Test 5 review - Consumer Behavior, 9e (Solomon) Chapter 11...

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Consumer Behavior, 9e (Solomon) Chapter 11 Organizational and Household Decision Making Multiple Ch 11 1) A number of specific decision roles are played when a collective decision must be made. The person who brings up the idea or need is the ________. A) initiator B) gatekeeper C) influencer D) buyer 2) ________ buyers are people who purchase goods and services on behalf of companies for use in the process of manufacturing, distribution, or resale. A) Individual B) Consumer C) Global D) Organizational 3) ________ marketers specialize in meeting the needs of organizations such as corporations, government agencies, hospitals, and retailers. A) Consumer B) Business-to-business C) Filter-down D) Horizontal 4) Business-to-business marketing often involves more of an emphasis on personal selling than on advertising or other forms of promotion. Which of the following is the chief reason for this emphasis? A) Personal selling is more cost-efficient than advertising. B) Personal selling is more time-efficient than advertising. C) Organizational buyers do not respond to advertising or promotions. D) Organizational buyers typically require more face-to-face contact with sellers than end consumers do. 5) Many factors have been identified to distinguish organizational and industrial purchase decisions from individual consumer decisions. Which of the following is NOT one of those distinctions? A) Purchase decisions made by companies frequently involve many people. B) Organizational and industrial products are often bought according to precise, technical specifications. C) Impulse buying in organizational purchasing is a common occurrence because of sales stimulation from direct salespeople. D) Decisions are often risky. 1
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6) Like end consumers, organizational buyers are influenced by both internal and external stimuli. Which of the following is an example of an organizational buyer's internal stimuli? A) the nature of the organization B) the buyer's willingness to take risks C) the technological environment's impact on the organization D) the economic environment's impact on the organization 7) In many organizations, more complex organizational decisions tend to be made by a(n) ________ in which different individuals play different roles in the decision-making process. A) value chain B) purchasing network C) information blog D) buying center 8) When a B2B buyer purchases the same product over and over without modification, the buying strategy is known as a(n) ________. A) old task B) straight rebuy C) modified rebuy D) new task 9) Many companies are finding that it's both cost efficient and productive to call on outsiders from around the world to solve problems their own researchers can't handle. The Internet provides a great mechanism for assembling the solutions. A new term to describe this form of outsourcing is ________. A) netsourcing
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This note was uploaded on 09/01/2011 for the course BUSINESS 101 taught by Professor Jones during the Spring '11 term at Southern Nazarene.

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Test 5 review - Consumer Behavior, 9e (Solomon) Chapter 11...

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