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CHAPTER 6
Business markets and buying behaviour
SHORT ANSWER
1. What are the four major types of business markets, and what are the characteristics of each?
AACSB Outcomes: Communication
DF: E LO: 1 Topic Heading: Business markets
Type: KN
2. Discuss the differences between business and consumer transactions.

DF: E LO: 2 Topic Heading: Dimensions of marketing to business customers
Type: KN
3. What are some of the major concerns of business customers in making purchase decisions?
DF: M LO: 2 Topic Heading: Dimensions of marketing to business customers
Type: KN
4. What factors affect the purchase method that business customers choose?
Type: KN
5. Compare and contrast the three major types of purchases made by business customers.
AACSB Outcomes: Analytical; Communication
Type: KN
6. Discuss how demand for business products differs from demand for consumer products.
Type: KN
7. What is derived demand?

Type: KN
8. Explain how purchase decisions for business products may be influenced by persons in a buying centre.
DF: M LO: 4 Topic Heading: Business buying decisions
Type: KN
9. Draw and label the framework that represents the business buying decision process and the factors that
influence it.
Type: KN
10. In what ways do environmental factors affect the business buying decision process?
DF: E LO: 4 Topic Heading: Business buying decisions
Type: KN
11. How do a firm’s objectives affect the business buying decision process?
Type: KN
12. Discuss how interpersonal factors influence the business buying decision process.
Type: KN
13. How do individual factors affect the business buying decision process?
Type: KN
14. Describe producer markets.

Type: KN
15. Describe reseller markets.

Type: KN
16. Compare and contrast the consumer buying decision process and the business buying decision process.
AACSB Outcomes: Analytical
DF: M LO: 1 Topic Heading: Business markets
Type: KN
17. In what ways can a classification system be used by business marketers to analyse target markets?
AACSB Outcomes: Analytical
DF: D LO: 1 Topic Heading: Business markets
Type: KN
MULTIPLE CHOICE
18. Individuals and business organisations that purchase products for the purpose of making a profit either by
using the products to produce other products or by using them in their operations are classified as
__________ markets.
A) consumer
B) institutional
C) producer
D) government
E) reseller
Ans: C AACSB Outcomes: Communication
Type: KN
19. A(n) __________ market consists of individuals or groups that purchase products for resale, use in
production, or use in daily operations.
A) producer
B) government
C) institutional
D) business
E) reseller
Ans: D AACSB Outcomes: Communication
Type: KN
20. The three purposes for which individuals or groups can use products in order to be considered a business
market are:
A) use in daily operations, end consumption and resale.
B) direct use in producing other products, company travel and end consumption.
C) resale, use in daily operations and direct use in producing other products.
D) governmental, institutional and reseller purposes.
E) making other products, selling to other businesses and making component parts.
DF: M LO: 1 Business markets
Type: KN
21. When Hunter Fans buys electrical wire for use in producing its ceiling fans, Hunter is part of what type of
market for electrical wire?
A) Resale
B) Wholesale
C) Customer
D) Consumer
E) Business
Ans: E AACSB Outcomes: Communication; Customer
Type: AP
22. An accountant who purchases software for maintaining clients’ books is an example of a buyer in a(n)
__________ market.
A) consumer
B) producer
C) reseller
D) government
E) institutional
Ans: B AACSB Outcomes: Analytical; Communication
Type: AP
23. Business markets are typically divided into the following four categories:
A) retailers, wholesalers, services and non-profit firms.
B) producer, manufacturer, reseller and government.
C) producer, reseller, government and institutional.
D) manufacturer, wholesaler, retailer and services.
E) reseller, retailer, government and institutional.
Type: KN
24. There are many different types of customers for producers. Which of the following would not be considered
a member of a producer market?
A) Buyers of raw materials used in production
B) Buyers of component parts used in production
C) Buyers of consumer goods in grocery stores
D) Buyers of scanners for use at grocery store checkouts
E) Buyers of farm machinery for use on family farms
Type: KN
25. In business markets, wholesalers and retailers are classified as:

A) reseller markets.
B) producer markets.
C) government markets.
D) institutional markets.
E) organisation markets.
Ans: A AACSB Outcomes: Communication
Type: KN
26. __________ buy products from manufacturers and then resell the products to other firms in the distribution
system.
A) Retailers
B) Producers
C) Distributors
D) Warehouses
E) Wholesalers
Ans: E AACSB Outcomes: Communication
Type: KN
27. Mike’s Roadside Market buys produce from area farmers, marks the merchandise at a price that includes
some profit and then sells the fruit and vegetables to the people in and around Centreville. Mike’s would be
classified as part of a __________ market.
A) consumer
B) producer
C) government
D) reseller
E) wholesaler
Ans: D AACSB Outcomes: Analytical; Communication
Type: KN
28. Snappy Tools, Inc., purchases hammers, bolts and other hardware items from a variety of manufacturers and
sells them to hardware stores at a price that includes a profit for Snappy Tools, Inc. The company is part of
what type of business market?
A) Reseller
B) Producer
C) Consumer
D) Government
E) Supply
Ans: A AACSB Outcomes: Analytical; Communication
Type: KN
29. Reseller markets consist mainly of:
A) consumers.
B) retailers.
C) wholesalers and retailers.
D) manufacturers.
E) industrial users.
Type: KN
30. Motorola buys silicone which is used in its chip-making process. Motorola produces microchips for use
within a wide variety of products for other companies, such as Ford and Samsung. Motorola is a buyer in
a(n) __________ market.
A) producer
B) government
C) reseller
D) construction
E) institutional
Ans: A AACSB Outcomes: Analytical
Type: KN
31. Retailers like Target and Kmart are considered to be members of which business market?
A) Reseller
B) Retailer
C) Producer
D) Institutional
E) Services
Type: KN
32. Which of the following factors concerning reseller purchase decisions is false?
A) Resellers are concerned with the level of demand for a product.
B) Resellers are not concerned with how much space a product takes up as long as it has a high price.
C) Resellers want producers to be able to supply adequate quantities of a product.
D) Resellers are concerned with the availability of technical and promotional assistance from producers.
E) Resellers are concerned with the mark-up percentage they can get on ae product.
Type: KN
33. Because retailers are concerned with product selection, price and space, they often evaluate products on the
basis of:
A) their mark-up.
B) sales per square metre of the selling area.
C) how much of the product they can fit in a certain amount of space.
D) profit per dollar of selling price.
E) the reliability of the supplier.
Ans: B AACSB Outcomes: Communication
Type: KN
34. Which type of business market tends to have the most complex buying procedures?
A) Reseller
B) Institutional
C) Retailer
D) Government
E) Producer
Type: KN
35. When the Melbourne City Council buys iPads for its restaurant inspectors to use during their visits, the
purchase from Apple would be considered:
A) a regulatory sale.
B) a reseller purchase.
C) a government purchase.
D) a producer purchase.
E) an institutional sale.
Ans: C AACSB Outcomes: Reflective thinking
Type: AP
36. The Department of Defence is a member of the __________ market.

