QUESTION $25$

The buying center concept explains how groups of people participate informally in business purchase decisions and

methods to break through group perceptions.

the role the group members play in buying decisions.

how family units operate as buying centers.

the process of performing vendor analysis.

$1$ points

QUESTION $26$

Straight rebuy behavior by industrial purchasers will probably continue if the supplier provides

poor service

poor quality

shipping delays

satisfactory performance

$1$ points

QUESTION $27$

The relationship between the demand for silk cloth and consumer demand for silk blouses and neckties is known as

joint demand

demand volatility

derived demand

consumer demand

$1$ points

QUESTION $28$

Cognitive dissonance would be most likely to occur after the purchase of

sneakers

groceries

an automobile

cosmetics

$1$ points

QUESTION $29$

A particular purchasing agent might allow some salespeople to see the engineers responsible for developing product specifications but not allow others the same privilege. In the buying center, this purchasing agent is filling the role of

a "hard" nose

a gatekeeper

an influencer

a decider

$1$ points

QUESTION $30$

With respect to consumer behavior, one's attitudes, learning, and perceptions would be

impersonal influences

interpersonal influences

personal influences

insitutional influences

$1$ points

QUESTION $31$

The Fortune $500$ list of America's largest firms based on sales revenues and number of employees provides a basis for

market segmentation based upon customer type

demographic segmentation based upon geographic location

end$-$user segmentation of this market

demographic segmentation based upon customer size

$1$ points

QUESTION $32$

Consumers may attempt to reduce postpurchase anxiety in the consumer decision process by

avoiding favorable information about the selected brand

seeking reassurance from dissatisfied customers

seeking information that favors the rejected brands

ignoring unfavorable reports about the chosen brand

$1$ points

QUESTION $33$

The component of the business market that consists of individuals and firms that acquire goods and services to be used directly, or indirectly, in producing other goods and services is called:

wholesaling and retailing

the commercial market

government

an institution