Chapter 11

Question 1

Organizational buyers

Answer 1

purchase goods and services on behalf of companies for use in the process of manufacturing, distribution, or resale.

Question 2

Business-to-Buseiness (B2B) Marketers:

Answer 2

Specialize in meeting needs of organizations such as corporations, government agencies, hospitals, and retailers.

Question 3

Roles in Collective Decision Making

Answer 3

Initiator, Gatekeeper, Influencer, Buyer, User

Question 4

Buyclass theory

Answer 4

Organizational buying decisions divided into three types, ranging from most to least complex.

Question 5

Family Size

Answer 5

Depends on educational level, availability of birth control, and religion

Question 6

Sandwich generation:

Answer 6

adults who care for their parents as well as their own children

Question 7

Boomerang kids

Answer 7

adult children who return to live with their parents

Question 8

Consensual purchase decision:

Answer 8

members agree on the desired purchase, differing only in terms of how it will be achieved

Question 9

Accommodative Purchase Decision:

Answer 9

Members have different preferences or priorities and they cannot agree on a purchase to satisfy the minimum expectations of all involved.

Question 10

Primary Market

Answer 10

kids spend their own money

Question 11

influence market

Answer 11

parents buy what their kids tell them to buy (parent yielding)

Question 12

Future Market:

Answer 12

kids “grow up” quickly and purchase items that normally adults purchase

Question 13

Consumer socialization

Answer 13

process by which young people acquire skills, knowledge, and attitudes relevant to their functioning in the marketplace