A) regulatory
B) reseller
C) government
D) producer
E) institutional
Ans: C AACSB Outcomes: Analytical; Communication
Type: AP
37. Organisations with charitable, educational, community or other non-business goals constitute which
market?
A) Reseller
B) Government
C) Institutional
D) Producer
E) Non-profit
Type: KN
38. A friend of yours starts his own business. He would like to expand his client base to include the
government, but he believes his small business would be ignored. Based on your knowledge, you tell him:
A) that he is absolutely right, the government does not deal with small businesses.
B) that, although the government deals with small businesses, he will never make a profit off a
government contract.
C) that any government – federal, state or local – would laugh at his size of business.
D) the government rarely considers new suppliers when making purchasing decisions.
E) the government buys products from all sizes of businesses, but there is some red tape.
Type: AP
39. The government decides to purchase a new fleet of fighter jets for the Royal Australian Air Force. What
type of buying procedure is the government most likely to use?
A) The government will request bids from all companies on its qualified bidder list.
B) It will contact whatever company made the last jets and have them develop the new ones.
C) Ads will be placed in the top-five circulated Australian newspapers for a company to produce the jets.
D) The government will select a few firms and enter into negotiations with them until the contract is
awarded.
E) The contract will go to the first company that submits a reasonable bid for the desired jets.
Ans: D AACSB Outcomes: Communication; Strategy
Type: AP
40. Campus accommodation at a university purchases food in bulk to feed its residents. This means it is part of
a(n) __________ market.
A) producer
B) consumer
C) reseller
D) institutional
E) government
Ans: D AACSB Outcomes: Analytical
Type: AP
41. Churches, charitable organisations and private schools are considered __________ buyers.
A) corporate
B) government
C) institutional
D) producer
E) non-profit
Type: KN
42. Institutional markets are:

A) intermediaries who resell goods to make a profit.
B) federal and state government units.
C) state or local government units.
D) consumers who buy products for their own use.
E) organisations that seek non-business goals.
Type: KN
43. Which of the following types of markets most often has fewer resources available than other types of
organisations?
A) Reseller markets
B) Producer markets
C) Government markets
D) Institutional markets
E) Organisation markets
Type: KN
44. Abbott’s Office Supplies buys furniture and filing cabinets from Craine Furniture. Craine buys paper, pens
and folders from Abbott’s. The two firms are engaged in:
A) cross-selling.
B) tying agreements.
C) producer marketing.
D) reciprocity.
E) competitive bidding.
Type: AP
45. Which of the following would be considered an institutional buyer?

A) The University of Sydney
B) The Department of Environment
C) Apple Inc.
D) The Red Cross
E) The City of Geelong
Ans: D AACSB Outcomes: Communication; Customer
Type: AP
46. What is a primary difference between business and consumer buyers?

A) Consumer buyers require more product information than business buyers.
B) Business purchases are made by one individual whereas families make consumer purchases together.
C) Repeat sales are more common with consumer buyers than business buyers.
D) Consumers primarily buy inexpensive items; businesses buy only expensive items.
E) Business buyers generally make larger orders than consumer buyers.
Type: KN
47. Maurice Denton of Denton Pest Control buys equipment from a supplier because that supplier hires him to
spray the warehouse for insects periodically. This practice is known as:
A) cost-benefit analysis.
B) cooperative selling.
C) reciprocity.
D) supplier agreement.
E) modified-rebuy purchase
Type: AP
48. __________ is a practice in which two businesses agree to buy from each other.
A) A new-task purchase
B) A straight rebuy
C) A modified-rebuy purchase
D) Reciprocity
E) A straight purchase
Type: KN
49. Sometimes business purchasing agents are influenced to deal with a certain supplier and may make less-
than-optimal purchase decisions. Which business market practice is most likely to cause this?
A) New-task purchases
B) Modified-rebuy purchases
C) Straight-rebuy purchases
D) Reciprocity purchases
E) Derived demand purchases
Type: KN
50. A disadvantage of reciprocity is that it can lead to:

A) a price war.
B) higher promotional costs.
C) more competitive firms entering the industry.
D) less-than-optimal purchases for the buyer.
E) longer periods of negotiation.
DF: D LO: 2 Topic Heading: Dimensions of marketing to business customers
Type: KN
51. Henry owns a small landscaping company called GreenScapes. When buying a new ute for his business,
Henry negotiated an agreement with Nunawading Holden that GreenScapes would service the grounds of
the car dealer. This is an example of:
A) a new-task purpose.
B) a straight rebuy.
C) a modified rebuy.
D) reciprocity.
E) a straight purchase.
Ans: D AACSB Outcomes: Reflective thinking
Type: AP
52. Which of the following statements about business buying is false?

