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©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
CHAPTER 7
Business Markets and Buying Behavior
TEACHING RESOURCES QUICK REFERENCE GUIDE
Resource Location
Purpose and Perspective IRM, p. 1
Lecture Outline IRM, p. 2
Discussion Starters IRM, p. 12
Class Exercises IRM, p. 14
Chapter Quiz IRM, p. 16
Semester Project IRM, p. 17
Answers to Issues for Discussion and Review IRM, p. 18
Answers to Developing Your Marketing Plan IRM, p. 21
Comments on Video Case 7 IRM, p. 22
PowerPoint Slides Instructor’s website
Note: Additional resources may be found on the accompanying student and instructor websites at
www.cengagebrain.com.
PURPOSE AND PERSPECTIVE
This chapter first describes the major types of business markets, including producer, reseller, government,
and institutional markets. Next, the major characteristics of business customers and transactions with
those customers are described. The chapter also examines the attributes of business customers and some
of their primary concerns in making purchase decisions, business buying methods, and the major types of
business purchases. Then, attributes of demand for business products are discussed. It also covers the
business (organizational) buying decision process. The major participants in business buying decision
processes are analyzed through an examination of the buying center. The stages of the business buying
decision process and the factors that affect that process are examined. Finally, the chapter discusses
industrial classification systems and their usefulness to business marketers in planning marketing
strategies.

2
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LECTURE OUTLINE
I. Business Markets
A. A business market (also called a business-to-business or B2B market) consists of individuals,
organizations, or groups that purchase a specific kind of product for one of three purposes:
1. Resale
2. Direct use in producing other products
3. Use in general daily operations
B. Marketing to businesses employs the same concepts—defining target markets, understanding
buying behavior, and developing effective marketing mixes—as marketing to ultimate consumers.
However, there are important structural and behavioral differences in business markets:
1. A company that markets to another company must be aware of how its product will affect
other firms in the marketing channel, such as resellers and other manufacturers.
2. Business products can be technically complex, and the market often consists of sophisticated
buyers.
3. Market segment can be as small as a few customers because the business market consists of
relatively smaller customer populations.
C. For most business marketers, the goal is to understand customer needs and provide a value-added
exchange that shifts the focus from attracting customers to retaining customers and developing
relationships.
D. The four categories of business markets are producer, reseller, government, and institutional.
E. Producer Markets
1. Individuals and business organizations that purchase products for the purpose of making a
profit by using them to produce other products or using them in their operations are
classified as producer markets.
a. Producer markets include a broad array of industries ranging from agriculture,
forestry, fisheries, mining, construction, transportation, communications, and utilities.
F. Reseller Markets
1. Reseller markets consist of intermediaries, such as wholesalers and retailers, which buy
finished goods and resell them for a profit.
a. Aside from making minor alterations, resellers do not change the physical
characteristics of the products they handle.
b. Wholesalers purchase products for resale to retailers, other wholesalers, producers,
governments, and institutions.
(1) Wholesalers can also be geographically concentrated.
c. Retailers purchase products and resell them to final consumers.
d. When making purchase decisions, resellers consider several factors.
(1) They evaluate the level of demand for a product to determine the quantity and
the price levels at which the product can be resold.
(2) They assess the amount of space required to handle a product relative to its
potential profit.
(3) Because customers often depend on resellers to have products available when
needed, resellers typically appraise a supplier’s ability to provide adequate

3
quantities when and where they are needed.
(4) They also take into account the ease of placing orders and whether producers
offer technical assistance or training programs.
(5) When marketing their products to business customers, the business-to-business
market tends to take one of three approaches: providing direct support to
customers through marketing efforts, training, or other valuable incentives;
collaborating with the reseller to develop marketing activities targeted toward
the reseller’s customers; or marketing to indirect customers independently from
the reseller.
(6) Before resellers buy a product for the first time, they will try to determine
whether the product competes with or complements products they currently
handle.
G. Government Markets
1. Federal, state, county, and local governments make up government markets.
a. These markets spend billions of dollars annually for a wide range of goods and
services, ranging from office supplies and health-care services to vehicles, heavy
equipment, and weapons, to support their internal operations and provide citizens with
such products as highways, education, energy, and national defense.
2. Because government agencies spend public funds to buy the products needed to provide
services, they are accountable to the public.
a. This need for accountability explains their complex buying procedures.
3. Governments advertise their purchase needs through releasing bids or negotiated contracts.
a. To make a sale under the bid system, firms must apply and be approved for placement
on a list of qualified bidders.
b. The government unit is usually required to accept the lowest-priced bid.
4. When buying nonstandard or highly complex products, a government unit often uses a
negotiated contract.
a. Under this procedure, the government unit selects only a few firms and then negotiates
specifications and terms.
H. Institutional Markets
1. Organizations with charitable, educational, community, or other nonbusiness goals constitute
institutional markets.
a. Members of institutional markets include churches, some hospitals, fraternities and
sororities, charitable organizations, and private colleges.
b. Because institutions often have different goals and fewer resources than other types of
organizations, marketers may use special efforts to serve them.
II. Dimensions of Business Customers and Business Transactions
A. Characteristics of Transactions with Business Customers
1. Transactions between businesses differ from consumer sales in several ways.
a. Orders by business customers tend to be much larger than individual consumer sales.
b. Suppliers of large, expensive, or complex goods often must sell products in large
quantities to make profits; they may prefer not to sell to customers who place small

4
orders.
2. Some business purchases involve expensive items, such as computer systems.
a. Other products, such as raw materials and component items, are used continuously in
production, and their supply may need frequent replenishing.
3. Discussions and negotiations associated with business purchases can require considerable
marketing time and selling effort.
a. Purchasing decisions are often made by committee, orders are frequently large and
expensive, and products may be custom built.
b. Several people or departments in the purchasing organization are often involved.
4. Business customers look for solutions to reach their objectives, making it crucial for
suppliers to identify their capabilities to position their products so they provide company
value.
5. One practice unique to business markets is reciprocity, an arrangement in which two
organizations agree to buy from one another.
a. Reciprocal agreements that threaten competition are illegal.
b. The Federal Trade Commission and the Justice Department monitor and take actions
to stop anticompetitive reciprocal practices, particularly among large firms.
c. Because reciprocity influences purchasing agents to deal only with certain suppliers, it
can lower morale among agents and lead to less than optimal purchases.
B. Attributes of Business Customers
1. Business customers also differ from consumers in their purchasing behavior because they are
generally better informed about the products they purchase.
a. They typically demand detailed information about a product’s functional features and
technical specifications to ensure that it meets their needs.
2. Most purchasing agents seek the psychological satisfaction that comes with organizational
advancement and financial rewards.
a. Agents who consistently exhibit rational business buying behavior are likely to attain
these personal goals because they help the organization achieve its objectives.
3. Today, many suppliers and their customers build and maintain mutually beneficial
relationships, sometimes called partnerships.
C. Primary Concerns of Business Customers
1. When making purchasing decisions, business customers take into account a variety of
factors; their chief considerations are:
a. Among their chief concerns are price, product quality, service, and supplier
relationships.
2. Price is an essential consideration for business customers because it influences operating
costs and costs of goods sold, which in turn affect the selling price, profit margin, and
ultimately the organization’s ability to compete.
a. When purchasing major equipment, a business customer views price as the amount of
investment necessary to obtain a certain level of return or savings on business
operations.
3. Most business customers try to maintain a specific level of quality in the products they buy.
a. To achieve this goal, most firms establish standards (usually stated as a percentage of
defects allowed) for these products and buy them on the basis of a set of expressed

