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1、文档供参考，可复制、编制，期待您的好评与关注！ Chapter 6 Business Markets and Business Buyer Behavior1) 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 productsB) services for use in production of other servicesC) pro
2、ducts purchased to resell to othersD) products purchased to rent to othersE) products purchased for personal consumptionAnswer: EDiff: 1Page Ref: 168Skill: ConceptObjective: 6-12) In one way or another, most large companies sell to _.A) consumersB) other organizationsC) employeesD) not-for-profit co
3、mpaniesE) the service sectorAnswer: BDiff: 2Page Ref: 168Skill: ConceptObjective: 6-13) Which of the following is NOT a way that business and consumer markets differ?A) market structure and demandB) nature of the buying unitC) satisfaction of needs through purchasesD) types of decisionsE) decision p
4、rocessesAnswer: CDiff: 3Page Ref: 169Skill: ConceptObjective: 6-14) There are many sets of _ purchases made for each set of _ purchases.A) consumer; businessB) tangible; intangibleC) service; productD) business; consumerE) product; serviceAnswer: DDiff: 2Page Ref: 168Skill: ConceptObjective: 6-15) W
5、hich 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 s
6、ame decision buying process.Answer: ADiff: 2Page Ref: 169Skill: ConceptObjective: 6-16) In a typical organization, buying activity consists of two major parts: the buying _ and the buying _.A) committee; timeB) time; reorder pointC) economic order quantity; reorder pointD) center; decision processE)
7、 deciders; influencersAnswer: DDiff: 3Page Ref: 172Skill: ConceptObjective: 6-27) The buying center and the buying decision process are affected by all of the following factors EXCEPT _.A) internal organization factorsB) interpersonal factorsC) individual factorsD) external environmental factorsE) s
8、elf-concept factorsAnswer: EDiff: 2Page Ref: 172Skill: ConceptObjective: 6-28) The decision-making unit of a buying organization is called the _.A) business buyerB) buying centerC) buying systemD) business-to-business marketE) supplier-development centerAnswer: BDiff: 1Page Ref: 174Skill: ConceptObj
9、ective: 6-29) 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 teamB) cross-functional teamC) buying centerD) quality management cente
10、rE) partnership management teamAnswer: CDiff: 2Page Ref: 174Skill: ConceptObjective: 6-210) A(n) _ controls the flow of information to others in the buying center.A) userB) influencerC) buyerD) gatekeeperE) deciderAnswer: DDiff: 1Page Ref: 174AACSB: CommunicationSkill: ConceptObjective: 6-211) A buy
11、ing 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 limitsB) informal job titlesC) buying rolesD) status rolesE) marketing positionsAnswer: CDiff: 3Page Ref: 174Skill: ConceptObjective: 6-
12、212) Which of the following is NOT included in the decision-making unit of a buying organization?A) individuals who use the product or serviceB) individuals who influence the buying decisionC) individuals who make the buying decisionD) individuals who supply the productE) individuals who control buy
13、ing informationAnswer: DDiff: 2Page Ref: 174Skill: ConceptObjective: 6-213) 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
14、 accurately categorized as _ and _.A) individual; environmentalB) organizational; interpersonalC) individual; organizationalD) environmental; interpersonalE) organizational; environmentalAnswer: EDiff: 3Page Ref: 176Skill: ConceptObjective: 6-214) Which of the following types of factors influencing
15、members of a buying center are typically the most difficult for marketers to assess?A) economicB) technologicalC) interpersonalD) organizationalE) politicalAnswer: CDiff: 3Page Ref: 176Skill: ConceptObjective: 6-215) Policies, procedures, and systems are all examples of _ influences on business buyer behavior.A) envir