A) Business marketers prefer not to sell to customers who place small orders.
B) Business marketers must often sell their products in large quantities to make profits.
C) Most business purchases are made by committee.
D) Business purchases are usually made on the basis of contracts.
E) Orders in business markets tend to be smaller than those placed in consumer markets.
Type: KN
53. Many suppliers and their customers invest time and resources to build and maintain mutually beneficial
relationships, which are often called:
A) partnerships.
B) co-ops.
C) monopolies.
D) reciprocity.
E) alliances.
Type: KN
54. Which of the following is true with respect to buyers in business markets?
A) Business buyers always act rationally when making purchases for their companies.
B) Business customers tend to be less informed about the products they purchase than consumer buyers.
C) Business customers demand detailed information about a product’s quality, features and technical
specifications.
D) Business customers are no different than buyers in consumer markets.
E) Business customers tend to buy products from their friends and contacts with business suppliers.
Type: KN
55. When buying materials, the purchasing agent for Alco Pillow Manufacturing Company considers a variety
of factors. Which issue is least likely to concern this buyer?
A) Does the quality of the goods meet company specifications?
B) Does the supplier consistently deliver on time?
C) Does the supplier also sell to my competitors?
D) Does the supplier offer the services required?
E) Does the price meet company budget requirements?
Type: AP
56. Product specifications include:

A) physical characteristics and level of quality.
B) types of services that are provided with the product.
C) financing available for the product.
D) product return policies.
Type: KN
57. Most businesses try to control the level of quality in the parts they buy from suppliers. Most firms develop
standards for __________ in order to achieve their quality goals.
A) how many different suppliers they use
B) how many parts can fail
C) the percentage of defects allowed
D) how long the parts should last
Type: KN
58. Volkswagen purchases upholstery for the interiors of its vehicles from various suppliers. This upholstery
must have a set of characteristics, or __________, that is expressed by Volkswagen.
A) descriptions
B) product features
C) criteria
D) purchase requests
E) specifications
Ans: E AACSB Outcomes: Analytical; Communication
Type: AP
59. All of the following are important concerns of business customers except:
A) achieving a specific level of quality in the products offered to target markets.
B) obtaining a level of quality that meets specifications.
C) obtaining products that exceed specifications to ensure the best possible product performance.
D) obtaining products for which the quality level is consistent.
E) supporting customers with services they expect.
Type: CH
60. Management at Spotless Dry Cleaners is concerned that it maintains a high level of service for its business
accounts. How should the firm monitor the level of service these customers receive?
A) Develop a code of service.
B) Set service objectives.
C) Formally survey customers.
D) Specify service uniformity.
E) Stress truthfulness with employees.
Ans: C AACSB Outcomes: Analytical
Type: AP
61. Johnson’s Industrial Pest Control Service wants to meet its customers’ expectations with regard to the
quality of service it provides. How should Johnson’s ensure it is meeting these expectations?
A) Monitor service by formally surveying customers.
B) Use management judgement.
C) Trace existing service levels.
D) Stress quality service with employees.
E) Train employees better.
Type: AP
62. Samuel Roberts of Roberts Construction is planning to buy a piece of used earthmoving equipment. He
would most likely base his purchase decision on __________ of the alternative machines.
A) descriptions
B) inspections
C) a sampling
D) specifications
E) reputations
Type: AP
63. Which method of business buying is most likely to be used when the products being purchased are
standardised based on certain characteristics?
A) Homogeneous selection
B) Inspection
C) Description
D) Sampling
E) Negotiation
Type: KN
64. A mill in Wagga buys grain from growers in the western region. The mill’s purchasing agent will most
likely use which buying method?
A) Description
B) Inspection
C) Sampling
D) Negotiation
E) Selection
Type: AP
65. A representative product taken from a lot or batch, evaluated and purchased refers to:
A) homogeneous selection.
B) inspection.
C) description.
D) sampling.
E) negotiation
Type: KN
66. Mitcham Private Hospital decides to redo its kitchen with new flooring, cabinets, counters and appliances.
The hospital compiles a description of the project and then asks sellers to submit bids. After determining the
most attractive bids, the hospital will then work with two or three companies to determine which will get the
contract. This is an example of using __________ for a purchase decision.
A) sampling
B) negotiation
C) inspection
D) elimination
E) description
Type: AP
67. Which method of business buying is necessary when products are highly homogeneous and examination of
each item is not feasible?
A) Negotiation
B) Sampling
C) Description
D) Inspection
E) Homogeneous selection
Type: KN
68. Which of the following products is most likely to be purchased on the basis of contract negotiation?
A) Eggs
B) Office supplies
C) Used cars
D) A custom-made bulldozer
E) Wheat
Type: KN
69. Most business purchases can be classified as belonging to one of three types:
A) delinquent, repetitive or delivered.
B) repetitive, new task or modified rebuy.
C) modified rebuy, new task or straight rebuy.
D) delinquent, new task or reciprocal.
E) rebuy, reciprocal or delayed.
Type: KN
70. When a business routinely purchases the same product with similar terms of sale, the purchase is called a:
A) new task.
B) repetitive purchase.
C) straight rebuy.
D) modified rebuy.
E) standard order.
Type: KN
71. Mike, a purchasing agent, recently placed an order with the Kahn Corporation. Mike’s company has ordered
the same products before under the same terms of sale. What type of purchase does this situation represent?
A) New task
B) Repetitive
C) Institutional
D) Straight rebuy
E) Modified rebuy
Type: AP
72. Which method of business buying is most likely to be used when the products being purchased are
standardised based on certain characteristics?
A) Homogeneous selection
B) Inspection
C) Description
D) Sampling
E) Negotiation
Ans: C AACSB Outcomes: Analytic; Customer
Type: KN
73. The Royal Australian Air Force purchases uniforms from a single supplier. Uniforms are purchased every
six months in seven different sizes. This is an example of a:
A) new product purchase.
B) repetitive purchase.
C) straight rebuy.
D) modified rebuy.
E) standard order.
Ans: C AACSB Outcomes: Analytical; Reflective thinking
Type: AP
74. If a business owner buys parts by specifying the quantity, grade and other attributes, which buying method
is being used?
A) Description
B) Sampling
C) Negotiation
D) Ordering
E) Inspection
Ans: A AACSB Outcomes: Analytic; Customer
Type: KN
75. When a business is making its initial purchase of an item to be used to perform a new job, it is known as a
__________ purchase.
A) straight-rebuy
B) reciprocal
C) delayed
D) new-task
E) modified-rebuy
Type: KN
76. Aunt Kathy’s sales and sales force have continued to expand. Now, the firm plans to add a fleet of company
cars as part of its sales compensation package. For Aunt Kathy’s, these vehicles would represent a
__________ purchase.
A) modified-rebuy
B) straight-rebuy
C) new-task
D) re-evaluated
E) repetitive
Type: AP
77. Which of the following business purchasing scenarios is most likely to require a business market buyer to
develop product specifications?
A) New-task purchases
B) Modified-rebuy purchases
C) Straight-rebuy purchases
D) Reciprocity purchases
E) Derived-demand purchases
Type: KN
78. Linfox Distribution Company has purchased 15 forklifts over the past two years. As it plans to place its next
order for another five machines, management wonders if additional features may be needed to handle
changes in the product lines it carries. For Linfox, these new forklifts represent a __________ purchase.
A) new-task
B) repetitive
C) straight-rebuy
D) repetitive-order
E) modified-rebuy
Ans: E AACSB Outcomes: Analytical; Communication
Type: AP
79. A representative from Coca-Cola stops at a local fast-food restaurant once a month to inquire how much
soft-drink syrup will be needed. The restaurant’s orders are an example of which type of business purchase?
A) New task
B) Modified rebuy
C) Straight rebuy
D) Bid
E) Negotiated
Type: AP
80. When the requirements associated with a new-task purchase are changed on the second or third order, this is
called a __________ purchase.
A) modified-rebuy
B) continued new-task
C) contractual
D) straight-rebuy
E) negotiated-rebuy
Type: KN
81. Demand for business products is also known as __________ demand.

