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)

Your assignment at work is to divide buyers into different groups based on social class, lifestyle, and personality characteristics. After a planning session with the marketing and sales staff, you issue a memo to upper management recommending psychographic segmentation. You are right on target.

• A) False
• B) True
• C)
• D)

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

• A) True
• B) False
• C)
• D)

The order-routine specification includes the final order with the chosen supplier or suppliers and lists items such as technical specifications, quantity needed, expected delivery time, return policies, and warranties.

• A) True
• B) False
• C)
• D)

In evaluating different market segments, a firm must look at three factors: segment size and growth, segment structural attractiveness, and company objectives and resources.

• A) False
• B) True
• C)
• D)

Within the organization, buying activity consists of two major parts: the buying center and the buying decision process.

• A) True
• B) False
• C)
• D)

There are less participants involved in modified rebuy as compared to straight rebuy.

• A) True
• B) False
• C)
• D)

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

• A) True
• B) False
• C)
• D)

Because there is such variation among the economies of countries around the world, it is not practical to segment international markets on the basis of economic factors.

• 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 internal organizational factors.

• A) False
• B) True
• C)
• D)

Niche marketing offers smaller companies an opportunity to compete by focusing their limited resources on serving niches that may be unimportant to or overlooked by larger companies.

• A) True
• B) False
• C)
• D)

The main differences between business and consumer markets are in market structure and demand, the nature of the buying unit, and the types of decisions and the decision process involved.

• A) True
• B) False
• 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)

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

• A) True
• B) False
• C)
• D)

Derived demand means that the demand of an organization is dependent on consumer demand.

• A) True
• B) False
• C)
• D)