.
B) They deal with far more but far small buyers.
C) They deal with a more elastic market.
D) They deal with fewer demands in fluctuation.
E) They deal with the same decision buying process.
Answer: A
Diff: 2 Page Ref: 167
Skill: Concept
Objective: 6-1

9) Hewlett-Packard and Dell buy Intel microprocessor chips because consumers buy personal computers. This demonstrates an economic principle called ________. A) elastic demand
B) fluctuating demand
C) derived demand
D) joint demand
E) market demand
Answer: C
Diff: 2 Page Ref: 167
Skill: Concept
Objective: 6-1

10) The Pure Drug Company produces insulin, a product with a very stable demand, even though the price has changed several times in the past two years. Insulin is a product with ________ demand. A) joint

B) service
C) inelastic
D) elastic
E) fluctuating
Answer: C
Diff: 2 Page Ref: 168
Skill: Concept
Objective: 6-1

11) The demand for many business goods and services tends to change more, and more quickly, than the demand for consumer goods and services does. This is referred to as ________ demand. A) fluctuating

B) derived
C) inelastic
D) elastic
E) supplier
Answer: A
Diff: 1 Page Ref: 168
Skill: Concept
Objective: 6-1

12) Large business purchasers usually call for detailed product specifications, written purchase orders, careful supplier searches, and formal approval....
tracking img