5
characteristics, commonly called specifications.
b. A customer evaluates the quality of the products being considered to determine
whether they meet specifications.
c. If a product fails to meet specifications or malfunctions for the ultimate consumer, the
customer may switch to a different supplier.
d. Business customers are also likely to be cautious about buying products that exceed
minimum required specifications because they often cost more than is necessary,
which drives up the cost of goods and services.
e. Because their purchases tend to be large and may be complicated, business buyers
value service.
f. Services offered by suppliers directly and indirectly influence customers’ costs, sales,
and profits.
(1) Offering quality customer service can be a means of gaining a competitive
advantage over other firms, which leads some businesses to seek out ways to
improve their customer service.
g. Typical services desired by business customers from suppliers include market
information, inventory maintenance, on-time delivery, and repair services.
(1) Business buyers may need technical product information, data regarding
demand, information about general economic conditions, or supply and delivery
information.
h. Maintaining adequate inventory is critical to quality customer service, customer
satisfaction, and managing inventory costs and distribution efficiency.
(1) Furthermore, on-time delivery is crucial to ensuring that products are available
as needed.
i. Customer expectations about quality of service have increased and broadened over
time.
(1) Marketers should develop customer service objectives and monitor customer
service programs, striving for uniformity of service, simplicity, truthfulness, and
accuracy.
(2) Spending the time and effort to ensure that customers are satisfied can greatly
benefit marketers by increasing customer retention.
4. Businesses are increasingly concerned about ethics and social responsibility.
a. Sustainability in particular is rising as a consideration among customers making
purchases.
b. This results in purchase decisions that favor sustainable and environmentally
friendly products.
c. The Environmental Protection Agency created an Environmentally Preferable
Purchasing program to help the federal government comply with green purchasing
guidelines and support suppliers selling eco-friendly products.
d. Companies are also attempting to create greener supply chains.
5. Business customers are concerned about the costs of developing and maintaining
relationships with their suppliers.
a. By building trust with a particular supplier, buyers can reduce their search efforts and
uncertainty about prices.

6
D. Methods of Business Buying
1. Although no two business buyers do their jobs the same way, most use one or more of the
following purchase methods—description, inspection, sampling, and negotiation.
a. The most straightforward is description.
(1) When products are standardized and graded according to characteristics such as
size, shape, weight, and color, a business buyer may be able to purchase simply
by specifying quantity, grade, and other attributes.
(2) Commodities and raw materials may be purchased this way.
b. Certain products, such as industrial equipment, used vehicles, and buildings, have
unique characteristics and may vary with regard to condition.
(1) Consequently, business buyers of such products must base purchase decisions
on inspection.
c. Sampling entails evaluating a portion of the product on the assumption that its
characteristics represent the entire lot.
(1) This method is appropriate when the product is homogeneous—for instance,
grain—and examining the entire lot is not physically or economically feasible.
d. Some business purchases are based on negotiated contracts.
(1) In these instances, buyers describe exactly what they need and ask sellers to
submit bids; they then negotiate with the suppliers that submit the most
attractive bids.
(2) This approach is generally used for very large or expensive purchases, such as
with commercial vehicles.
(3) This is frequently how the federal government conducts business.
(4) In some cases, a buyer and seller might negotiate a contract that specifies a base
price and provides for the payment of additional costs and fees.
(a) These contracts are most commonly used for one-time projects such as
buildings, capital equipment, and special projects.
E. Types of Business Purchases
1. Most business purchases are one of three types—new-task, straight rebuy, or modified rebuy.
a. For a new-task purchase, an organization makes an initial purchase of an item to be
used to perform a new job or solve a new problem.
(1) A new-task purchase may require development of product and vendor
specifications and procedures for future product purchases.
(2) To make the initial purchase, the business buyer usually needs to acquire a lot
of information.
(3) New-task purchases are important to suppliers because they can result in a long-
term buying relationship if customers are satisfied.
2. A straight rebuy purchase occurs when buyers purchase the same products routinely under
approximately the same terms of sale.
a. Buyers require little information for routine purchase decisions and tend to use
familiar suppliers that have provided satisfactory products in the past.
b. These marketers may set up automated systems to make reordering easy and
convenient for business buyers.
c. A supplier may even monitor the business buyer’s inventories and communicate to the

7
buyer what should be ordered and when.
3. For a modified rebuy purchase, a new-task purchase is altered after two or three orders, or
requirements associated with a straight rebuy purchase are modified.
a. A business buyer might seek faster delivery, lower prices, or a different quality level
of product specifications.
b. A modified rebuy situation may cause regular suppliers to compete to keep the
account.
III. Demand for Business Products
A. Demand for business products (also called industrial demand) can be characterized in different
ways, either as derived, inelastic, joint, or fluctuating.
B. Derived Demand
1. Because business customers, especially producers, buy products for direct or indirect use in
the production of goods and services to satisfy consumers’ needs, the demand for business
products derives from the demand for consumer products; it is therefore called derived
demand.
a. The derived nature of demand is usually multilevel in that business marketers at
different levels are affected by a change in consumer demand for a product.
C. Inelastic Demand
1. With inelastic demand, a price increase or decrease does not significantly alter demand for a
business product.
a. A product has inelastic demand when the buyer is not sensitive to price or when there
are no ready substitutes.
b. Because many business products are more specialized than consumer products, buyers
will continue to make purchases even as the price goes up.
c. Because some business products contain many different parts, price increases that
affect only one or two parts may yield only a slightly higher per-unit production cost.
d. Inelasticity of demand in the business market applies at the industry level, while
demand for an individual firm’s products may fluctuate.
D. Joint Demand
1. Joint demand occurs when two or more items are used in combination to produce a product.
a. Understanding the effects of joint demand is particularly important for a marketer that
sells multiple jointly demanded items.
b. Such a marketer realizes that when a customer purchases one of the jointly demanded
items, an opportunity exists to sell related products.
E. Fluctuating Demand
1. Because the demand for business products is derived from consumer demand, it is subject to
dramatic fluctuations.
a. In general, when consumer products are in high demand, producers buy large
quantities of raw materials and components to ensure that they can meet long-run
production requirements.
b. Conversely, a decline in demand for certain consumer goods reduces demand for
business products used to produce those goods.

