Question 1

Organizations always focus on economic factors when they make purchase decisions and are never as emotional as final consumers in their buying behavior.

Accepted Answer

Organizations typically focus on economic factors when they make purchase decisions and are usually less emotional in their buying than final consumers.

Question 2

Multiple buying influence means that several people except top management share in making a purchase decision.

Accepted Answer

Multiple-buying influence means that the buyer shares the purchasing decision with several people including users, influencers, deciders, gatekeepers. In many cases, top management plays a part in making a purchase decision.

Question 3

The approaches used to serve business customers in international markets are even more varied than those required to reach individual consumers.

Accepted Answer

The basic approaches marketers use to deal with business customers in international markets are much less varied than those required to reach individual consumers.

Question 4

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.

Accepted Answer

Most organizations make purchases with the basic intent to satisfy their own customers and clients.

Question 5

Purchasing managers are buying specialists for organizations and may have a lot of power.

Accepted Answer

Many organizations rely on specialists or purchasing managers to ensure that purchases are handled sensibly.

Question 6

In a large company, the "buying center" refers to all of the purchasing managers who work for the firm.

Accepted Answer

A buying center is made up of all the people who participate in or influence a purchase-users, buyers, influencers, deciders, gatekeepers.

Question 7

Organizational buyers often buy on the basis of a set of purchasing specifications.

Accepted Answer

Organizational buyers often buy on the basis of a set of purchasing specifications-a written (or electronic) description of what the firm wants to buy.

Question 8

A seller's marketing mix should satisfy BOTH the needs of the customer company and the needs of individuals in the buying center.

Accepted Answer

Sellers need to find an overlapping area where both the needs of the customer company as well as the needs of individuals who influence the purchase are satisfied.

Question 9

Purchasing managers seldom use purchasing specifications to buy on the Internet.

Accepted Answer

Purchasing managers often buy on the basis of a set of purchasing specifications whether written or electronic.

Question 10

The process of organizational buying is entirely different from consumer buying.

Accepted Answer

Organizational buying is not entirely different from consumer buying. It tends to be different from buying by final consumers only in a few specific ways.

Question 11

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

Accepted Answer

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

Question 12

A buying center is generally thought of as all the people who participate in or influence a purchase.

Accepted Answer

Different people may make up a buying center from one decision to the next. Hence, a buying center includes all the people who participate in or influence a purchase.

Question 13

A person who needs to purchase something usually completes a requisition.

Accepted Answer

A person who needs to purchase something usually completes a requisition-a request to buy something.

Question 14

Organizational buyers are also referred to as industrial or intermediate buyers.

Accepted Answer

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

Question 15

Dependability of supply is usually much less important than price for most business customers.

Accepted Answer

An organization may not be able to function if purchases don't arrive when they're expected so dependability is often the most important thing.

Question 16

"Multiple buying influence" means that several people in an organization share in making a purchase decision, but top management is never involved.

Accepted Answer

Multiple buying influence means that several people-perhaps even top management-play a part in making a purchase decision.

Question 17

A requisition is a request to buy something.

Accepted Answer

A person who needs to purchase something usually completes a requisition-a request to buy something.

Question 18

Organizational buyers are often referred to as the B2B market.

Accepted Answer

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

Question 19

Business and organizational customers are selective buyers who buy for the sole purpose of resale.

Accepted Answer

Business and organizational customers make purchases to satisfy their own customers and clients. Wholesalers or retailers buy products so they can profitably resell to their customers.

Question 20

Multiple-buying influence means that the buyer shares the purchasing decision with several people.

Accepted Answer

Multiple-buying influence means that the buyer shares the purchasing decision with users, influencers, deciders, gatekeepers.

Quiz 6: Business and Organizational Customers and Their Buying Behavior

Organizations always focus on economic factors when they make purchase decisions and are never as emotional as final consumers in their buying behavior.

Multiple buying influence means that several people except top management share in making a purchase decision.

The approaches used to serve business customers in international markets are even more varied than those required to reach individual consumers.

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.

Purchasing managers are buying specialists for organizations and may have a lot of power.

In a large company, the "buying center" refers to all of the purchasing managers who work for the firm.

Organizational buyers often buy on the basis of a set of purchasing specifications.

A seller's marketing mix should satisfy BOTH the needs of the customer company and the needs of individuals in the buying center.

Purchasing managers seldom use purchasing specifications to buy on the Internet.

The process of organizational buying is entirely different from consumer buying.

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

A buying center is generally thought of as all the people who participate in or influence a purchase.

A person who needs to purchase something usually completes a requisition.

Organizational buyers are also referred to as industrial or intermediate buyers.

Dependability of supply is usually much less important than price for most business customers.

"Multiple buying influence" means that several people in an organization share in making a purchase decision, but top management is never involved.

A requisition is a request to buy something.

Organizational buyers are often referred to as the B2B market.

Business and organizational customers are selective buyers who buy for the sole purpose of resale.

Multiple-buying influence means that the buyer shares the purchasing decision with several people.