Question 1

Why is it difficult to assess interpersonal factors that influence the business buying process?

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Question 2

Describe two advantages of using multiple source contracts.

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Question 3

Why is the new-task buying situation both a great opportunity and a challenge for a marketer?

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Question 4

Which roles in the buying center are likely to change with different purchases?

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Question 5

When are business buyers most likely to make decisions heavily influenced by personal factors?

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Question 6

Although a company has purchased printers and copiers before from Xerox."Out" supplier,Canon,now offers the firm a multitasking machine that prints,copies,scans,and faxes.Explain what type of buying situation this is.

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Question 7

Explain the buyer center role of the influencer.

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Question 8

What type of non-economic criteria influence government buying?

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Question 9

How can marketers influence business buyers who are in the problem recognition stage?

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Question 10

What information is a buyer likely to include in the general need description?

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Quiz 6: Business Markets and Business Buyer Behavior