1. What is culture? How does it affect a person’s buying behavior?

1.    What is culture? How does it affect a person’s buying behavior?

2.    Describe the subcultures to which you belong. Identify buying behavior that is unique to one of your subcultures.

3.    Identify, describe, and give examples of the four major types of business markets.

4.    Why might business customers generally be considered more rational in their purchasing behavior than ultimate consumers?

5.    What are the primary concerns of business customers?

6.    List several characteristics that differentiate transactions involving business customers from consumer transactions.

7.    Why do buyers involved in a straight rebuy purchase require less information than those making a new-task purchase?

8.    How do environmental, business, interpersonal, and individual factors affect business purchases?

9.    What is a market? What are the requirements for a market?

10. Outline the five major steps in the target market selection process.

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