All business buying decisions follow all steps of the business buying process.

• A) True
• B) False
• C)
• D)

Shopping For The Rich and Famous is a buying service that helps wealthy clients find the best buys in exclusive clothing, high-end cars, travel, and financial services. This firm would use income segmentation.

• A) False
• B) True
• C)
• D)

In a straight rebuy, the buyer wants to alter product specifications, prices, terms, or suppliers.

• A) False
• B) True
• C)
• D)

A company buying a product or service for the first time faces a new task situation.

• A) False
• B) True
• C)
• D)

Gender segmentation has long been used in clothing, cosmetics, toiletries, and magazines.

• A) True
• B) False
• C)
• D)

Derived demand refers to the business demand that ultimately comes from the demand for consumer goods.

• A) True
• B) False
• C)
• D)

During proposal solicitation, the buying center often will draw up a list of desired supplier attributes and their relative importance.

• A) False
• B) True
• C)
• D)

Consumers position products with or without the help of marketers.

• A) False
• B) True
• C)
• D)

Behavioral segmentation requires finding the major advantages or features people look for in the product class, the kinds of people who look for each advantage or feature, and the major brands that deliver each advantage or feature.

• A) False
• B) True
• C)
• D)

Each firm should be able to find a single way to segment each market.

• A) True
• B) False
• C)
• D)

The business marketer normally deals with far fewer but far larger buyers than the consumer marketer does.

• A) True
• B) False
• C)
• D)

The buying center is a fixed and formally identified unit within the buying organization.

• A) False
• B) True
• C)
• D)

Ideally in the modified rebuy situation, the buyer does not think of changing the product specifications, price or a supplier.

• A) False
• B) True
• C)
• D)

When Kia offers a new model of car with the same features as a comparable Toyota or Ford and provides a longer warranty, it is following a more-for-less strategy.

• A) True
• B) False
• C)
• D)

Many marketers believe that behavior variables are the best starting point for building market segments.

• A) False
• B) True
• C)
• D)

Influencers often help define specifications and also provide information for evaluating alternatives.

• A) False
• B) True
• C)
• D)

In the business buying process, the buyer and seller are relatively less dependent on each other.

• A) False
• B) True
• C)
• D)

Today, most companies have moved away from mass marketing and are being choosier about the customers with whom they wish to build relationships.

• A) True
• B) False
• C)
• D)

Developing a stronger position within several segments creates more total sales than undifferentiated marketing across all segments.

• A) False
• B) True
• C)
• D)

Business buyers are subject primarily to economic influences when they make their buying decisions. Emotional or personal factors rarely are involved.

• A) True
• B) False
• C)
• D)