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  • 1.
    The demand for many industrial products for which a price increase or decrease will not significantly affect the demand is :
    A. elastic B. inelastic
    C. derived D. joint       
    E. None of these

  • 2.
    When the requirements associated with a new-task purchase are changed the second or third time, this is called a:
    A. modified rebuy purchase B. contractual purchase
    C. straight rebuy purchase D. negotiated rebuy purchase
    E. None of these

  • 3.
    The group of people within an organisation who are involved in making organisational purchase decisions is referred to as:
    A. the new-task team B. negotiators
    C. purchasing agents D. deciders
    E. the buying centre

  • 4. For routinely purchased items, buyers are frequently the:
    A. users B. influencers
    C. deciders D. gatekeepers
    E. None of these

  • 5.
    After deciding to order replacement parts for aging machinery, the buyer for a construction company examines catalogues and trade publications. The buyer is probably at which stage of the organisational buying decision process?
    A. problem recognition B. product specification
    C. product-supplier search D. product selection
    E. product evaluation

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