8
c. Sometimes, price changes lead to surprising temporary changes in demand.
d. Fluctuations in demand can be substantial in industries in which prices change
frequently.
IV. Business Buying Decisions
A. Business (organizational) buying behavior refers to the purchase behavior of producers,
government units, institutions, and resellers.
B. Although several factors that affect consumer buying behavior also influence business buying
behavior, a number of factors are unique to businesses.
C. The Buying Center
1. The buying center is the group of people within the organization, including users,
influencers, buyers, deciders, and gatekeepers, who make business purchase decisions.
2. Users are the organizational members who will actually use the product being acquired.
a. They frequently initiate the purchase process and/or generate purchase specifications.
3. Influencers often are technical personnel, such as engineers, who help develop product
specifications and evaluate alternatives.
a. Technical personnel are especially important influencers when the products being
considered involve new, advanced technology.
4. Buyers select the suppliers and negotiate the terms of the purchases.
a. They may also be involved in developing specifications.
b. Buyers are sometimes called purchasing agents or purchasing managers.
5. Deciders actually choose the products.
a. For routinely purchased items, buyers are commonly deciders.
6. Gatekeepers, such as secretaries and technical personnel, control the flow of information to
and among the different roles in the buying center.
a. Buyers who deal directly with vendors also may be gatekeepers because they can
control information flows.
D. The number and structure of an organization’s buying centers are affected by the organization’s
size, its market position, the volume and types of products purchased, and the firm’s overall
managerial philosophy on who should make purchase decisions.
1. A marketer attempting to sell to a business customer should first determine the people and
the roles they play in the buying center and which individuals are most influential in the
decision process.
E. Stages of the Business Buying Decision Process
1. Like consumers, businesses follow a buying decision process (Figure 7.2).
a. First stage—one or more individuals in the business recognize that a problem or need
exists.
(1) It may be individuals in the buying center or other individuals in the firm who
initially recognize that a problem exists.
b. Second stage—this stage involves the development of product specifications which
requires that buying center participants assess the problem or need and determine what
is necessary to resolve or satisfy it.
(1) Users and influencers, such as engineers, provide information and advice for

9
developing product specifications.
c. Third stage—this stage involves searching for and evaluating potential products and
suppliers.
(1) Some organizations engage in value analysis, an evaluation of each component
of a potential purchase; value analysis examines quality, design, materials, and
possibly item reduction or deletion, in order to acquire the product in the most
cost-effective way.
(2) Some vendors may be deemed unacceptable because they are not large enough
to supply needed quantities; others may be excluded because of poor delivery
and service records.
(3) A number of firms employ vendor analysis, a formal, systematic evaluation of
current and potential vendors, focusing on such characteristics as price, product
quality, delivery service, product availability, and overall reliability.
d. Fourth stage—the results of deliberations and assessments in the third stage are used
to select the product to be purchased and the supplier.
(1) In some cases, the buyer selects and uses several suppliers, a process known as
multiple sourcing.
(2) At times, only one supplier is selected, a situation called sole sourcing.
(a) Sole sourcing has historically been discouraged except in the cases where
a product is only available from one company.
(b) While still not common, more organizations now choose sole sourcing,
partly because the arrangement means better communications between
buyer and supplier, stability and higher profits for suppliers, and often
lower prices for buyers.
(c) However, multiple sourcing remains preferable for most firms because it
lessens the possibility of disruption caused by strikes, shortages, or
bankruptcies.
e. Fifth stage—the product’s performance is evaluated by comparing it with
specifications.
(1) The supplier’s performance is also evaluated at this stage.
F. The business buying decision process is used in its entirety primarily for new-task purchases.
1. Several stages, but not necessarily all, are used for modified rebuy and straight rebuy
situations.
G. Influences on the Business Buying Decision Process
1. The four major factors that influence business buying decisions are environmental,
organizational, interpersonal, and individual (Figure 7.2).
a. Environmental factors include competitive and economic factors, political forces, legal
and regulatory factors, technological changes, and sociocultural issues.
(1) Changes in one or more environmental forces, such as new government
regulations or increased competition, can create opportunities and threats that
affect purchasing decisions.
b. Organizational factors that influence the buying decision process include the
company’s objectives, purchasing policies, resources, and the size and composition of
its buying center.

10
(1) An organization may also have certain buying policies to which buying center
participants must conform that limit buying decisions.
c. Interpersonal factors are the relationships among people within the buying center.
(1) Trust and clear communication ensure that all parties are satisfied with the
outcome, however interpersonal dynamics and varying communication abilities
within the buying center may complicate processes.
d. Individual factors are the personal characteristics of participants in the buying center,
such as age, personality, education level, and tenure and position in the organization.
(1) To be effective, marketers must know customers well enough to be aware of
these individual factors and their potential effects on purchase decisions.
(2) Promotion targeted to individuals in the buying center can influence individual
decision making as well.
V. Industrial Classification Systems
A. Marketers have access to a considerable amount of information about potential business customers
through government and industry publications and websites.
1. Marketers use this information to identify potential business customers and to estimate their
purchase potential.
B. Much information about business customers is based on industrial classification systems.
1. In the United States, marketers historically relied on the Standard Industrial Classification
(SIC) system, which the federal government developed to classify selected economic
characteristics of industrial, commercial, financial, and service organizations.
2. The SIC system was replaced by the North American Industry Classification System
(NAICS) when the U.S. joined the North American Free Trade Agreement (NAFTA).
a. NAICS is a single industry classification system used by the United States, Canada,
and Mexico to generate comparable statistics among the three partners of NAFTA.
b. The NAICS classification is based on production activities.
c. NAICS is similar to the International Standard Industrial Classification (ISIC) system
used in Europe and other parts of the world.
(1) NAICS divides industrial activities into 20 sectors.
(2) NAICS is more comprehensive and up-to-date, and it provides considerably
more information about service industries and high-tech products.
C. Industrial classification systems provide a uniform means of categorizing organizations into groups
based mainly on such factors as the types of goods and services provided.
1. Although an industrial classification system is a vehicle for segmentation, it is best used in
conjunction with other types of data to determine exactly how many and which customers a
marketer can reach.
D. A marketer can take several approaches to determine the identities and locations of organizations in
specific groups.
1. One approach is to use state or commercial industrial directories, such as Standard & Poor’s
Register and Dun & Bradstreet’s Million Dollar Database.
a. These sources contain information about a firm, including its name, industrial
classification, address, phone number, and annual sales.

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b. By referring to one or more of these sources, marketers isolate business customers by
industrial classification numbers, determine their locations, and develop lists of
potential customers by desired geographic area.
2. A more expedient, although more expensive, approach is to use a commercial data service.
a. A commercial data company can provide, for every company on an industrial
classification list, its name, location, sales volume, number of employees, types of
products handled, names of chief executives, and other pertinent information.
C. To estimate the purchase potential of business customers or groups of customers, a marketer must
find a relationship between the size of potential customers’ purchases and a variable available in
industrial classification data, such as the number of employees.
1. Once this relationship is established, it can be applied to customer groups to estimate the size
and frequency of potential purchases.
a. After deriving these estimates, the marketer is in a position to select the customer
groups with the most sales and profit potential.
D. Despite their usefulness, industrial classification data pose several problems.
1. A few industries do not have specific designations.
2. Because transferring products from one establishment to another is counted as a shipment,
double-counting may occur when products are shipped between two establishments within
the same firm.
3. Because the Census Bureau is prohibited from providing data that identify specific business
organizations, some data, such as value of total shipments, may be understated.
4. Because government agencies provide industrial classification data, a significant lag usually
exists between data-collection and the time when the information is released.

