A Quiz On Business Buying Behaviour

B2B purchases are made directly from suppliers because in business-to-business transactions, one business purchases goods or services from another business to support its own operations. In this type of purchasing, businesses directly engage with suppliers to negotiate terms, place orders, and receive the desired products or services. This direct interaction allows businesses to establish relationships with suppliers, negotiate pricing and terms, and ensure the timely delivery of goods or services. Therefore, the statement "B2B purchases are made directly from suppliers" is true.

The B2B decision-making process (DMP) is longer and more formal than the B2C DMP because B2B transactions involve higher stakes, larger budgets, and more complex products or services. B2B decisions often require multiple levels of approval, involve negotiations, and require extensive research and evaluation of different options. In contrast, B2C decisions are usually made by individual consumers based on personal preferences and needs, often with a shorter decision-making process. Therefore, the statement that the B2B DMP is longer and more formal than the B2C DMP is true.

The statement that B2B purchases are made on impulse is false. B2B refers to business-to-business transactions, where one business sells products or services to another business. These types of purchases are typically based on careful consideration, evaluation of needs, and negotiation between the businesses involved. Unlike B2C (business-to-consumer) purchases, which may be more impulsive, B2B purchases are usually planned and involve multiple decision-makers.

The statement is false because B2B buying does not primarily focus on psychological benefits. B2B buying is a business-to-business transaction where organizations buy goods or services for their own use or to resell to others. In this type of transaction, the emphasis is typically on factors such as cost-effectiveness, efficiency, quality, and meeting specific business needs, rather than psychological benefits.

B2B buyers do not always accept the stated price. In business-to-business transactions, negotiations are common and buyers often try to negotiate for a lower price or better terms. This is because B2B buyers are typically purchasing in larger quantities and have more bargaining power compared to individual consumers. Therefore, it is not accurate to say that B2B buyers always accept the stated price.

B2B (business-to-business) refers to transactions between two businesses rather than between a business and a consumer. Personal selling is an important aspect of B2B because it involves face-to-face interactions and building relationships with potential clients. In B2B transactions, personal selling allows sales representatives to understand the specific needs and preferences of the business they are selling to, tailor their approach accordingly, and negotiate deals more effectively. Therefore, it can be concluded that B2B emphasizes on personal selling, making the statement "True" correct.

The answer correctly identifies the types of buying decisions and provides a brief explanation for each type. It states that a new buy involves greater risk or cost and requires the involvement of the fuller decision-making unit (DMU). A modified re-buy presents an opportunity for competitors to enter discussions, and good service quality is essential. A straight re-buy refers to goods being reordered without any modification.

Micro segmentation of B2B markets can be achieved by analyzing the buying centre structure and decision process. The buying centre structure refers to the individuals or groups involved in the purchasing decision within an organization, such as influencers, users, and decision-makers. Understanding the roles and dynamics within the buying centre helps in tailoring marketing strategies and messages to each stakeholder. Additionally, analyzing the decision process, including factors like the evaluation criteria and decision-making criteria, allows for a more targeted approach in meeting the specific needs and preferences of different B2B customers.

The correct answer is a combination of factors that differentiate business markets. Market structure refers to the organization and composition of the market, including the number and size of competitors. Nature of demand refers to the characteristics and patterns of demand for the product or service in the market. Nature of buying unit refers to the characteristics and behavior of the businesses or organizations that purchase the product or service. Types of decision and decision process refer to the complexity and steps involved in the decision-making process for purchasing. Marketing spend refers to the amount and allocation of resources dedicated to marketing activities in the market.

Macro segmentations of B2B markets can be based on various factors such as size, location, industry sector, and end use. Size refers to the company's revenue or number of employees, location refers to the geographical area where the company operates, industry sector refers to the specific industry in which the company operates, and end use refers to how the company's products or services are used by its customers. These segmentations help businesses understand and target specific groups of customers within the B2B market, allowing for more effective marketing and sales strategies.