11 May WHAT INFORMATION IS A BUYER LIKELY TO INCLUDE IN THE GENERAL NEED DESCRIPTION?
Explain the concept of derived demand, giving an example of a product that has
derived demand.
137)
Why is demand in the business market
mostly inelastic?
138)
How is the business buying process more formalized than the consumer buying
process?
139)
How have relationships between customers and suppliers changed in recent years?
140)
In what type of purchase would one person most likely assume all buying center
roles?
141)
Why is the new-task buying situation both a great opportunity and a challenge
for a marketer?
142)
Although a company has purchased printers and copiers before, Xerox now offers
the firm a multitasking machine that prints, copies, scans, and faxes. Explain
what type of buying situation this is.
143)
Explain the buyer center role of the influencer.
144)
Which roles in the buying center are likely to change with different purchases?
145)
When are business buyers most likely to make decisions heavily influenced by
personal factors?
146)
Why is it difficult to assess interpersonal factors that influence the business
buying process?
147)
How can marketers influence business buyers who are in the problem recognition
stage?
148)
What information is a buyer likely to include in the general need description?
149)
Describe two advantages of using multiple source contracts.
150)
What type of noneconomic criteria impact government buying?
136)
Explain the concept of derived demand, giving an example of a product that has
derived demand. 137)
Why is demand in the business market
mostly inelastic? 138)
How is the business buying process more formalized than the consumer buying
process? 139)
How have relationships between customers and suppliers changed in recent years? 140)
In what type of purchase would one person most likely assume all buying center
roles? 141)
Why is the new-task buying situation both a great opportunity and a challenge
for a marketer? 142)
Although a company has purchased printers and copiers before, Xerox now offers
the firm a multitasking machine that prints, copies, scans, and faxes. Explain
what type of buying situation this is. 143)
Explain the buyer center role of the influencer. 144)
Which roles in the buying center are likely to change with different purchases? 145)
When are business buyers most likely to make decisions heavily influenced by
personal factors? 146)
Why is it difficult to assess interpersonal factors that influence the business
buying process? 147)
How can marketers influence business buyers who are in the problem recognition
stage? 148)
What information is a buyer likely to include in the general need description? 149)
Describe two advantages of using multiple source contracts. 150)
What type of noneconomic criteria impact government buying?
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