A) derived
B) corporate
C) business buying
D) manufacturing
E) industrial
DF: M LO: 3 Topic Heading: Demand for business products
Type: KN
82. All of the following describe the demand for business products except:
A) elastic.
B) derived.
C) joint.
D) inelastic.
E) fluctuating.
Type: CH
83. The fact that business customers purchase products to be used directly or indirectly in the production of
goods and services to satisfy customers’ needs means that demand for business products is:
A) joint.
B) economically stable.
C) derived.
D) inelastic.
E) more fluctuating.
Type: CH
84. When consumer demand for a product changes, a wave is set in motion that affects demand for all firms
involved in the production and marketing of that product. Which of the following terms describes this
phenomenon?
A) Industrial demand
B) Derived demand
C) Inelastic demand
D) Joint demand
E) Fluctuating demand
Type: KN
85. Goodyear is a manufacturer and marketer of tyres for new passenger cars. In recent years, the company’s
business has declined because of the overall decrease in consumer demand for new cars. In this case, the
demand for Goodyear’s products is said to be __________ since it depends on the demand for new cars.
A) inelastic
B) fluctuating
C) derived
D) elastic
E) non-derived
Type: KN
86. Demand for business products is characterised as derived. From what is the demand derived?
A) Industrial demand
B) Modified demand
C) Demand for consumer products
D) Future product demand
E) The business cycle
DF: E LO: 3 Topic Heading: Demand for business products
Type: KN
87. __________ a major threat to the sales success of jointly demanded products.
A) Price changes are
B) Shortages are
C) Economic instability is
D) Inventory buildup is
E) Proliferation of brands is
Type: KN
88. Inelastic demand simply means that:

A) buyers will not make a modified-rebuy purchase.
B) demand depends on how many items are purchased.
C) a price increase or decrease will not significantly change the demand for an item.
D) when price goes up, demand goes down.
E) when supply is reduced, the price will increase.
Type: KN
89. Inelastic demand in business markets refers to a situation where:
A) demand for a given product fluctuates very little over time.
B) price increases or decreases will not significantly change demand for a given product.
C) demand for a given product fluctuates significantly over time.
D) demand for one product depends heavily on the demand for another product.
E) supply for a given product cannot keep pace with the demand for it.
Type: KN
90. Demand for a business product is __________ if a price increase or decrease will not significantly affect
that demand.
A) elastic
B) inelastic
C) derived
D) joint
E) separate
Type: KN
91. In placing a tyre order with Michelin, South Side Industrial Supply finds that the truck tyres it is ordering
have increased $37.50 in price since the last order. South Side proceeds with the order, confident that it can
pass on the price increase to future customers. This is an example of business products having __________
demand.
A) derived
B) inelastic
C) joint
D) fluctuating
E) higher
DF: D LO: 3 Topic Heading: Demand for business products
Type: AP
92. Petrol prices keep increasing in Australia, resulting in companies’ costs increasing. The demand for petrol
despite its price represents __________demand.
A) elastic
B) inelastic
C) derived
D) joint
E) separate
Ans: B AACSB Outcomes: Analytical; Reflective thinking
Type: AP
93. When certain consumer products are in high demand, producers might buy extra materials and equipment,
and when demand subsides, producers will cut back on their material purchases. This describes __________
demand.
A) joint
B) inelastic
C) consumer
D) fluctuating
E) derived
Type: KN
94. __________ demand involves the use of two or more items in combination to produce a product.
A) Inelastic
B) Joint
C) Fluctuating
D) Derived
E) Partnered
Type: KN
95. As it places its order for truck tyres with Michelin, South Side Industrial Supply realises that it must also
place an order for valve stems and balancing weights for the truck tyres. Such business products are
characterised as having __________ demand.
A) derived
B) inelastic
C) joint
D) fluctuating
E) higher
Type: AP
96. Most business buying decisions are made by:

