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

• 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)

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

• A) False
• B) True
• C)
• D)

Business demand ultimately derives from the demand for consumer goods.

• 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) True
• B) False
• C)
• D)

The buying decision process and buying center are not influenced by Individual factors.

• A) False
• B) True
• C)
• D)

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

• A) True
• B) False
• 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)

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

• A) True
• B) False
• C)
• D)

Gatekeepers have formal or informal power to select or approve the final suppliers.

• A) True
• B) False
• C)
• D)

The buying decision process and buying center are influenced by internal organizational factors.

• A) True
• B) False
• C)
• D)

Karachi Gifts divides its markets into units of nations, regions, and cities. Bombay uses geographic segmentation.

• A) True
• B) False
• C)
• D)

In the performance review stage, the seller or the buyer may modify, continue, or cancel the business arrangement.

• A) False
• B) True
• C)
• D)

The widespread use of mass marketing has masked the fact that for centuries consumers were served as individuals where businesses practiced individual marketing.

• A) True
• B) False
• C)
• D)

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

• A) True
• B) False
• C)
• D)

In the proposal solicitation stage of the business buying process, the buyer invites qualified suppliers to submit proposals.

• A) True
• B) False
• C)
• D)

The buying decision process and buying center are influenced by Interpersonal factors.

• A) True
• B) False
• C)
• D)

The newer the buying task, and the more complex and costly the item, the lesser the amount of time the buyer will spend searching for suppliers.

• A) True
• B) False
• C)
• D)

A product’s position is the way the product is defined by the retailers who sell it to target markets. It is how it is defined on important attributes—the place the product occupies in the retailers’ minds relative to competing products.

• A) False
• B) True
• C)
• D)

At a recent marketing seminar, the featured speaker stated that a target market consists of a set of buyers who share common needs or characteristics that the company decides to serve. You believe this is a correct definition.

• A) False
• B) True
• C)
• D)