Business Buyer Behavior: Major Types of Buying Situations
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Questions and Answers

What type of purchase decision requires thorough research, such as when buying a new product?

  • New task (correct)
  • Systems selling
  • Straight rebuy
  • Modified rebuy

Which of the following is NOT a participant in the business buying process?

  • Sellers (correct)
  • Gatekeepers
  • Influencers
  • Deciders

When does problem recognition occur in the business buying process?

  • During product specification
  • When evaluating alternative suppliers
  • When someone in the company recognizes a problem or need (correct)
  • After the purchase decision

What does 'general need description' in the business buying process refer to?

<p>The general characteristics and quantity of a needed item (D)</p> Signup and view all the answers

Which type of purchase decision involves modifying the product specification, price, terms, or suppliers?

<p>Modified rebuy (B)</p> Signup and view all the answers

What is the process where the buyer writes the final order with the chosen supplier(s), listing the technical specifications, quantity needed, expected time of delivery, return policies and warranties?

<p>Order-routine specifications (A)</p> Signup and view all the answers

What is the approach to cost reduction where components are studied to determine if they can be redesigned, standardised or made with less costly methods of production?

<p>Value analysis (A)</p> Signup and view all the answers

Which stage of the business buying process involves the buyer assessing the performance of the supplier and deciding to continue, modify, or drop the arrangement?

<p>Performance review (B)</p> Signup and view all the answers

What does downsizing involve in the context of business portfolio planning?

<p>Eliminating products or business units that are not profitable or no longer fit the company’s overall strategy (B)</p> Signup and view all the answers

What are relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors?

<p>Social classes (B)</p> Signup and view all the answers

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