A) one person.
B) a team of purchasing agents.
C) a firm’s buying centre.
D) inventory control personnel.
E) the sales force.
DF: D LO: 4 Topic Heading: Business buying decisions
Type: KN
97. In a buying centre, purchasing agents or purchasing managers are also known as:
A) gatekeepers.
B) deciders.
C) buyers.
D) users.
E) influencers.
Type: KN
98. Brett Harvey is a mechanical engineer at Shaw Machine Parts. He develops the specifications for
component parts so that his company knows what it needs from suppliers. Brett’s role is as a(n)
__________ in the business buying process.
A) buyer
B) gatekeeper
C) user
D) influencer
E) decider
Type: AP
99. __________ the group of people within a business who are involved in making business buying decisions.
A) The new-task team is
B) Negotiators are
C) Purchasing agents are
D) Deciders are
E) The buying centre is
Type: KN
100. Adelaide University decided to purchase new computers for all of the computer labs on campus. For this
purchase, students were asked to give their input. In this instance, the students would be acting as
a(n)__________, while the purchasing agent is a(n) __________.
A) user; buyer
B) user; gatekeeper
C) user; decider
D) influencer; decider
E) influencer; gatekeeper
Ans: D AACSB Outcomes: Reflective thinking
Type: AP
101. Administrative assistants that control the flow of information to other people in an organisation often play
the __________ role in the buying centre.
A) gatekeeper
B) user
C) influencer
D) buyer
E) controller
Type: KN
102. Calvin Gluckman of WP International, a major marketer of word-processing software, calls the director of
purchasing for MMK, Inc., and speaks with the director’s assistant. He sets up an appointment to discuss an
upcoming purchase of software. The assistant plays the role of __________ in this purchase decision.
A) gatekeeper
B) buyer
C) decider
D) buying centre captain
E) order giver
Type: AP
103. In the process of buying routinely purchased items, buyers are sometimes also the:
A) deciders.
B) gatekeepers.
C) users.
D) influencers.
E) informers.
Type: KN
104. There are four groups of factors that may influence the business buying decision process. Which of the
following is not one of those four groups of factors?
A) Conceptual
B) Environmental
C) Organisational
D) Interpersonal
E) Individual
Type: KN
105. The second stage in the business buying decision process is to:
A) search for products and suppliers.
B) select the most appropriate product.
C) develop product specifications.
D) evaluate product and supplier performance.
E) recognise the problem.
Type: KN
106. The stages of the business buying decision process, in order, are:
A) recognising the problem, establishing product specifications, searching for products and evaluating
possible suppliers, selecting suppliers and products and evaluating performance.
B) recognising the problem, searching for products and evaluating possible suppliers, selecting suppliers
and products, establishing product specifications and evaluating performance.
C) recognising the problem, selecting suppliers and products, evaluating performance, establishing
product specifications and searching for substitute products.
D) establishing product specifications, recognising the problem, searching for products, evaluating
possible products and suppliers, selecting suppliers and products, and evaluating performance.
E) establishing product specifications, searching for products, selecting suppliers and products,
evaluating performance, recognising the problem and evaluating possible products and suppliers.
Type: KN
107. In its purchase of desktop business computers, Albertson’s asked that potential suppliers provide
information only on units with at least 4 gigabytes of memory. As Albertson’s management evaluates this
purchase, it finds that 4 gigabytes are inadequate for many of the software programs used at Albertson’s. In
this instance, the firm would need to modify which aspect of the purchase process?
A) Searching
B) Specification development
C) Alternative evaluation
D) Selection
E) Performance evaluation
Type: AP
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ixcoh; Dk. winyan, tawicu; DD. eyuné.
Mujer que se entierra viva con su marido.—Atebeane nequén.
N
Nada.—Mayaní; Kg. nalakí.
No.—Uá; Ci. uá; Gl. uá; Kg. nalajá.
Nosotros.—Guakía; Ci, guakía; Ar. guakia.
Ñ
Ñame morado.—Mapiiey.
O
Ojo.—Cáku; Ci. acú; Kg. úba.
Ojos zarcos.—Buticáku.
Ojos negros.—Xeitícáku.
Oro.—Caona; Ci. caonau; Cn. kurí; Kg. niúba.
Otro.—Abo; Ar. aba; Ci. amoin.
Oye.—Osama.
P
Padre.—Baba; Ci. baba; Cn. ucuchili; Gl. baba; Ar. ababa; Gní.
tuba; Ru. papa; Chb. paba; My. Ntl. tatli; Qé. ahau; Qchú. táita; Kg.
hatei; Dk. ate.
Palma real.—Manaca; Ar. maunaka; Kg. alunká.
Paletilla de madera para voltear la torta de casabe puesto el burén
al fuego.—Cuisa.
Palo ahumado para cavar la tierra.—Coa.
Pan.—Casabí; Ci. aleiba; Cn. ereba; Gl. alepa; Ar. kalí; Ru. uzú;
