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Consumer Market and Business Market Differences

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					Business buyer behavior includes retailers and
  wholesalers who buy things with the purpose
  of making a profit.
  1. True
  2. False




           Kotler / Armstrong 11e, 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 11e, Chapter 6
Business markets are _____ than consumer
  markets.
  1. considerably larger
  2. slightly larger
  3. slightly smaller
  4. no different




          Kotler / Armstrong 11e, Chapter 6
Business markets are _____ than consumer
  markets.
  1. considerably larger
  2. slightly larger
  3. slightly smaller
  4. no different




          Kotler / Armstrong 11e, Chapter 6
The main differences between the business to
   business (B2B) market and the business to
   consumer (B2C) market include all of the
   following except _____.
  1. the differences in market structure and
      demand
  2. that people assume buying roles
  3. the nature of the buying unit
  4. the types of decisions and the decision
      process involved

           Kotler / Armstrong 11e, Chapter 6
The main differences between the business to
   business (B2B) market and the business to
   consumer (B2C) market include all of the
   following except _____.
  1. the differences in market structure and
      demand
  2. that people assume buying roles
  3. the nature of the buying unit
  4. the types of decisions and the decision
      process involved

           Kotler / Armstrong 11e, Chapter 6
_____ is demand that ultimately comes from the
   demand for consumer goods.
  1. Consumer demand
  2. Marketing demand
  3. Derived demand
  4. End-user demand




           Kotler / Armstrong 11e, Chapter 6
_____ is demand that ultimately comes from the
   demand for consumer goods.
  1. Consumer demand
  2. Marketing demand
  3. Derived demand
  4. End-user demand




           Kotler / Armstrong 11e, 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 11e, 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 11e, Chapter 6
In recent years, relationships between business
    customers and suppliers have grown more
    adversarial.
   1. True
  2. False




             Kotler / Armstrong 11e, Chapter 6
In recent years, relationships between business
    customers and suppliers 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 11e, 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 11e, 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 11e, 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 11e, 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 11e, Chapter 6
The decision-making unit of a buying
   organization is called its _____.
  1. buying center
  2. purchasing department
  3. head office
  4. marketing department




           Kotler / Armstrong 11e, Chapter 6
The decision-making unit of a buying
   organization is called its _____.
  1. buying center
  2. purchasing department
  3. head office
  4. marketing department




           Kotler / Armstrong 11e, 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 11e, 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 11e, Chapter 6
A business buying center is a fixed and formally
   identified unit within the buying organization.
  1. True
  2. False




            Kotler / Armstrong 11e, 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 11e, Chapter 6
When competing products vary greatly, business
  buyers pay more attention to _____ factors.
  1. economic
  2. personal
  3. organizational
  4. interpersonal




           Kotler / Armstrong 11e, Chapter 6
When competing products vary greatly, business
  buyers pay more attention to _____ factors.
  1. economic
  2. personal
  3. organizational
  4. interpersonal




           Kotler / Armstrong 11e, Chapter 6
Shortages in key materials is an important _____
  factor.
  1. organizational
  2. individual
  3. environmental
  4. interpersonal




           Kotler / Armstrong 11e, Chapter 6
Shortages in key materials is an important _____
  factor.
  1. organizational
  2. individual
  3. environmental
  4. interpersonal




           Kotler / Armstrong 11e, Chapter 6
Individual factors are affected by all of the
   following except _____.
   1. buyer’s attitude toward risk
   2. buyer’s income
   3. buyer’s buying style
   4. all of the above affect individual factors




            Kotler / Armstrong 11e, Chapter 6
Individual factors are affected by all of the
   following except _____.
   1. buyer’s attitude toward risk
   2. buyer’s income
   3. buyer’s buying style
   4. all of the above affect individual factors




            Kotler / Armstrong 11e, 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 11e, 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 11e, 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 11e, 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 11e, Chapter 6
E-procurement is being used by _____ of
   business buyers today.
  1. 33%
  2. 50%
  3. 75%
  4. 90%




           Kotler / Armstrong 11e, Chapter 6
E-procurement is being used by _____ of
   business buyers today.
  1. 33%
  2. 50%
  3. 75%
  4. 90%




           Kotler / Armstrong 11e, Chapter 6
Which of the following is not one of the benefits
  of business to business e-procurement?
  1. reduced transaction costs for suppliers
  2. reduced transaction time between order
     and delivery
  3. enhanced relationships between decades-
     old suppliers and customers
  4. increased time for purchasers to focus on
     strategic issues



            Kotler / Armstrong 11e, Chapter 6
Which of the following is not one of the benefits
  of business to business e-procurement?
  1. reduced transaction costs for suppliers
  2. reduced transaction time between order
     and delivery
  3. enhanced relationships between decades-
     old suppliers and customers
  4. increased time for purchasers to focus on
     strategic issues



            Kotler / Armstrong 11e, 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. organizational market




           Kotler / Armstrong 11e, 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. organizational market




           Kotler / Armstrong 11e, Chapter 6
Unlike business markets, government markets
   are closely watched by outside publics.
  1. True
  2. False




          Kotler / Armstrong 11e, Chapter 6
Unlike business markets, government markets
   are closely watched by outside publics.
  1. True
  2. False




          Kotler / Armstrong 11e, Chapter 6

				
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