Podcast
Questions and Answers
What is one of the important differences in emphasis between consumer and organizational buying?
What is one of the important differences in emphasis between consumer and organizational buying?
Why is it important for suppliers to invest in long-term relationships with large customers?
Why is it important for suppliers to invest in long-term relationships with large customers?
What is the significance of the growth of key account selling?
What is the significance of the growth of key account selling?
What is likely true about organizational buying compared to consumer buying?
What is likely true about organizational buying compared to consumer buying?
Signup and view all the answers
Why is it important for marketers to understand the differences between consumer and organizational buying?
Why is it important for marketers to understand the differences between consumer and organizational buying?
Signup and view all the answers
What is reflected in the fact that 80% of output in industrial product marketing is sold to 10–15 organizations?
What is reflected in the fact that 80% of output in industrial product marketing is sold to 10–15 organizations?
Signup and view all the answers
In business-to-business marketing, why do sellers often tailor their product offerings to meet the specific requirements of buyers?
In business-to-business marketing, why do sellers often tailor their product offerings to meet the specific requirements of buyers?
Signup and view all the answers
What may be demanded by an organizational buyer in a powerful negotiating position with a seller?
What may be demanded by an organizational buyer in a powerful negotiating position with a seller?
Signup and view all the answers
Why are business-to-business markets sometimes characterized by a contract being agreed before the product is made?
Why are business-to-business markets sometimes characterized by a contract being agreed before the product is made?
Signup and view all the answers
Which factor makes organizational buying more complex?
Which factor makes organizational buying more complex?
Signup and view all the answers
What is the main focus of understanding customers in consumer buying behavior?
What is the main focus of understanding customers in consumer buying behavior?
Signup and view all the answers
What makes decision making in consumer purchases more complex when made by a buying center, such as a household?
What makes decision making in consumer purchases more complex when made by a buying center, such as a household?
Signup and view all the answers
