Ch. 5 - Business to Business Behaviour

Question 1

What are the similarities between organizational buyers and final consumers

Answer 1

• There has to be a need for a product for a purchase to be made
• There is a buying unit (a group)

Question 2

What are the differences between organizational buyers and final consumers

Answer 2

• Fewer but larger buyers, geographically concentrated (in cities)
• Derived demand (based on purchases by consumers)
• More people are involved and influenced by the decisions
• Multiple rational decision-makers
• Higher risk purchases

Question 3

Straight Buy

Answer 3

Buyer routinely reorders something without any modifications

Question 4

Modified Buy

Answer 4

Buyer modifies product specs, prices, terms or suppliers

Question 5

New Buy

Answer 5

Buyer purchases a product or service for the first time