Business Markets and Business Buyer Behavior

What type of business demand ultimately derives from the demand for consumer goods, as exemplified by the demand for Corning's Gorilla Glass being dependent on consumer purchases of devices like laptops and smartphones?

In the business buying process, which of the following is a routine purchase where the buyer reorders something without any changes?

Who are the members of a buying organization that will actually use the purchased product or service and often initiate the buying proposal?

What is the first stage in the eight-stage business buyer decision process?

What is the term for online and digital purchasing in a business-to-business context, which has grown rapidly in recent years?

The institutional market is characterized by which of the following features?

Compared to consumer markets, business markets typically have which of the following characteristics?

In the business buying process, individuals who control the flow of information to others, such as purchasing agents who can prevent salespersons from seeing users or deciders, are known as what?

What is the term for the business buying situation where a buyer wants to modify product specifications, prices, terms, or suppliers?

According to the text, what is the practice of systematically developing networks of supplier-partners to ensure a dependable supply of products and materials?

What is the second stage of the business buying process, where a buyer describes the general characteristics and quantity of a needed item?

Which of the following is an example of an environmental factor influencing business buyer behavior?

The strategy of buying a packaged solution to a problem from a single seller, avoiding all the separate decisions involved in a complex buying situation, is known as what?

What is the final stage in the business buying process?

How many buying units does the U.S. government contain, making it the world's largest buyer of goods and services?

Business marketers often promote their products directly to final consumers to increase business demand. This is a response to what characteristic of business markets?

In the context of the buying center, who are the people who often help define product specifications and provide information for evaluating alternatives, with technical personnel being particularly important in this role?

What type of buying situation presents the marketer's greatest opportunity and challenge, as it involves a company buying a product or service for the first time?

The stage of the business buying process in which the buyer tries to find the best vendors is known as what?

What is the primary benefit of business-to-business e-procurement for buyers?

According to the text, how much does the U.S. government purchase in goods and services each year?

Which of the following is NOT listed as a major influence on business buyer behavior in the chapter's model?

In the case of a complex purchase in a large company, the buying center may include how many people?

An approach to cost reduction where components are studied carefully to determine if they can be redesigned, standardized, or made by less costly methods is called what?

What is the main reason that B-to-B marketers for a company like Maersk Line, a container shipping company, would engage in social media marketing?

How many criminal corrections inmates are there in the United States, representing a huge institutional market?

Which of the following best describes the buying decision process for a business buyer in a straight rebuy situation?

What is the key difference between business markets and consumer markets regarding the nature of the buying unit?

Which individual in the buying center has the formal or informal power to select or approve the final suppliers?

What is the third stage of the business buying process, where the buying organization develops the item's technical specifications?

Which of the following is a potential problem with B-to-B e-procurement?

Approximately how many years did it take for IBMer Vivek Gupta to secure the large contract with Vodafone in India?

One of the main differences between business and consumer markets is that business demand tends to be more what?

The business buying process tends to be more _______ than the consumer buying process.

When IBM runs its 'Cognitive Business: Outthink' campaign, it is positioning itself as a company that does what?

What type of market do schools, hospitals, and prisons belong to?

What is the primary characteristic of buying in the government market?

In the business buying model, which of the following is an example of an 'other stimuli' affecting the buying organization, as opposed to a 'marketing stimuli'?

An approach where business marketers work closely with customers from helping define problems to finding solutions and supporting after-sale operation is a key aspect of which trend?

In the stage of supplier selection, what does the buying center often do?

What is one of the main advantages of creating extranet links with key suppliers for e-procurement?

What is the average spending per prisoner annually in the U.S. prison system, an example of an institutional market?

In a new task buying situation, the buyer makes how many decisions compared to other buying situations?

What is the primary reason business-to-business marketers like IBM now focus on partnering with customers to solve their problems?

According to the text, what percentage of its sales did P&G make from Walmart?

What type of market are schools, hospitals, and nursing homes part of?

According to the text, what is the value of IBM, the most valuable B-to-B brand in the world?

How many major types of buying situations are there in business markets?

What is the first stage in the business buying process?

What is the final stage in the business buying process?