Chb. fun; My. omal, pecuah. De la palabra indo-antillana procede la
voz provincial casabe; y de la galibi la venezolana arepa.
Pan delgado.—Xau-xau.
Pantano.—Itabó.
Papagayo.—Higuaca.
Paloma torcaz.—Biajaní.
Pato silvestre.—Yaguasa.
Pato de la florida.— Guanana.
Pavo común.—Guanajo.
Pecho (la mama).—Manatí; Gl. manatí.
Pedregoso.—Sibana.
Pelota.—Batú.
Pequeño.—Bi.
Pez de agua dulce.—Guabina.—Biajara.
Pez para ayudar á pescar.—Guavrán.
Pez con muchas espinas.—Macabí.
Pez chiquito.—Setí; Cuba, tetí.
Pendiente para las orejas.—Tatagua.
Piedra.—Siba; Ci. tebú; Cn. topú; Gl. tobú; Ru. tepú; Ar. siba; Gní.
ita; los indios Baré de la región del Orinoco, tiba; los indios Baniba
de las riberas del Atahuapo, afluente del Guaviare, iba, ipa; My. tun,
cec; Ntl. tell; Qé. abuh; Kg. hágui; Dk. inyan.
Piedra grande.—Bosiba.
Piedras muchas.—Sibanacán.
Pimienta.—Ají; Ci. pomú, pomi; Cn. pomú, achí; Gl. pomí; Ar.
atchí; Ru. achí; Apalai, aichí; Carijona, ají; los indios del río
Guaviare, azichí; los del Caura, achí; Chb. quibsa; My. champotú; Kg.
mucua.
Piña.—Yayama; Gl. nana; Ar. nana; Ru. nuna; los Baniba,
mabuiro; Kg. biguija; Qchú. achupalla.
Piñón purgativo.—Tau-túa.
Piso alto para granero.—Barbacoa.
Plaza.—Batey.
Pitirre.—Guatibirí.
Planta de cuyas raices se hace el casabe.—Yucubía.
Planta que da la batata.—Yucaba.
Planta fétida.—Anamú.
¿Por qué?—Anaque.
¿Por qué yo?—Naneque.
¿Por qué tú?—Baneque.
¿Por qué él?—Laneque.
¿Por qué nosotros?-Guaneque.
¿Por qué vosotros?—Janeque.
¿Por qué ellos?—Najaneque.
Pulga penetrante.—Nigua; Gl. chico; Ru. chiqué; Chb. sote;
Cariniato, tchiklo; Kg. máshi.
Pueblo de indios.—Yucayeque.
Provisión de viaje.—Guacabina.
Q
¿Qué me importa?—Macabuca.
Quebrada de agua dulce.—Calichi; Ar. kalitchi.
Quieto.—Tey.
R
Rallo.—Guayo; Ci. chimali; Cn. chinari; Ru arúa; Carijona, taruati;
Kg. iláula.
Raíz comestible.—Guávaru.
Raíz para hacer el pan.—Yuca.
Raíz para asar.—Batata, Boniatu, Aje.
Rana.—Cokí; Carijona, mohaké; Piapoco, baysé; Gní. yuí, guereré;
Ci. tibí; Chb. zijista; Ntl. cueyatl; Qé. xtutz; Kg. taclaká; Dk. naska.
Rapé para la ceremonia religiosa.—Cojoba.
Resplandeciente.—Tureyguá.
Remo.—Naje.
Romance histórico.—Areyto.
Río.—Ní, toa.—Ci. tona; Cn. tona; Gl. tuna; Ru. tuna; Ar. uení; los
Baniba, uení; los Otomacos, beaí; Gní. i; Chb. sic; Kg. nina; My. a,
ukum; Ntl. atoyatl; Qé. ha, ya; Dk. wakpa.
Río grande.—Toa.
Roñoso (por enfermedad de la piel).—Caracaracol.
S
Sacerdote médico.—Bohique; Ci. boy-ez; Cn. piache.
Saco para exprimir la yuca rallada.—Sibucán; Ru. kinkin.
Saco de algodón, en forma de canasta.—Jaba.
Sandía.—Jibiría.
Señor.—Bajarí, guajerí, guamí, bo; Ci. ubutú.
Si.—Jan-ián; Ci. han-han; Gl. ya, teré; Ru. yo; los Piapocas,
haahaata; los Cauris, ahahauta; los Baniba, ché; los Carianacos,
taarú; Chb. o, cam; My. hika, bayxan; Kg. azéin, uñá.
Señor de tierra y agua.—Guamíkení.
Sirviente.—Naborí.
Sitio.—Yara. Como sufijos abo y coa.
Sitio de guayo.—Jayuya.
Sitio de agua.—Guainabo.
Sitio de yuca.—Yabucoa.
Sitio pedregoso.—Arasibo.
Sitio grande.—Habana.
Sol.—Giiey; Ci. huei; Kg. nüi.
Sol grande.—Agiieybana.
Sub-jefe.—Nitayno.
Solitario.—Baracutey.
T
Tabaco.—Cojibá; Ci, tamán; Gl. tamuí; los Cumanagotos, tam; Ru.
tamuí; los Apalai, tamuí; los Carijonas, tamuinto; los Oyampi,
pétum; los Otomacas, guí; los Cariniacos, tamuí; My. kutz; Chb.
hosca; Kg. nóai.
Tambor de madera.—Magiiey.
Tea para alumbrar.—Guaconax.
Tea de yagua y resina.—Tabanuku.
Templo.—Ku; Qchú, puaca.
Tierra.—Ké: Ci. nonum; Cn. monha, nonum; Gl. nono; Gní. ibi; los
Baniba, yatsipé; los Apalai, pulolo; los Carijonas, nono; los Oyampi,
issing; los Piapocos, carí; los Cumanagotos, nono; Chb. hicha; My.
ma, lum; Ntl. tlalli; Qé. uleu; Kg. guinuí; Dk. maka; D. D. né. (Chino,
tién.)
Tiburón.—Cajaya.
Tinte colorado, para tatuaje y tintorería.—Bija.
Tinte negro, para tatuaje y tintorería.—Jagua; Ru. yenupa. De
donde procede el nombre jenipa dado á este fruto en la América
meridional.
Tinte azul para tintorería.—Jikileti.
Tres.—Yamokún; Ru. helé-uan.
Tortuga de mar.—Carey.
Tortuga de agua dulce.—Jicotea; Ru. gamí.
Tú.—Uara; Ci. amanle, bu.
Trompeta hecha de un caracol.—Guamo.
V
Vasija de barro para agua.—Canarí; Gl. tuma; Ru. carana.
Vasija de higüera.—Guataca.—De donde se deriva nuestra voz
provincial jataca.
Vasija de higüera con agua. Baberoní.
Vaca marina.—Manatí.
Vagina de cada penca de palma real.—Yagua.
Vagina de cada racimo de palma real.—Tirigiiibi.
Vara flexido.—Cuje.
Verdolaga.—Manibari.
Véte (imperativo).—Guaibá.
Viejo.—Guatucán; Ar. uadukán.
Vega.—Magua.
Ven.—Guarico.
U
Uno.—Jeketí; Ci. ábana; Ru. anirú.
Uvero de playa.—Guiabara.
Y
Yautía.—Yajutía.
Yuca dulce.—Boniata.
Yuca dulce (Parecida á la).—Ymocona.
Yuca brava.—Yuka.
Yerba de sabana.—Y.
Yerba para cubrir chozas.—Bijao.
Yo.—Daca; Ci. ao, na; Gl. au; Ar. dama. Kg. nás.
Yerba comestible.—Yraca.
Z
Zarzillo.—Tatagua.
CAPITULO XI.
Estudio de la oración dominical en el lenguaje de algunas tribus

