Mount Sinai High School

MKT 310

Marketing-Chapter 6 Review

1)How is the business-buying decision process different from the consumer-buying decision process? A.Business-to-business marketers keep customers by meeting current needs and by partnering with them to help solve their problems.

2. Business-to-business marketers do not work as closely with their customers as consumer marketers.

3. Business buyers face less complex buying decisions than consumers do.
4. The business-buying decision process is shorter than the consumer-buying decision process. E.Business-buying decisions are less formal.

2. Which of the following is a business-to-business market transaction? A.The U.S. government buying supplies for military personnel

B.A grocery store buying cereal from Kellogg's

A person buying his or her weekly groceries

D.A family vacationing at Disneyland

E.A hospital buying medical supplies

3. What is the nature of demand in business markets? A.Demand in business markets is elastic.

2. Business market demand is independent of consumer market demand.
3. Changes in consumer demand will cause changes in business demand.
4. Demand in business markets does not fluctuate.
5. Demand in business markets fluctuates less than in consumer markets.

4. Which of the following statements is not a difference between business markets and consumer markets?
   1. Buyers face more complex buying decisions.
   2. Business demand is a derived demand.
   3. The buying process is more formalized.
   4. The buying decision involves more professionals.
   5. The market is very small and limited.
5. Which of the following statements regarding the business market is correct?
   1. In the business market buying process, buyers and sellers are less dependent on each other than in the consumer market.
   2. Business marketers normally deal with far fewer but far larger buyers than the consumer marketer does.
   3. The business market is not as large as the consumer market in terms of dollars spent and items purchased.
   4. The business market has more buyers than the consumer market.
   5. Business buying decisions are less complex than consumer buying decisions.

6. Every Monday a pizzeria places the same order with its supplier for pepperoni. Which type of buying situation does this represent?

A.A consumer transaction

B.A new task situation

C.A modified rebuy

D.A straight rebuy

E.Systems selling

7.                    are members of the buying center who help define specifications and provide information for evaluating alternatives.
   1. Influencers B.Buyers C.Deciders D.Gatekeepers E.Users
8. A business buying situation in which the buyer reorders something without any modifications is known as a                                  

8. 1. new task
   2. straight rebuy
   3. buying center
   4. modified rebuy
   5. systems solution
9. Motives, perceptions and preferences are            factors than can influence the business-buying decision process.
   1. interpersonal B.organizational C.individual D.cultural E.economic
10. A university is buying notebook computers for its faculty. The university's Information Technology department has been asked to provide specifications and recommendations for this purchase. The IT department is playing which role in the university's buying center?
    1. Buyer B.Decider C.Gatekeeper D.User E.Influencer

11. In which type of buying situation will a buyer usually go through all the stages of the business buying process?
    1. The purchase of raw materials

B.A modified rebuy

C.A straight rebuy

D.The purchase of a business service

E.A new task-buying situation

12. Developing product specifications follows       in the business buyer decision process.
    1. general need description
    2. supplier search C.performance review D.supplier selection

E.proposal solicitation

13.          is the stage of the business-buying decision process that occurs after a problem is recognized and a general need description is developed.
    1. Proposal solicitation
    2. Supplier selection
    3. Product specification
    4. Need recognition E.Performance review
14. Items such as technical specifications, quantities, delivery times, return policies, and warranties are included in the  .
    1. order-routine specification
    2. proposal solicitation
    3. supplier selection
    4. general need description
    5. product specification

15.           includes the final order with the chosen supplier or suppliers and lists other required items. A.Performance review

2. Order-routine specification
3. Product specification
4. Supplier search
5. Vendor-managed inventory

16. To do e-procurement, companies can conduct       , in which they put their purchasing requests online and invite suppliers to bid for the business.
    1. reverse auctions
    2. trading exchanges
    3. intranet link
    4. company buying site
    5. extranet link
17. Business-to-business marketers are now using a wide range of digital and social media marketing approaches to           .
    1. hire new employees
    2. attract new consumer markets
    3. promote the use of social media
    4. engage business customers and manage customer relationships
    5. search for better products
18. When using digital marketing, B-to-B marketers are targeting   that affect buying decisions for   .
    1. individuals; social media B.consumers; businesses C.businesses; social media D.businesses; individuals E.individuals; businesses
19.           have rapidly become the new platforms for engaging business customers. A.Traditional and antiquated marketing

2. Door-to-door and in-person marketing
3. Social media and digital marketing
4. Consumer and employee marketing E.Cold-call and phone marketing

20. The rapidly expanding use of e-procurement in business-to-business deals provides several advantages; however, one of the disadvantages is                                                                    .
    1. it pits suppliers against one another
    2. it reduces time between order and delivery
    3. it helps finds better supply sources
    4. it shaves transaction costs
    5. it eliminates paperwork

21. Which of the following statements regarding the institutional market is correct? A.Institutional buyers always seek to minimize costs.

2. Institutional markets are characterized by low budgets and captive patrons.
3. Institutional markets are relatively small.
4. Institutional markets are characterized by large budgets.
5. Marketers do not recognize the special characteristics and needs of institutional buyers.