12
DISCUSSION STARTERS
Discussion Starter 1: Sustainable Marketing
This discussion starter focuses on sustainable marketing.
ASK: Why do you think more companies are “going green?”
Businesses generally make decisions based on profit potential. Many businesses are producing more
environmentally sustainable products than ever before, in spite of higher production costs, because
consumers demand them. Many consumers will even pay higher prices for products they know are
“green.” Businesses also understand that going green now will save them money in the long-term as
regulations become stricter and resources become ever scarcer.
Discussion Starter 2: The Products You Depend on from the Firms You Have Never Heard of
ASK: Have you ever thought about where the products you consume come from?
Many of us will purchase a loaf of bread or a candy bar and never think about how it was made or the
origination of the ingredients. Yet, each product we purchase contains a variety of input goods. Cargill
supplies product ingredients that are common in processed foods you consume every day. It is perhaps the
largest company you may have never heard of.
http://www.cargill.com/
Cargill is one of the world’s largest producers and marketers of food, agricultural, financial, and industrial
goods and services. Cargill’s products include the following:
1. Animal Nutrition & Feed
2. Agricultural Commodity Trading & Processing
3. Energy, Transportation & Metals
4. Farmer Services
5. Financial & Risk Management
6. Food & Beverage Ingredients
7. Foodservice
8. Industrial/Bio Industrial
9. Personal Care
10. Pharmaceutical
11. Salt
Discussion Starter 3: Government Purchasing
ASK: What types of goods and services do governments purchase?
Governments, being extremely large institutions, require a wide variety of goods and services.

13
Governments must purchase everything from food and clothing, to aircraft parts, to education and training
services. All of these products must be purchased and distributed to the various government agencies and
entities. The purchasing power of a government agency may be greatly increased through cooperative
purchasing agreements. These agreements may include local entities, agencies, or other buying groups
determined by the government. Organizations like U.S. Communities (http://www.uscommunities.org/)
help facilitate those agreements.
Discussion Starter 4: Business-to-Business Marketing and Universities
Recommended as a group activity:
In this chapter we examined the world of business-to-business marketing and learned that all types of
organizations engage in marketing, even if they do not directly market to consumers. In this exercise we
will look at how universities acquire goods and services to deliver their product to the marketplace.
Step 1: Visit http://www.dartmouth.edu/~control/departments/procurement/
Step 2: Click on the Category/Buyer Listing link on the website. Are you surprised by any of the items on
the list?
Step 3: If your organization wanted to market to universities, what recommendations would you make?
Step 4: Increasingly, sustainability is a challenge on campuses. How do you think Dartmouth addresses
sustainability through its purchasing practices? You might want to have students check out Dartmouth’s
sustainability page at dartmouth.edu/life-community/sustainability.

14
CLASS EXERCISES
Class Exercise 1: Business Buying Behavior vs. Consumer Buying Behavior
The objective of this class exercise is to show students that business buying behavior has many
similarities to consumer buying behavior.
Prompt for Students: Although business buying behavior might seem quite different from your buying
behavior, the two are more similar than you may think. As you answer the following questions, think
about how similar or dissimilar the business buying process is to your own.
1. When you buy a new shirt, hair dryer, MP3 player, television, or car, which of the following criteria
is important to you?
Quality Service
Product information Repair services
Product availability Credit
On-time delivery Price
2. Give examples of products that you buy (or may buy) based on:
Description Inspection
Sampling Negotiation
3. Match the business purchase situation with the consumer goods buying situation. How or why are
they related?
New-task purchase Limited decision making
Modified rebuy Routine decision making
Straight rebuy Extended decision making
4. How is the buying center of a business similar to the following purchasing roles that family members
play?
Users Influencers
Buyers Deciders
Gatekeepers
Answers:
1. If you ask enough students, you will eventually have all of these criteria listed. Although businesses
are more likely to develop formal written specifications about these concerns, final consumers also
find these to be important concerns for nearly any high-involvement product category.
2. Examples might include the following:
• Description—mail-order products (clothing, personal computers)
• Inspection—car, furniture, house, or any used item
• Sampling—grocery food items, mail samples, ice cream
• Negotiation—one-time projects such as commercial vehicles, buildings, capital equipment,
and special projects
3. The situations roughly match as follows:
• New-task purchase—extended decision making
• Modified rebuy—limited decision making

15
• Straight rebuy—routine decision making
4. You might want to ask “Who plays what roles in the family when a Wii video game console is
purchased?” Children (and perhaps their parents) are the users and influencers. The mother may be
the decider and the father the buyer. Older children may be the gatekeepers who control the flow of
information to the parents. Grandparents might also be the buyers, while the parents may play the
roles of deciders and gatekeepers. The point is that, to be successful, marketers must target the entire
buying center (or family). Focusing an entire sales presentation on the user may not be effective if
the decider is not persuaded.
Class Exercise 2: Inspection Methods
The purpose of this exercise is to allow students to demonstrate their understanding of different
purchasing methods. Each product is typically purchased by the following methods:
Business purchases can be made by several methods, including description, inspection, sampling, and
negotiation. Which method is most often used for each of the following products?
Question Answer
1. Grain Sampling
2. Used vehicles Inspection
3. Office space Inspection, negotiation
4. Oranges Description, sampling
5. Bulldozer Negotiation
6. Computer and printer Inspection
7. Office furniture Inspection
8. Pens and pencils Description
9. Eggs Description
10. Assembly line equipment Inspection, negotiation

Other documents randomly have
different content

Where did he spend that night? "Tenting on the old camp
ground."
What did the band play when he came home? "When
Johnny comes marching home."
Where were they married? "Old Kentucky home."
Who were the bridesmaids? "Two little girls in blue."
Who furnished the music? "Whistling Rufus."
Who furnished the wedding feast? "Rosie O'Grady."
Where did they make their home? "On the banks of the
Wabash."
What was their motto? "Home, sweet home."
Where did they always remain? "America."
The music was a new feature, and the fact that the airs were so well
known made it the more enjoyable. The advantage of the winner
being so slight, the pleasure of success was the more general.
After supper the hostess said that if they were not tired of guessing
she had another game to propose—a sort of fortune-telling game
which would give each man present the name that his future wife
should bear. It was for him to discover it. The first name was told to
make the subject clear—which was that a chemist's wife should be
named "Ann Eliza." Then they were told to guess the name of a civil
engineer's wife (Bridget); a gambler's (Betty); a humorist's (Sally); a
clergyman's (Marie); a shoemaker's (Peggy); a sexton's (Belle); a
porter's (Carrie); a dancing-master's (Grace); a milliner's (Hattie); a
gardener's (Flora); a judge's (Justine); a pugilist's (Mamie); a
pianist's (Octavia); a life-saver's (Caroline); an upholsterer's (Sophy);
an astronomer's (Stella); a doctor's (Patience); a fisherman's

(Netty); a gasman's (Meta); a marksman's (Amy). Each man could
judge, from his occupation, the name of his future wife.

