kotlerchapter6.docx
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kotlerchapter6.docx
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kotlerchapter6
Chapter6BusinessMarketsandBusinessBuyerBehavior
1)InwhichofthefollowingwaysisGElikemostotherlargecompanies?
A)Itproduceshundredsofproductsforawiderangeofmarkets.
B)Ithasanentertainmentdivision.
C)Ithasafinancedivision.
D)Mostofitsbusinesscomesfromfinalconsumers.
E)Mostofitsbusinesscomesfromcommercialandindustrialcustomers.
Answer:
E
Diff:
1PageRef:
168
Skill:
Concept
Objective:
6-1
2)Asapurchasingagent,BenniLopezbuysgoodsandservicesforuseintheproductionofproductsthataresoldandsuppliedtoothers.Benniisinvolvedin________.
A)consumerbuyingbehavior
B)post-purchasedissonance
C)retailbuyerbehavior
D)businessbuyerbehavior
E)interpretivebusinessresearch
Answer:
D
Diff:
1PageRef:
168
Skill:
Concept
Objective:
6-1
3)BusinessbuyingbehaviorreferstothebuyingbehavioroforganizationsthatbuyallofthefollowingEXCEPT________.
A)productsforuseinproductionofotherproducts
B)servicesforuseinproductionofotherservices
C)productspurchasedtoreselltoothers
D)productspurchasedtorenttoothers
E)productspurchasedforpersonalconsumption
Answer:
E
Diff:
1PageRef:
168
Skill:
Concept
Objective:
6-1
4)Inonewayoranother,mostlargecompaniessellto________.
A)consumers
B)otherorganizations
C)employees
D)not-for-profitcompanies
E)theservicesector
Answer:
B
Diff:
2PageRef:
168
Skill:
Concept
Objective:
6-1
5)Whencomparedtoconsumermarkets,businessmarketsare________.
A)approximatelythesame
B)smaller
C)huge
D)somewhatlarger
E)lesscomplex
Answer:
C
Diff:
2PageRef:
168
Skill:
Concept
Objective:
6-1
6)WhichofthefollowingisNOTawaythatbusinessandconsumermarketsdiffer?
A)marketstructureanddemand
B)natureofthebuyingunit
C)satisfactionofneedsthroughpurchases
D)typesofdecisions
E)decisionprocesses
Answer:
C
Diff:
3PageRef:
169
Skill:
Concept
Objective:
6-1
7)Therearemanysetsof________purchasesmadeforeachsetof________purchases.
A)consumer;business
B)tangible;intangible
C)service;product
D)business;consumer
E)product;service
Answer:
D
Diff:
2PageRef:
168
Skill:
Concept
Objective:
6-1
8)Whichofthefollowingistrueaboutbusinessmarketersincomparisontoconsumermarketers?
A)Theydealwithfarfewerbutfarlargerbuyers.
B)Theydealwithfarmorebutfarsmallbuyers.
C)Theydealwithamoreelasticmarket.
D)Theydealwithfewerdemandsinfluctuation.
E)Theydealwiththesamedecisionbuyingprocess.
Answer:
A
Diff:
2PageRef:
169
Skill:
Concept
Objective:
6-1
9)Hewlett-PackardandDellbuyIntelmicroprocessorchipsbecauseconsumersbuypersonalcomputers.Thisdemonstratesaneconomicprinciplecalled________.
A)elasticdemand
B)fluctuatingdemand
C)deriveddemand
D)jointdemand
E)marketdemand
Answer:
C
Diff:
2PageRef:
169
Skill:
Concept
Objective:
6-1
10)ThePureDrugCompanyproducesinsulin,aproductwithaverystabledemand,eventhoughthepricehaschangedseveraltimesinthepasttwoyears.Insulinisaproductwith________demand.
A)joint
B)service
C)inelastic
D)elastic
E)fluctuating
Answer:
C
Diff:
2PageRef:
169
Skill:
Concept
Objective:
6-1
11)Thedemandformanybusinessgoodsandservicestendstochangemore,andmorequickly,thanthedemandforconsumergoodsandservicesdoes.Thisisreferredtoas________demand.
A)fluctuating
B)derived
C)inelastic
D)elastic
E)supplier
Answer:
A
Diff:
1PageRef:
169
Skill:
Concept
Objective:
6-1
12)Largebusinesspurchasersusuallycallfordetailedproductspecifications,writtenpurchaseorders,carefulsuppliersearches,andformalapproval.Theseareallexamplesofhowthebusinessbuyingdecisionprocessismore________thantheconsumerbuyingdecisionprocessis.
A)formalized
B)creative
C)relationship-oriented
D)independent
E)concentrated
Answer:
A
Diff:
2PageRef:
170
Skill:
Concept
Objective:
6-1
13)Theownersofthecompanyyouworkforhavedevelopedacorenetworkofsupplierstheyareworkingcloselywithtoensureanappropriateanddependablesupplyofproducts.Thisisanexampleof________management.
A)valuechain
B)networkrelationship
C)channelcaptain
D)corechannel
E)supplierdevelopment
Answer:
E
Diff:
1PageRef:
170
Skill:
Concept
Objective:
6-1
14)Althoughtherearemanydifferencesbetweenbusinessbuyingbehaviorandconsumerbuyingbehavior,bothrespondtothesamefourstimuli:
product,price,promotion,and________.
A)precision
B)personalrelationships
C)place
D)publicity
E)packaging
Answer:
C
Diff:
2PageRef:
172
Skill:
Concept
Objective:
6-2
15)Inatypicalorganization,buyingactivityconsistsoftwomajorparts:
thebuying________andthebuying________.
A)committee;tim
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