Chapter 6: Marketing: Business Markets and Business Buyer Behavior

Question 1

Business buyer behavior and business buying process

Answer 1

Business buyer behavior refers to the buying behavior of
the organizations that buy goods and services for use in the
production of other products and services that are sold,
rented, or supplied to others.

The business buying process is the process where business buyers determine which products and services are needed to purchase, and then find, evaluate, and choose among alternative brands.

Question 2

Supplier development

Answer 2

the systematic development of networks of supplier-partners to ensure an appropriate and dependable supply of products and materials for use in making products or reselling them to others.

Question 3

Major Types of Buying Situations
system selling

Answer 3

Systems selling is buying a complete solution to a problem from a single seller

Question 4

Participants in the Business Buying Process

Answer 4

▪ Users are those that will use the product or service.
▪ Influencers help define specifications and provide information
for evaluating alternatives.
▪ Buyers have formal authority to select the supplier and arrange terms of purchase.
▪ Deciders have formal or informal power to select and approve
final suppliers.
▪ Gatekeepers control the flow of information.

Question 5

Value analysis

Answer 5

Value analysis is an approach to cost reduction where
components are studied to determine if they can be
redesigned, standardized, or made with less costly methods
of production.