MUSICAL TERMS ILLUSTRATED
Have some one play these songs:
"Star Spangled Banner," "Marching through Georgia," "Columbia, the
Gem of the Ocean," "Battle Hymn of the Republic," "Tramp, Tramp,
Tramp," "Hail Columbia," "Home, Sweet Home," "Yankee Doodle,"
"When Johnnie Comes Marching Home Again," "Auld Lang Syne,"
"America." No titles are announced, but the guests are asked to
guess the names and write them in order upon slips of paper.
Following each piece of music some musical term is illustrated.
These terms, with the means employed to illustrate them, are as
follows: "time," some one hold up a small clock; "measure," a
yardstick; "key," a door-key; "flats," two flatirons; "lines," a pair of
nursery lines; "sharps," a carving set; "tie," a gentleman's tie;
"bars," small clothes-bars; "staff," a cane; "a whole note," a dollar;
"a half note," a half dollar; "a quarter note," a silver quarter.

MUSICIANS BURIED
1. There were verd isles and tender blue of summer skies.
2. Maud Muller raked the hay, deny it not, O Judge.
3. The bell in ivy tower rings knell of passing day.
4. I arrive, King, most gracious sovereign.
5. She still wears her old smile—the sweet, modest maiden.
6. The mother of Charlie Ross in idle dreams still clasps him.
7. We berate our neighbors soundly, but excuse ourselves.
8. How famous the cherub in ideal art.
9. There will be no confab to-night.
10. If he asks your hand, Eliza, do not say nay.
11. Be brief; lo, toward life's setting sun, man hastens.
12. You've dropped a beet—ho, vender, heigh.
13. The dog spies a cat, and it makes his tail wag nervously.
14. A beau, berrying, needs a basket and a sweetheart.
15. My chop I never eat with peas.
16. You have found an egg, lucky boy.
17. Liz still improves from day to day.
18. Whoever else leaves, the Co. stays in most firms.
19. Cattle enjoy herbal feeding grounds.

20. I do not care a sou, Sarah, whether you will, or not.
Key to Musicians Buried
1. Verdi.
2. Hayden.
3. Bellini.
4. Rive King.
5. Herold.
6. Rossini.
7. Weber.
8. Cherubini.
9. Abt.
10. Handel.
11. Flotow.
12. Beethoven.
13. Wagner.
14. Auber.
15. Chopin.
16. Gluck.
17. Lizst.
18. Costa.
19. Balfe.
20. Sousa.

Note:—The letters composing the names of the sought-for musicians
come successively together but the name may begin and end in
different words.

MYSTICAL DINNER MENU
Menu Key
Soups
1. Capital of Portugal 1. Pea
2. An imitation reptile 2. Mock Turtle
Fish
3. The largest part of Sambo's feet 3. Sole
4. An express label 4. Cod
Game
5. A universal crown 5. Hare
6. Portion of a mountain range 6. Partridge
7. A tailor's tool 7. Goose
8. To shrink from danger 8. Quail
Roast Meat
9. A genial English author 9. Lamb
10. A country of the Crescent 10. Turkey
Boiled Meat
11. One of Noah's sons 11. Ham
12. Woman's best weapon 12. Tongue
Vegetables
13. To steal mildly 13. Cabbage
14. Complete upsets 14. Turnips

15. What successful candidates do 15. Beet
16. Two kinds of toes not found on
man or beast
16. Potatoes and
Tomatoes
Relishes
17. Pertaining to regions
underground
17. Celery
18. Comical performances 18. Capers
19. Elevated felines 19. Catsup
Puddings
20. What we say to impertinent
agents
20. Say go
21. Exactly perpendicular 21. Plumb
22. The mantle of winter 22. Snow
23. What the lawyer says to his
clients
23. Suet
Pies
24. To walk in an affected manner 24. Mince
25. A relative of the dairyman 25. Pumpkin
Fruit
26. The historian's delight 26. Dates
27. Water in motion 27. Currants
28. Small shot (plural) 28. Grapes

MYSTICAL PARTY
The Y. W. C. T. U.
Has cordially invited you
To the Mystery Reception,
Strange and weird beyond conception.
At seven-thirty o'clock night fall
We will welcome one and all;
With solemn rites and grewsome sights,
We'll meet you all on Monday night.
Street and number.
All those who take part in this should arrive early and have
everything in shape when the guests appear. First, each one should
wrap a white sheet over her and wear a small white mask. Have all
the lights turned low or have candles, and on the gas jets or candles
have red paper shades to cast a red, gloomy light over everything.
Have each one who takes part stand like a statue, and dispose these
statues about the house in corners and in dark places. As the guests
arrive have one of the white clothed figures meet them at the door,
and without a word, motion them to take off their wraps, and then
to enter the next room. If possible get some bones from a medical
college and have skulls and cross bones all about the room. In one
dark room should be skulls and pumpkins with faces cut in them and
candles inside. Do not have any other light in this room. When the
guests go into this room have some small pieces of ice wrapped in
muslin presented to them to be felt of in the dark. All this time the
statues should be quiet and remain so until all the company has
arrived. Then seat all the statues at a large table with a small candle

or a dish of burning alcohol in the centre and have each one tell a
weird story. Have a witch in a dark room with a dish of burning
alcohol and have the guests, one at a time, go in to have their
fortunes told. Tricks of different kinds can be played upon the
guests.
The program for the mysterious company consists of a number of
contests in which eyesight gives place to the sense of touch.
First of all the hostess produces a book printed in the raised lettering
for the blind and suggests that each guest read ten lines from it.
This is no easy matter. To the contestant reading the ten lines
correctly in the shortest time a prize is awarded.
For the second trial of skill the guests may gather around a circular
table. Beneath the table place a covered box or basket containing
the most variously assorted small articles that it is possible to secure
upon the spur of the moment, the more unexpected the better. No
player must see the articles placed in the basket. When all is in
readiness the objects are taken from the basket and passed rapidly
from hand to hand below the table, ending in the hands of the
hostess, and by her are placed in an empty bag provided for the
purpose.
Distribute pencils and ask the guests to write down as many of the
objects passed under the table as they can remember. A prize should
be provided for the person who hands in the fullest list of the
objects.
Next blindfold each guest in turn and place in his hands, one at a
time, various objects, the names of which are to be guessed aloud.
If curious and unfamiliar objects are selected, this will prove very
amusing.

NEW YEAR'S EVE PARTY
This is a favorite occasion for a party among young people. It should
be a small party, not over twenty-four guests, and it will be the more
enjoyable if informal and among those who are well acquainted with
each other.
There are as varied entertainments for such parties as for those at
other seasons. A pretty idea is to confine the list to twelve young
gentlemen and twelve young ladies. The hostess requests each
couple to dress so as to represent a particular month, which she
assigns them.
Duck trousers, cotton neckties, and white vests are as distinctive of
summer for the young men, as shirt-waists, duck skirts, and lawn
are for young women, but it will take some ingenuity to devise an
effect that will mark a particular month.
The guests should not assemble until nine o'clock. There should be a
large clock conspicuously placed in the room, and if possible an open
fireplace, with a bright fire on the hearth.
The first part of the time should be taken up in guessing the
months, the company gathering before the open fire in a circle. As
fast as one month is decided upon, the one who impersonates it
rises, makes his or her bow to the company, and recites at least four
original lines pertaining to that month. The more ridiculous or witty
they are, the better they will be appreciated.
After this comes the supper, which may be as elaborate or as simple
as desired, and then a promiscuous mixing of the months will cause
some merriment.

