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TUTORIAL 6 UNDERSTANDING BUSINESS BUYER BEHAVIOR

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  • 1. Multiple-choice
    20 seconds
    1 pt

    Corning produces Gorilla Glass screens that are used in the production of laptops, tablets, and smartphones. Corning promotes its product to final consumers to increase business demand for digital devices made with the specialized, toughened glass. This illustrates ________.

    types of decisions

    derived demand

    market structure

    the decision process

    nature of the buying unit

  • 2. Multiple-choice
    20 seconds
    1 pt

    In a straight rebuy, a buyer ________.

    wants to obtain the same product from a lower-priced supplier

    reorders something without any modifications

    considers a product or service for the first time

    needs a modified product to suit new requirements

    needs a modified product to suit new requirements

  • 3. Multiple-choice
    20 seconds
    1 pt

    ________ is defined as a business strategy where business buyers prefer to buy a complete solution to a problem from a single seller rather than buying and consolidating separate products and services from several suppliers.

    Modified rebuy

    Straight rebuy

    New task buying

    Systems selling

    Supplier development

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