Chapter 6

Business Markets and Business Buyer Behavior

GENERAL CONTENT: Multiple-Choice Questions

1. Business buying behavior refers to the buying behavior of organizations that buy ________.
a. goods purchased for the use of production
b. goods purchased by retailers
c. goods purchased by wholesalers
d. services supplied or rented to others
e. all of the above
2. In one way or another, most large companies sell to ________.
a. consumers
b. other organizations
c. employees
d. not-for-profit companies
e. the service sector
3. When compared to consumer markets, business markets are ________.
a. approximately the same
b. smaller
c. huge
d. There is no need to compare them.
e. A and D
4. All of the following are differences between business and consumer markets EXCEPT
________.
a. market structure and demand
b. nature of the buying unit
c. type of credit extended
d. types of decisions
e. the decision process involved
5. One of the many characteristics of the marketplace is that there are many ________
purchases made for each ________ purchase.
a. consumer; business
b. inexpensive; business
c. expensive; consumer
d. business; consumer
e. product; service
6. If we were to compare business purchasers to consumer purchasers, it would be safe to say
________.
a. they deal with far fewer but far larger buyers
b. they are paid and the consumer is not paid for buying
c. business buyers almost always work in committees
d. derived demand exists between business purchasers
e. none of the above
7. There is a substantial concentration of travel trailer manufacturers in Elkhart, Indiana, and
Lancaster County, Pennsylvania. This demonstrates that industrial markets tend to be
geographically ________.
a. dispersed

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b. concentrated
c. homogeneous
d. equidistant
e. focused
8. Hewlett-Packard and Dell buy Intel microprocessor chips because consumers buy personal
computers. This demonstrates an economic principle called ________.
a. elastic demand
b. fluctuating demand
c. derived demand
d. joint demand
e. market demand
9. It is because of ________ demand that many business goods and services tend to change
more, and more quickly, than the demand for consumer goods and services.
a. fluctuating
b. derived
c. inelastic
d. elastic
e. increasing
10. Unlike consumer purchases, a business purchase usually involves all of the following
EXCEPT ________.
a. better-trained decision participants
b. more professional decision participants
c. more decision participants
d. A and C
e. fewer participants
11. Either an individual or a group of decision makers can make a business purchase.
More people become involved in a business purchase decision when the purchase is more
________.
a. expensive
b.time consuming
c. complex
d.frequent
e. infrequent
12. With the recent shift to supply management teams, buyers now ________ those from whom
they buy and those to whom they sell.
a. are more friendly with
b. are better trained than
c. are more professional with
d. are more independent from
e. are more participative with
13. Large business purchasers usually call for detailed product specifications, written purchase
orders, careful supplier searches, and formal approval. Because of this, we say the business
buying process is more ________.
a. formalized
b. professional
c. strategic
d. time consuming
e. concentrated
14. The owners of the company you work for have developed a core of suppliers and are working
closely with them. This is an example of ________ management.
a. channel

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b. network relationship
c. channel captain
d. core channel
e. supplier development
15. It is not sufficient to only meet a B-to-B customer’s current needs. Business marketers also
need to partner with customers to help ________.
a. make money
b. increase profits
c. solve their problems
d. please their customers
e. negotiate prices
16. At which level will marketers want to know how business buyers will respond to
various marketing stimuli?
a. basic
b. intermediate
c. advanced
d. business
e. none of the above
17. Although there are many differences between B-to-B marketing and consumer buying, both
reply to the same four stimuli: product, price, promotion, and ________.
a. precision
b. preselling
c. place
d. predetermined standards
e. packaging
18. In a typical organization, buying activity consists of two major parts: the buying ________
and the buying ________.
a. committee; time
b. time; reorder point
c. economic order quantity; reorder point
d. center; decision process
e. deciders; influencers
19. The buying center and the buying decision process are affected by many factors including all
of the following EXCEPT ________.
a. internal organization factors
b. interpersonal factors
c. individual factors
d. intrapreneurial
e. B and D
20. There are three major types of business buying. They include each of the following EXCEPT
________.
a. straight rebuy
b. modified rebuy
c. new task
d. reversed rebuy
e. all of the above

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