Just as the clock is striking twelve, there is a knock at the door.
Upon opening it, there is revealed a young man dressed as a baby,
in a long white dress tied about with a sash on which is printed
January 1, 19—. If properly planned, the appearance of this New
Year baby will cause shouts of merriment.
Hand shakings and New Year's greetings follow, and the party is
over.

NEW YEAR'S RESOLUTIONS
This game is played by providing each guest a paper and pencil, and
having ten letters of the alphabet read to the company. These are to
be copied, the guests are told to write a New Year's resolution of ten
words, each beginning with one of the letters used, in the order in
which they are given out. These importuned resolutions, when read,
will afford much amusement.

NEW YEAR'S SOCIABLE
As the guests come in, each one is requested to sign his name in a
note-book, and to write underneath it a New Year's resolution. An
entire page should be allowed for each one, so that no one may
know what his neighbor has written. Each guest should be given a
card inscribed with an appropriate quotation, such as "Time and tide
wait for no man." These cards are numbered. These are passed
around among the company, with the explanation that each guest is
to amuse the company for the length of time it takes for the sand to
run in a minute glass from one end to the other (have a minute
glass in room), using for the purpose of entertainment some thought
suggested by the quotation on his card. One can recite a poem,
another tell a story, another sing a song, and so on until every one
has done his share for the amusement of the others, following in
order according to the numbers on the cards. After each one has
done his part the hostess announces that she will now do hers and
proceeds to read each resolution that has been written in the book.
The names of the writers being given, it will cause much merriment.
Nut shells set sailing two by two in a basin of water may be named,
one for a man, the other for a girl. If they keep together, it is an
indication that the pair will be married before the year dies, but if
they separate, the fate of the twain is sealed for one year.

NINETEENTH CENTURY GAME
In this game of guess the contestants are told that each question
can be replied to with the name of a celebrity who has lived in, or
whose life has extended into, the nineteenth century. Each guest is
given a little tablet with his name written on every one of the pages.
Two minutes are allowed to each question. The questioner sits with
a big bowl before her, into which, when she calls time, each player
drops a slip upon which he has written his answer. This is the list
that the questioner reads, omitting, of course, the answers:
Why did England so often lose her way in South Africa? (Mr.
Rhodes)
What did the Emperor of China do when the Empress usurped
the throne? (Custer)
What did Isaac watch while his father was forging a chain?
(Abraham Lincoln)
What is Li Hung Chang credited with being? (Schley)
The lane that has no turning is a what? (Longstreet)
What does a Chinese lover say when he proposes? (Dewey)
What does Aguinaldo keep between himself and the Americans?
(Miles)
What happens when the wind blows in spiders' houses?
(Webster)
What did Buller unfortunately do? (Bragg)

What do the waves do to a vessel wrecked near shore?
(Beecher)
What does a ship do to a seasick man? (Rockefeller)
What did Uncle Sam do when he wanted to know whether
England would let him mediate? (Astor)
What is the chair-boy likely to do to the old lady he has to push
on a hot day? (Wheeler)
What is a novel military name for a cook? (Kitchener)
What do you do when you drive a slow horse? (Polk)
When do you get up to see a sunrise? (Early)
When Max O'Rell gets on a platform what does he do? (Speaker
Reed)
What does a waiter do after he has filled half of the glasses at a
table? (Fillmore)
In the settlement of disputes, do the European nations quarrel?
(General Lee)
The towns taken by the British generally lacked the what?
(Garrison)
What did the Jews say when the mother of Samuel passed?
(Mark Hanna)
In Cairo purchases are made at a what? (Booth)

NOSE AND GOGGLE PARTY
To fun-loving people who enjoy the grotesque, great sport will be
found in giving a Nose and Goggle Party. Here two objects will be
gained: merriment and disguise.
As the guests arrive, disguised as explained below, each is given a
card, perforated, with ribbon run through, in order to wear the card
around the neck, so that everybody can see it.
The cards must have, on one side, a number by which each guest is
known; on the other side, a list of figures, 1, 2, 3, etc. (as many
figures as there are guests), leaving space opposite each figure for a
name. In social conversation each guest is to guess who his or her
entertainer is. With intimate friends, this may be done readily by
familiarity with the voice; but in most cases the identification will not
be easy.
Each guest wears a false nose and goggles. The nose may be
purchased, or made by clever fingers, of heavy cardboard covered
with chamois.
The noses and goggles must not be removed till after refreshments,
which may be simple or elaborate as the hostess may wish. As you
make your guess, place the name opposite the number on your card
corresponding to the number of the person with whom you are
talking; for instance, if you think you know No. 4, turn your card and
write the name opposite No. 4, etc.

NOTED PEOPLE
Cut out pictures of noted men and women from newspapers and
magazines, paste on white paper, and number each one. Provide
each guest with paper and pencil, having the paper contain a list of
numbers corresponding to those on the pictures. The guests are
then requested to write opposite the correct number the name of
the person whom each picture represents. A good idea is to have
pictures pinned upon the wall, curtains, and in every convenient
place about the rooms, as the guests will then be obliged to move
about, and there will be no danger of wallflowers. After each one
has been given plenty of time for guessing, the correct list can be
read aloud by one person, each guest passing his paper to his
neighbor for correction. A prize may be given to the one who has
the most correct answers. In connection with this, the game of
noted people can be played. Have small slips of paper with the
names of noted people written upon them, and pin one of these on
back of each guest; he is to guess whom he represents by means of
questions put to him by other guests. This is great fun, and causes
much merriment among the young people. As soon as a player
guesses whom he represents a new slip can be put on his back. A
prize may be given the one who guesses the most names.

NUT CONUNDRUMS
Before the guests arrive hide nuts all over the rooms in every nook
and corner. At a given signal have the guests search for them and
the one finding the most can be given a small prize.
Take English walnuts, split and take out the kernel; write quotations
on small slips of paper, cut in half, put one-half paper in one nut
shell, the other half in another shell, gluing each shell together.
During the evening give one set of half quotations to the girls, the
other set to the boys and then have them hunt for their partners;
when found, each pair have refreshments together. Have the
following nut conundrums guessed, after which serve all kinds of
mixed nuts.
Conundrums
1. What nut grows nearest the sea? (Beechnut)
2. What nut grows the lowest? (Groundnut)
3. What nut is the color of a pretty girl's eyes? (Hazelnut)
4. What nut is good for naughty boys? (Hickory)
5. What nut is like an oft told tale? (Chestnut)
6. What nut grows on the Amazon? (Brazil nut)
7. What nut is like a naughty boy when sister has a beau? (Pecan)
8. What nut is like a Chinaman's eyes? (Almond)
9. What is the favorite nut in Ohio? (Buckeye)
10. What nut is like a good Jersey cow? (Butternut)

11. What is the mason's favorite nut? (Walnut)
12. What nut cannot the farmer go to town without? (Wagon nut)

NUT PARTY
Invitations may be slipped inside peanut or English walnut shells,
glued together, and sent in a small box. The shops are showing big
English walnuts, Parisian almonds and Spanish peanuts, filled with
confections in imitation of the genuine nut meats, which make
attractive prizes or favors. A novelty in silver represents an English
walnut (exact size), "All in a nutshell," which contains powder, puff,
mirror, miniature scent bottle, and pincushion; a silver peanut
contains a "magic" pencil or small vinaigrette; thimble cases,
bangles, tape measures, etc., come in nut designs; a small lace-
trimmed handkerchief may be folded and slipped inside an English
walnut shell. The diminutiveness of the prizes is emphasized if they
are wrapped in a series of boxes, each one larger than the next. For
finding partners, English walnuts painted and dressed in crimped
tissue paper to represent different nationalities may be used, a lady
and gentleman being given the same nationality. The menu served
may be made up of nuts: chicken and nut salad, peanut sandwiches,
salted nuts, nut candies, bisque of almonds, pecan cake, walnut
wafers, coffee.

