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?
- Fewer potential buyers in organizational buying (correct)
- More emotional factors in organizational buying
- Fewer potential buyers in consumer buying
- More rational decision-making in consumer 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?
- To maintain business with important customers (correct)
- To reduce the influence of large customers
- To enhance key account selling
- To increase competition among the customers
What is the significance of the growth of key account selling?
What is the significance of the growth of key account selling?
- It results in more rational decision-making
- It emphasizes the importance of large customers
- It leads to a decrease in potential buyers
- It reflects the close relationship between buyers and sellers (correct)
What is likely true about organizational buying compared to consumer buying?
What is likely true about organizational buying compared to consumer buying?
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?
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?
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?
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?
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?
Which factor makes organizational buying more complex?
Which factor makes organizational buying more complex?
What is the main focus of understanding customers in consumer buying behavior?
What is the main focus of understanding customers in consumer buying behavior?
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?
