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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? 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? 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? 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
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