indígenas.—Pérdida de la traducción en el lenguaje indo-
antillano.—El padre nuestro en caribe continental,
conservado por el venezolano Figuera Montes de Oca.—La
misma oración conservada en caribe insular por el padre
Raymond Breton.—Recopilación de la traducción del padre
nuestro en lenguas indo-venezolanas por Arístides Rojas.—
La oración dominical en tupí-guaraní.—La misma, en el
lenguaje actual de los arhuacos de la Sierra Nevada de
Santa Marta, de Colombia, recogida por el presbítero
Celedón.—Un esfuerzo de construcción de una plegaria
religiosa en lenguaje indo-antillano, para que se note la
harmonía y suavidad del idioma de los indios de las
Antillas.
Sabemos que el padre nuestro fué puesto en lenguas indígenas por

los misioneros de las órdenes religiosas que vinieron á América.
Indudablemente, que en el lenguaje indo-antillano fué trasladado
también; supuesto que había la orden terminante de los Reyes, de
adoctrinar á los indios en la religión cristiana. Desde luego, que la
traducción sería adaptándola á la imaginación pueril del indígena,
para poderle dar una idea positiva de las nuevas creencias y poder
dominar por completo su inteligencia. Este interesante trabajo, tal
vez fué el primero en llevarlo á cabo fray Román Pane, ó alguno de
sus dos acompañantes, el Bermejo ó Tisím. Nada hemos podido
hallar sobre estas materias. No es de extrañar, cuando los cuadernos
originales de los viajes del gran Almirante están perdidos ó
traspapelados: y así mismo muchísimos documentos referentes á los
primeros tiempos del Descubrimiento.
⁂
El erudito venezolano Figuera Montes de Oca ha conservado la
traducción del padre nuestro en el idioma caribe del Continente. Lo
tomamos de Arístides Rojas.[253] En este trabajo nos llama la atención
que Montes de Oca traduce padre, adaptando la palabra á la
pronunciación fuerte del caribe continental, poniendo en lugar de la
d dos t; pero conservando el mismo vocablo español. No vemos la
razón de no traducir padre con la propia palabra caribe umú. El
padre fray Matías Ruíz Blanco no titubea en trasladar en
cumanagoto la idea de padre por la indígena papue[254]; y el padre
Breton en caribe insular traduce nuestro padre por ki-umue.[255]
Nosotros, siguiendo á Lucien Adam[256], traduciríamos en caribe
continental nuestro padre por ki-umú-e. He aquí el trabajo del señor
Figuera Montes de Oca:
Pattre kiur hóima cap, saónte otuara adetunu, osconi nágno á

nonor; íschanco íro-potomo. Póereta nagnoi cupaco coye, kíseme-
péme nagnoi, yeberúlo kíseme-morate; moro-camapcú boni-
mencaro-yabo. Capanosco-moro onozco-pásparo-yabo. Ameni.
TRADUCCIÓN.
Pattre kiur, Padre mío,

hóima kap que estás cielo
saónte otuara santo es tu
adetunu; nombre;
osconí venga
nagno á nosotros
á nonor; tu heredad;
íschanco haz tu voluntad
íro-pomotomo. en todas partes.
Póereta Pan
nagnoi nuestro
cupaco-coye; danos hoy;
kíseme-péme perdona deuda
nagnoi, nuestra,
yeberúlo para
kíseme-morate; perdonar nosotros;
moro-camapcú no nos dejes caer
boni en
mencaro-yabo. pensamientos malos.
Capanosco-moro Sálvanos
onosco de
pásparo-yabo. todo mal.
Ameni. Amen.
⁂
En el primer fascículo de nuestro Repertorio Histórico de Puerto
Rico[257] dimos á conocer la traducción de la oración dominical en
caribe de las Antillas menores, tomada del Petit Catechisme del
padre Raymond Breton. Este célebre misionero fué sub-prior del
convento de hermanos predicadores de Blainville. En 1664 publicó el
padre Breton, en Auxerre, este interesante trabajo, con otras
oraciones, en lengua caribe insular, para el uso de los reverendos
padres, que se dedicaban en las islas de Barlovento á la conversión
de los indios. Esta labor lenguística fué llevada á cabo por el activo
misionero en la isla Domínica. El entendido catequista tuvo que
adaptar la pronunciación caribe al sistema ortográfico francés. Para
la pronunciación de la u, tal como la pronunciamos en español,
escribe ou. Para el sonido de nuestra e abierta, pone eu. La ll vale por
l. La h debe ser aspirada. Es de notar, comparando el idioma caribe
continental con el insular, que donde aquellos usaban p y r los de las
islas cambiaban en b y l. Vamos á procurar adaptar la traducción del
padre Breton á nuestra fonética, despojándola de la ortografía
francesa.
Kiumúe titanyem ubécuyum, santiket ála eyéti; nembuila
biubutúmali-bátali; maingaté-catú-thoatica ayéula tibuic mon ba
cachi tibuic bali ubécu. Huerébali imébue bimále luágo lica huéyu
coigne; royacatú-kia-bánum huénocaten hui-uine cachi roya-uábali
nhiuine innocatitium uáone; aca ménepetonuahatica toróman
tachauonnete buironi; irheu chibacaiketabáua tuária tulíbani. Han-
han-catu.
TRADUCCIÓN.
1.— Ki-umú-e titanyem ubécuyum, santiket ála eyéti.—Nuestro

