很多人来到医院手术，他们会感到焦虑或者不安
Chapter 6 Business Markets and Business Buyer Behavior
1) Business buying behavior refers to the buying behavior of organizations that buy all of the following EXCEPT ________.
A) products for use in production of other products B) services for use in production of other services C) products purchased to resell to others D) products purchased to rent to others
E) products purchased for personal consumption Answer: E Diff: 1 Page Ref: 168 Skill: Concept Objective: 6-1
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 Answer: B Diff: 2 Page Ref: 168 Skill: Concept Objective: 6-1
3) Which of the following is NOT a way that business and consumer markets differ? A) market structure and demand B) nature of the buying unit
C) satisfaction of needs through purchases D) types of decisions E) decision processes Answer: C Diff: 3 Page Ref: 169 Skill: Concept Objective: 6-1
4) There are many sets of ________ purchases made for each set of ________ purchases.
A) consumer; business B) tangible; intangible C) service; product D) business; consumer
221
页脚内容
很多人来到医院手术，他们会感到焦虑或者不安
E) product; service Answer: D Diff: 2 Page Ref: 168 Skill: Concept Objective: 6-1
页脚内容
222
很多人来到医院手术，他们会感到焦虑或者不安
5) Which of the following is true about business marketers in comparison to consumer marketers?
A) They deal with far fewer but far larger buyers. B) They deal with far more but far small buyers. C) They deal with a more elastic market.
D) They deal with fewer demands in fluctuation. E) They deal with the same decision buying process. Answer: A Diff: 2 Page Ref: 169 Skill: Concept Objective: 6-1 6) 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 Answer: D Diff: 3 Page Ref: 172 Skill: Concept Objective: 6-2 7) The buying center and the buying decision process are affected by all of the following factors EXCEPT ________.
A) internal organization factors B) interpersonal factors C) individual factors
D) external environmental factors E) self-concept factors Answer: E Diff: 2 Page Ref: 172 Skill: Concept Objective: 6-2
8) The decision-making unit of a buying organization is called the ________. A) business buyer B) buying center C) buying system
D) business-to-business market E) supplier-development center
223
页脚内容
很多人来到医院手术，他们会感到焦虑或者不安
Answer: B Diff: 1 Page Ref: 174 Skill: Concept Objective: 6-2
9) A ________ consists of the actual users of products, those who control buying information, those who influence the decisions, those who do the actual buying, and those who make the buying decisions. A) supplier development team
B) cross-functional team C) buying center
D) quality management center
E) partnership management team Answer: C Diff: 2 Page Ref: 174 Skill: Concept Objective: 6-2
10) A(n) ________ controls the flow of information to others in the buying center.
A) user
B) influencer C) buyer
D) gatekeeper E) decider Answer: D Diff: 1 Page Ref: 174 AACSB: Communication Skill: Concept Objective: 6-2
11) A buying center is not a fixed, formally identified, unit within an organization, but rather a set of ________ assumed by different people for different purchases.
A) budgetary limits B) informal job titles C) buying roles D) status roles
E) marketing positions Answer: C Diff: 3 Page Ref: 174
页脚内容
224
很多人来到医院手术，他们会感到焦虑或者不安
Skill: Concept Objective: 6-2
12) Which of the following is NOT included in the decision-making unit of a buying organization?
A) individuals who use the product or service B) individuals who influence the buying decision C) individuals who make the buying decision D) individuals who supply the product
E) individuals who control buying information Answer: D Diff: 2 Page Ref: 174 Skill: Concept Objective: 6-2
13) The major influences on the buying process at General Aeronautics include company policies and systems, technological change, and economic developments. The types of influences on the buying process in this scenario are most accurately categorized as ________ and ________.
A) individual; environmental B) organizational; interpersonal C) individual; organizational D) environmental; interpersonal E) organizational; environmental Answer: E Diff: 3 Page Ref: 176 Skill: Concept Objective: 6-2
14) Which of the following types of factors influencing members of a buying center are typically the most difficult for marketers to assess?
A) economic
B) technological C) interpersonal D) organizational E) political Answer: C Diff: 3 Page Ref: 176 Skill: Concept Objective: 6-2
15) Policies, procedures, and systems are all examples of ________ influences
225
页脚内容
科特勒市场营销第六章习题与答案
