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Business Buying Behavior & Influences Chapter Exam

Exam Instructions:

Choose your answers to the questions and click 'Next' to see the next set of questions. You can skip questions if you would like and come back to them later with the yellow "Go To First Skipped Question" button. When you have completed the practice exam, a green submit button will appear. Click it to see your results. Good luck!

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Question 1 1. Which of the following is an example of an environmental factor on a business buying decision?

Question 2 2. Which of the following is an example of an interpersonal factor?

Question 3 3. Which of the following is an individual factor?

Question 4 4. Which one of the following is key when making business buying decisions?

Question 5 5. Which of the following is an example of an organizational factor?

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Question 6 6. When Gluten Free Groceries is making out the monthly order from a fish wholesaler, they decide to drop the tuna and add crab cakes. This is an example of a _____.

Question 7 7. Which of the following includes everyone in an organization who is part of the overall business purchase decision?

Question 8 8. In this type of buying situation it is important for the business seller to provide a competitive argument to use their product line and a ton of information to help the business owner make an educated decision:

Question 9 9. When Gluten Free Groceries receives the same identical products and quantities as last month from a wholesaler it is a _____.

Question 10 10. What departments are the biggest influencers of buying decisions in a company?

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Question 11 11. What is the role of the gatekeeper in the buying center?

Question 12 12. Diana is a member of the marketing department. She shares her opinion about a particular printer with the rest of the buying center. Which role does Diana fulfill?

Question 13 13. Terrence runs a small business and has a need for a new computer system for his office. Terrence might fit all of these buying center roles EXCEPT which?

Question 14 14. How can a buying center help marketing efforts?

Question 15 15. What is a buying center?

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Question 16 16. Which of the following people help with evaluating the business product and usually has technical or specific information to help make a decision?

Question 17 17. Compile the five different aspects of business buying behavior.

Question 18 18. Who has the power to choose which supplier to use?

Question 19 19. Which of the following best describes the purpose of gatekeepers?

Question 20 20. Evaluate what are the three criteria that businesses use to make a purchase decision.

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Question 21 21. What do you call a commercial transaction between a business and a business that is transacted online?

Question 22 22. An e-commerce model that involves a transaction directly between a business and a supplier is known as what?

Question 23 23. What type of e-commerce model involves an industry created and controlled by a market linking members of the industry and a limited number of suppliers together?

Question 24 24. What type of e-commerce model involves a private network owned and used only by one business and its select suppliers.

Question 25 25. A company goes to a website that brings together a large and diverse group of commercial buyers and sellers. What type of e-commerce is this?

Business Buying Behavior & Influences Chapter Exam Instructions

Choose your answers to the questions and click 'Next' to see the next set of questions. You can skip questions if you would like and come back to them later with the yellow "Go To First Skipped Question" button. When you have completed the practice exam, a green submit button will appear. Click it to see your results. Good luck!

Marketing 306: Principles of Selling  /  Business Courses
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