OBSERVATION PARTY
Place these objects tastefully on the dining-room table, each guest
on entering the room being furnished with a catalogue of the
subjects, supposed to be different paintings, made out so that blank
spaces will be left to the right for the answers. From fifteen to
twenty minutes are allowed to guess and write down the answers as
fast as they are discovered. Comparing notes is hardly fair. At the
end of the stated time the guests leave the room. Some one then
calls out the correct answers, and the persons whose lists are the
nearest correct, receive the first, second, third, and fourth prizes,
the number of prizes varying according to the number of guests
present. A booby prize for the one who was the least successful
adds to the fun.
Below is given the list of forty subjects, and also the answers. From
the latter you will know what objects to collect and place upon the
table. It is better not to arrange them in exact order.
Subjects Answers
Out for the Night Candle in Candlestick
Departed Days Last Year's Calendar
Scene in Bermuda Onions
We Part to Meet Again Scissors
The Reigning Favorite Umbrella
Home of Burns Flatiron
The Greatest Bet Ever Made Alphabet
A Line from Home Clothes Line

The House the Colonel Lived
in
Corn Cob without the Corn
Cause of the American
Revolution
Tacks on a Letter T
A Heavenly Body Dipper
The Little Peacemaker Chopping-knife
Spring Offering Glass of Water
Bound to Rise Yeast Cake
Family Jars Two Glass Jars
Things that End in Smoke Cigars
A Place for Reflection Hand Mirror
Deer in Winter Eggs
Scene in a Base Ball Game Pitcher
A Drive Through the Wood Block of Wood with Nail Driven
Through
A Mute Choir Quire of Paper
A Trophy of the Chase Brush
A Rejected Beau Old Ribbon Bow
A Skylight A Star
Our Colored Waiter Black Tray
Sweet Sixteen Sixteen Lumps of Sugar
Consolation Pipe
Common Sense Pennies
The Black Friar Black Frying Pan
Cole's Memorials of the Great Cinders
The Four Seasons Mustard, Vinegar, Salt and Pepper
A Morning Caller A Bell

Assorted Liquors Whip, Switch and Slipper
The Skipper's Home Cheese
An Absorbing Subject Blotting Pad
A Dancing Entertainment A Ball
Bound to Shine Bottle of Shoe Blacking
The Spoony Couple Two Spoons
Old Fashioned Flowers Lady's Slippers
Nothing But Leaves Block of Blank Writing Paper

OLD-FASHIONED DINNER
1. A country in Asia Turkey
2. A color and a letter Gravy
3. Cape Cod fruit and impudence Cranberry
Sauce
4. A river in Italy, an Irish woman's beverage,
and "the five little pigs that went to market"
Potatoes
5. A parent and cuttings Parsnips
6. Reverse and small bites Turnips
7. Time measures Beets
8. An Indian's wife and an interjection of
silence
Squash
9. Well or badly brought up Bread
10. A goat Butter
11. A letter Tea
12. A crowd of people in a small place Jam
13. Mixed-up type Pie
14. Two of a kind Pears
15. A receptacle for fluids and a letter Candy
16. A crow's call and a doctor's payment Coffee
17. Ancient tales Chestnuts
18. What I do to be heard Ice cream

OLD-TIME COUNTRY SCHOOL
(Can be used as a play.)
"The Red Schoolhouse will open for the fall term on
September fifteenth. As a goodly number of pupils is
desired, all receiving this are urged to search the
highways and byways for others who may wish to attend.
School will begin promptly at eight. As there will be a
recess, all pupils should bring their dinners.
"SOLOMON WISEACRES, Pedagogue."
The coming of school-days, usually so much dreaded by young folks,
was hailed with much delight by recipients of the above notice. On
the appointed evening not only were there present the members of
the society, but each one, heeding the injunction regarding the
highways and byways, brought with him a friend. As the teacher had
also found an extra pupil, there were just twenty-four in the party.
The boys wore knee-trousers and the girls short skirts and pinafores,
with their hair hanging down their backs in long braids or curls. All
brought with them their dinners, packed in tin pails, in imitation of
their country cousins.
The schoolhouse was a large new barn, the schoolroom being up-
stairs in the hay-loft. Here were arranged two rows of benches, one
for the girls and one for the boys; blackboards hung on the walls,
and there was a plain wooden table in front for the teacher's desk.
Standing behind this, the schoolmaster, birch rod in hand, and
looking very wise in a pair of huge spectacles, received his pupils
and registered their names in a large book before him. Among those
enrolled were Alvira Sophronia Simmons, Malvina Jane Leggett,

Serena Ann Wilkins, Patience Charity Gray, Nathan Bartholomew
Brown, Ichabod Thompson and Abijah Larkins.
Each pupil before being assigned a seat was interrogated by the
teacher somewhat as follows: In what state and country were you
born? Do you know your letters? How far can you count? Who was
the first man? Who built the ark? And so on until the teacher had
acquainted himself with the limits of his pupils' ignorance.
When all were seated Teacher Wiseacres announced that school
would open with singing. The pupils were thereupon thoroughly
drilled in the scales and other exercises, the master severely
reprimanding any who sang out of tune. The lesson concluded with
songs usually sung at the club gatherings, after which a knot of blue
ribbon was given the one who had sung best, and a red bow to the
pupil considered second best.
During the course of this lesson, and also of those that followed,
there were frequent interruptions caused by the refractory behavior
of some of the pupils. Serena Ann Wilkins was caught eating an
apple, and was made to stand up in front with a book on her head.
Malvina Jane Leggett had to stand in the corner facing the wall for
giggling; while, direst disgrace of all, Abijah Larkins was obliged to
sit on the girls' side for drawing a caricature of the master on the
blackboard.
After the singing-lesson small wooden slates (the old-fashioned kind
bound in red cloth) were passed around and the following exercise
in orthography given out: "It is an agreeable sight to witness the
unparalleled embarrassment of a harassed peddler attempting to
gauge the symmetry of a peeled onion which a sibyl has stabbed
with a poniard." This task was accomplished with much puckering of
eyebrows, and no one, it may be said, succeeded in writing all the
words correctly.
The next lesson announced was reading, for which primers were
distributed. These were small books with brown-paper covers, the

