quiz006 - Chapter 06 Quiz - Business and Organizational...

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Chapter 06 Quiz - Business and Organizational Customers and Their Buying Behavior 1. Which of the following is a business or organizational customer? 1. producers of goods or services. 2. a retailer. 3. a wholesaler. 4. a government agency. 5. All of the above are business and organizational customers. Feedback: LearnObj: 1 Page: 140 2. Which of the following is NOT true regarding organizational buyers? 1. Buyers for all kinds of organizations (governments, nonprofit groups, intermediaries) tend to buy in much the same way as do manufacturers. 2. The basic aspects of business customer buying behavior tend to be quite similar in the U.S. and in international markets. 3. Marketing strategies aimed at them are often tailored to each individual customer. 4. Their purchases are made to help their organizations meet the demands for their products. 5. Their needs are usually harder to define than for final consumers. Feedback: LearnObj: 1 Page: 141 3. In comparison to the buying of final consumers, the purchasing of organizational buyers: 1. is strictly economic and not at all emotional. 2. is always based on competitive bids from multiple suppliers. 3. leans basically toward economy, quality, and dependability. 4. is even less predictable. 5. Both A and C are true statements. Feedback: LearnObj: 1 Pages: 141-142 4. A modified rebuy would be most likely when: 1. A railroad plans to change from steel to aluminum rail cars to cut weight. 2. A car producer is developing a sportier car which will require wider tires.
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3. A bread producer is placing its weekly order for flour. 4. A computer producer is buying new assembly line equipment. 5. A shoe factory needs more glue to attach heels to its shoes. Feedback: LearnObj: 3 Page: 148 5. Regarding e-commerce website resources: 1. Purchasing specifications are commonly used online to describe what a firm wants to buy. 2.
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This note was uploaded on 05/09/2011 for the course BUSI 406 taught by Professor Williamperreault during the Spring '11 term at University of North Carolina School of the Arts.

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quiz006 - Chapter 06 Quiz - Business and Organizational...

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