Chapter 4: Consumer and Organizational Buyer Behavior

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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?

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?

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?

Organizational buying involves fewer potential buyers Signup and view all the answers

Why is it important for marketers to understand the differences between consumer and organizational buying?

To tailor marketing efforts according to buyer behavior 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?

The importance of close relationships with buyers 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?

To increase the potential revenue from the products Signup and view all the answers

What may be demanded by an organizational buyer in a powerful negotiating position with a seller?

Concessions in return for placing the order Signup and view all the answers

Why are business-to-business markets sometimes characterized by a contract being agreed before the product is made?

To ensure a guaranteed revenue for sellers Signup and view all the answers

Which factor makes organizational buying more complex?

Influence of different levels of organization on purchase decisions Signup and view all the answers

What is the main focus of understanding customers in consumer buying behavior?

Understanding their buying habits and preferences 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?

A number of individuals may interact to influence the purchase decision Signup and view all the answers

Chapter 4: Consumer and Organizational Buyer Behavior

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Questions and Answers

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?

What is the significance of the growth of key account selling?

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?

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?

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?

Which factor makes organizational buying more complex?

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?

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