lessons being tongue-twisters, beginning with such familiar ones as
"She sells sea-shells," "Peter Piper," etc., and ending with this one of
more recent date, taken from the Youth's Companion:
A bitter biting bittern
Bit a better brother-bittern;
And the bitten better bittern bit the bitter biter back.
And the bitter bittern, bitten
By the better bitten bittern,
Said, "I'm a bitter bittern-biter bit, alack!"
The class stood up in front and were made to toe the line drawn in
chalk on the floor. The pupil at the head was called upon first, and
read until a mistake sent him to the foot, when the one next to him
took his place. The master not only continually urged his pupils to
greater speed, but at the same time kept a sharp lookout, and gave
many words of warning to any whose feet were out of order; and
the frantic efforts of the pupils to obey instructions made the lesson
one of the most laughable contests of the evening. It was continued
until recess, the hour for refreshments.
The dinner-pails had been given for safekeeping into the hands of
the teacher. Now, when they were returned, it was discovered that
the boys had received those belonging to the girls and the girls
those of the boys. There was a happy correspondence in this
exchange; Ichabod Thompson receiving the pail of Patience Charity
Gray and she receiving his, and so on. The pupils thus paired off
were to share their dinners with each other. The master, who also
brought his dinner, reserved for himself the pail of the girl pupil
supposed to be his favorite.
There was great fun and laughter over the opening of the pails, for
the aim had been not so much to bring a dainty luncheon as one
that should be typical of the old-time district school. The following
may be taken as a sample of the contents of one of the buckets:
Bread and butter, doughnuts, apple turnover, spice-cake, cheese and

one very large cucumber pickle. Apples were contributed by the
teacher. Dinner over, the remainder of recess was spent in playing
games. Skipping the rope was one of the pastimes, and hop-scotch,
tag, and hide-and-go-seek were others.
School was resumed with a geography lesson, really a game played
as follows: The teacher requested one of the pupils to give a
geographical name, that of a country, city, river, etc. Others were
then called upon at random to give names, each of which had to
begin with the last letter of the one preceding it. Thus, if the first
name given were Egypt, the next one must begin with the letter T,
as Texas, while the one following this would begin with S, as St.
Louis. Any one who failed to respond in the time allowed—half a
minute—was dropped out of the class and the question passed on.
The lesson was continued until there was but one left, who received
the usual decoration.
The session closed with an old-fashioned spell-down, but before the
class was dismissed the wearers of the ribbons were presented with
prizes, these being small, daintily bound books. The others, that all
might have a suitable reminder of the occasion, received book-
shaped boxes of candy. This done, the bell was rung and school was
closed.
This school party can be played in hall or church.

OLD-TIME SPELLING BEE
The fact that a spelling bee is to form a part of the evening's
entertainment need not be indicated upon the invitation, it being a
part of the fun to catch people unawares.
After the arrival of the guests the choice of a "teacher" and two
leaders is effected by ballot. The two leaders then stand out at the
end of the room opposite each other, and each chooses alternately
one of the company at a time, to represent his side, until all have
been chosen and stand in their places in two lines.
The teacher, who is supplied with a book, then gives out a word to
the person at the end of the line to her right. If the word is correctly
spelled the next word is given out to the person at the end of the
opposite side at her left. If this person fails to spell this word
correctly she must immediately leave the line, and the same word is
put to number two on the opposite side. If the word is correctly
spelled she is privileged to choose one person from the opposite line
to step over to the foot of her own line. Another word is then given
to the opposite opponent, and so on down the lines. It often
happens that two equally proficient spellers are pitted against each
other for some time, when the contest becomes very exciting.
Limit the Time of the Best Speller
It is a good plan, lest the contest become wearisome, to limit the
time for the last participant. If at the end of six minutes the winner
has not failed on any word given, he or she becomes director of the
revels that follow, and must be implicitly obeyed for the rest of the

evening. The first duty is to announce a "recess," and having been
previously instructed he or she leads the way to an adjoining room,
where upon a table is a pile of boxes of various shapes and kinds,
neatly tied, which are distributed among the young women. After
which it is announced that each box contains a small school
luncheon, and that a young man accompanies each. She then
proceeds to distribute the young men as she has the boxes. Each
young woman then shares her luncheon with her partner. Should the
box contain an apple, a sandwich and a cake these must be halved.
After "recess" follow games, or music, or recitations, as the winner
of the contest wills.

ORANGE PARTY
To emphasize the color scheme, the young hostess wore a becoming
empire gown of orange-colored silk, and on her left shoulder was
fastened a large rosette of orange-colored chiffon. Each guest, upon
arriving, was presented with a similar rosette to wear as a
compliment to the occasion.
The dining-room was decorated with potted plants. Although it was
an afternoon party, the blinds were drawn and the room lighted
artificially. The electric lights were muffled in orange-colored cheese
cloth, and produced a very charming effect.
Over the centre of the table was spread a large square of orange
satin overlaid with a Battenberg lunch cloth. On this stood the
birthday cake, which had been baked in a fluted mold, then covered
thickly with yellow icing, and was a very clever imitation of the
luscious fruit it was intended to represent. The cake was surrounded
by twelve small brass candlesticks, in which burned orange-colored
tapers. At each end of the table was a smaller Battenberg square
over satin. On each of these, resting in a bed of green leaves, was
an orange of abnormal size, fashioned of papier-mâché, made in two
sections, though so exactly united that the orange seemed intact. In
these were the favors—small yellow bonbon boxes filled with orange
conserves and tied with baby ribbon. Small glass dishes, standing on
yellow tissue paper doilies that were fringed on the edges, and filled
with orange puffs, orange kisses and other home-made sweets,
were placed here and there on the table, and gave it a very festive
air.
The refreshments proper consisted of:

Frozen Custard in Orange Cups
Orange Jelly Whipped Cream
Small Cakes Orange Icing
Orangeade
The birthday cake was cut by the hostess, and each maiden served
to a slice. In the cake had been baked an orange seed. She who was
so fortunate as to find this seed in her slice was presented with an
orange spoon on which was graven the hostess's monogram, the
date and year.
Before leaving the table each guest was shown a small glass filled
with orange seeds, and was allowed one guess as to the number it
contained. The lucky guesser received a papier-mâché jewel box
fashioned to represent an orange. The "booby" prize was the tiniest
orange to be found in the market.

ORANGE SOCIABLE
In planning for an Orange Sociable use plenty of orange colored
paper, and make the decorations very attractive. Make orange
colored shades for gas or lamp globes, use orange colored paper
napkins, make orange butterflies, and let those who serve on
committee wear orange paper caps and orange colored ties. If
possible use orange crepe paper for doilies and mats. Refreshments
should consist of oranges, wafers tied with orange ribbon, and
orangeade.
For entertainment the old nursery rhymes should be used. Have slips
of paper containing one line each of a rhyme such as "There was an
old woman who lived in a shoe." Pass these slips to the guests and
have each hunt up the ones whose rhymes match that he holds.
There will be four for each group, and they will then proceed to
draw a picture of what their rhyme represents. A prize may be given
the group drawing the best picture, consisting of four very small
colored babies lying on a bed of cotton in an orange shell, the
orange shell cut in half and tied with orange ribbon. As there will be
four persons in the group, one baby can be given to each of the four.

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