Marketing06

Differences between business markets and consumer markets include all of the following EXCEPT ________.

• nature of the buying unit

• market structure and demand

• number of buyers

• people who make purchase decisions to satisfy needs

• types of decisions and the decision process

Business demand that ultimately comes from the demand for consumer goods is known as ________ demand.

• derived

• negative

• primary

• consumer

• elastic

A new task situation presents ________.

• low risk for the buyer

• the fewest decisions for the buyer

• the least information required

• the greatest opportunity and the greatest challenge to the marketer

• the smallest number of decision participants

The decision-making unit of a purchasing organization is called its ________.

• value chain

• buying center

• customer support system

• quality center

• innovation center

________ may help shape product specifications, but their major role is to select vendors and to negotiate.

• Gatekeepers

• Deciders

• Buyers

• Influencers

• Users

In which stage of the business buying process does a buyer ask users to rate their satisfaction with the supplied materials?

• problem recognition

• performance review

• supplier search

• supplier selection

• order-routine specification