In B2B markets, the buying decision is typically made by a ______.
Family unit
Retail cashier
Single customer
Buying center
Which characteristic is MORE typical of B2C purchases than B2B purchases?
Long decision cycles
Emotional influence
Formal RFP processes
Multiple purchase influencers
Which of the following is generally largest in monetary size?
Organizational purchase
Consumer impulse buy
Retail coupon discount
Personal subscription
Derived demand means B2B demand is influenced by ______ demand.
Utility
Random
Consumer
Seasonal
In B2B purchasing, 'specifiers' and 'approvers' are roles within the ______.
Retail channel
Customer journey
Buying center
Sales funnel
In B2C, marketing communication is usually aimed at ______.
Multiple functional departments
Individual consumers
Technical specialists
Procurement officers
Which statement is generally TRUE about B2B buying behavior?
Purchases are purely emotional
Impulse buying is common
Brand image outweighs technical specs
Price is often negotiated
A key post‑purchase focus in B2B relationships is ______.
Impulse rebate offers
Point‑of‑sale merchandising
Ongoing service & support
Celebrity endorsements
In B2C markets, customer lifetime value is typically ______ than in B2B markets.
More predictable
Lower
Higher
Non‑existent
B2B marketers often prioritize ______ strategies over mass media advertising.
In‑store displays
Super Bowl ads
Account‑based marketing
Flash sales
Unit purchase volume is usually ______ in B2B compared with B2C.
Unchanged
Larger
Irrelevant
Smaller
Which buying situation involves a first‑time purchase decision in B2B?
Straight rebuy
Impulse buy
New task buy
Modified rebuy
Consumer promotions such as coupons are part of ______ marketing.
B2B
Industrial
B2C
Institutional
Which role typically prepares product specifications in the B2B buying center?
Users
Gatekeepers
Engineers/technical experts
Deciders
In the B2C context, loyalty programs mainly aim to improve ______.
Procurement efficiency
Repeat purchase frequency
Vendor certification
Production scheduling
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