padre, que estás en los cielos, vuestro nombre sea
santificado.
2.— Nembuila biubutúmali-bátali.—Vuestro reino nos venga.
3.— Maingaté-catú-thoatica ayéula tibuic monba cachi tibuic bali
ubécu.—Vuestra voluntad sea hecha en la tierra como en el
cielo.
4.— Huerébali im-ébue bimále luágo lica huéyu coigne.—Danos
hoy nuestro pan cuotidiano.
5.— Roya-catú-kia-bánum hué-nocaten huí-uíne cachi roya-
uábali nhi-uine innocatitium uáone. Y perdónanos nuestras
ofensas, como nosotros las perdonamos á aquellos que nos
han ofendido.
6.— Aca menépeton-uahatica toróman tachauonnete buironi.—Y
no nos dejes caer en tentación.
7.— Yrheu chibapaíketa-báua tuária tulíbani. Han-han-catú.—
Mas, líbranos del mal. Así sea.
⁂
El señor Arístides Rojas, ilustrado venezolano,[258] ha recopilado
algunas traducciones en lenguas de los indígenas de Venezuela,
tomadas de varios autores. De esta compilación, tomamos la oración
dominical en tupí-guaraní, sometiéndola á algunas modificaciones
en la anotación fonética. Héla aquí:
Orerúba ibapa ereibae, imboyerobiá ripiramó nederéra toycó;
tunderecomabán gatúorébe; nederemínbotára tiyayé ibipe ibape y-
yayeyabé; orerembiú ara naboguara emée coára pipeorebe; nedéng-
iró orey-gangai pabaipé orebe maraharupé oregn-gir onungá
haeorepo eyarimé; toremboá iméganoaipá orepithiró epecatú mebae
pochi guí. Amen.
TRADUCCIÓN.
1.— Orerúba ibape ereibae.—Nuestro padre en cielo tú eres quien.

2.— Imboyerobiá ripiramó nederéra toycó.—Honrado tu nombre
sea.
3.— Tunderecomabán gatúorébe.—Venga tu ser bueno á nosotros
también.
4.— Nederemínbotára tiyayé ibipe ibape y-yayéyabé.—Tu
voluntad esta sea en tierra, en cielo hecha sea también.
5.— Orerembiú ara naboguara emée coára pipeorebe.—Nuestro
sustento diario á cada necesitado da este día sobre nosotros.
6.— Nedéng iró orey-gangai pabaipé orebe marahá-rupé oregn-
gír onungá haeoropo eyarimé.—Perdona nuestras deudas á
nosotros; nosotros perdonamos.
7.— Toremboa imégan oiapá orepithiró epecatú mebae pochiguí.
Amén.—Nos libra siempre sea de cosa mala. Amén.
⁂
Del presbítero Rafael Celedón[259] tomamos el padre nuestro en el
lenguaje de los arhuacos que habitan en la Sierra nevada de Santa
Marta, de la república de Colombia. Indudablemente, que estos
indígenas son descendientes de las grandes tribus aruacas, de las
cuales hacemos descender nosotros á los indo-antillanos. La acción
del tiempo, como es natural, les ha dado idioma propio. Hé aquí
dicha oración:
Nauijí játei nauiendi cuéin nialáu; jankiyeile mijí acanijoca; nacua
násan mijí jugucuí; mijí aluna jankibein gauanguá eikiga niguinuí
narjlao nauiendi; naují gacuei nuijín nuijín ijecáuanásan kaij-ga;
ainkí ijcabéita násan naují gajacuéin, eikiga narjlao násan ijcabeiki
niguancalau nauijí masacacuéin, ainkí masjabalali ipeinane násan
tainé; guajalicó acalegauá násan shanei. Asein.

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2. Discuss the differences between business and consumer transactions.

7. What is derived demand?

14. Describe producer markets.

15. Describe reseller markets.

25. In business markets, wholesalers and retailers are classified as:

36. The Department of Defence is a member of the __________ market.

42. Institutional markets are:

45. Which of the following would be considered an institutional buyer?

46. What is a primary difference between business and consumer buyers?

50. A disadvantage of reciprocity is that it can lead to:

52. Which of the following statements about business buying is false?

56. Product specifications include:

81. Demand for business products is also known as __________ demand.

88. Inelastic demand simply means that:

96. Most business buying decisions are made by:

Estudio de la oración dominical en el lenguaje de algunas tribus

Sabemos que el padre nuestro fué puesto en lenguas indígenas por

Pattre kiur hóima cap, saónte otuara adetunu, osconi nágno á

Pattre kiur, Padre mío,

1.— Ki-umú-e titanyem ubécuyum, santiket ála eyéti.—Nuestro

1.— Orerúba ibape ereibae.—Nuestro padre en cielo tú eres quien.

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