MKT201 CHAP 11 | Questions and Answers
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1)_______________A number of A
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 D
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 B
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 D
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?
A) Personal selling is more cost-
efficient than advertising.
B) Personal selling is more time-
efficient than advertising.
C) Organizational buyers do not
respond to advertising or
promotions.
D) Organizational buyers
typically require more face-to-
face contact with sellers than end
consumers do.
5) Many factors have been C
identified to distinguish
organizational and industrial
purchase decisions from
individual consumer decisions.
Which of the following is NOT
one of those distinctions?
A) Purchase decisions made by
companies frequently involve
many people.
B) Organizational and industrial
products are often bought
according to precise,
technical specifications.
C) Impulse buying in
organizational purchasing is
a common occurrence
because of sales stimulation
from direct salespeople.
D) Decisions are often risky.
6) Like end consumers, B
organizational buyers are
influenced by both internal and
external stimuli. Which of the
following is an example of an
organizational buyer's internal
stimuli?
A) the nature of the organization
B) the buyer's willingness to take
risks
, C) the technological
environment's impact on the
organization
D) the economic environment's
impact on the organization
7) In many organizations, D
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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Save
1)_______________A number of A
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 D
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 B
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 D
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?
A) Personal selling is more cost-
efficient than advertising.
B) Personal selling is more time-
efficient than advertising.
C) Organizational buyers do not
respond to advertising or
promotions.
D) Organizational buyers
typically require more face-to-
face contact with sellers than end
consumers do.
5) Many factors have been C
identified to distinguish
organizational and industrial
purchase decisions from
individual consumer decisions.
Which of the following is NOT
one of those distinctions?
A) Purchase decisions made by
companies frequently involve
many people.
B) Organizational and industrial
products are often bought
according to precise,
technical specifications.
C) Impulse buying in
organizational purchasing is
a common occurrence
because of sales stimulation
from direct salespeople.
D) Decisions are often risky.
6) Like end consumers, B
organizational buyers are
influenced by both internal and
external stimuli. Which of the
following is an example of an
organizational buyer's internal
stimuli?
A) the nature of the organization
B) the buyer's willingness to take
risks
, C) the technological
environment's impact on the
organization
D) the economic environment's
impact on the organization
7) In many organizations, D
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
