Chapter 6

Business-to-business marketers will sometimes promote their goods directly to consumers. This is because business demand is​ __________. A. constant B. derived C. elastic D. unrelated to demand for consumer goods E. the same as consumer demand

B

According to the​ text, one result of technology is that the new space for engaging business customers is​ __________. A. digital and social media B. extranet links C. ​face-to-face sales calls D. trading sites E. trade shows

A

Business-to-business marketing involves buying and selling goods or services by which of the​ following? A. ​Manufacturers, producers,​ retailers, wholesalers B. ​Consumers, manufacturers,​ resellers, suppliers C. ​Manufacturers, producers,​ retailers, the government D. ​Manufacturers, producers,​ retailers, consumers E. ​Manufacturers, retailers,​ consumers, wholesalers

A

For Super Bowl Sunday a pizzeria simply increases their order of supplies from their existing suppliers. Which type of buying situation does this​ represent? A. A modified rebuy B. A consumer transaction C. A new task situation D. A straight rebuy E. Systems selling

A

In the​ B-to-B market, one strategy is to offer a complete solution to a​ buyer's problems. This is called​ __________. A. systems selling B. a straight rebuy C. a​ multi-seller approach D. supplier development E. a modified rebuy

A

One form of​ e-procurement is​ __________ in which companies put their purchasing requests online and invite bids. A. reverse auctions B. systems selling C. company buying sites D. extranet links E. trading exchanges

A

What are the two major components of a​ B-to-B marketer's buying​ activity? A. The buying center and the buying decision process B. Pricing and promotion C. The buying decision process and systems selling D. The buying center and organizational members who will use the product or service E. The buying center and consumer demand

A

Which of the following correctly defines the institutional​ market? A. Organizations that provide goods and services to people in their care B. The buying centers within organizations that make buying decisions C. Manufacturers of consumer goods and services D. Resellers such as retailers and wholesalers E. All purchases made by the government

A

Which of the following statements regarding the institutional market is​ correct? A. Institutional markets have captive patrons. B. Institutional buyers always seek to minimize costs. C. Institutional markets are characterized by large budgets. D. Institutional buyers have the same characteristics and needs as business buyers. E. Institutional markets are relatively small.

A

The first stage of the business buying decision process is problem recognition. What is the second​ stage? A. Product specification B. General need description C. Proposal solicitation D. Supplier search E. Supplier selection

B

he U.S. government normally awards contracts to​ __________. A. the supplier with the highest quality item B. the lowest bidder C. the highest bidder D. foreign suppliers E. the supplier with the best reputation

B

Age, personality, buying​ style, and job position are​ __________ factors that can influence the business buying decision process. A. organizational B. economic C. individual D. cultural E. interpersonal

C

Items such as technical​ specifications, quantity, delivery​ time, return​ policies, and warranties are included in which stage of the buying decision​ process? A. Supplier selection B. Proposal solicitation C. ​Order-routine specification D. General need description E. Product specification

C

Product value analysis is an approach to cost reduction that is used at which stage of the buying decision​ process? A. ​Order-routine specification B. Performance review C. Product specification D. Proposal solicitation E. Problem recognition

C

Which of the following statements regarding the business market is​ correct? A. In the business market buying​ process, buyers and sellers are less dependent on each other than in the consumer market. B. The business market has more buyers than the consumer market. C. Many sets of business purchases are made for one set of consumer purchases. D. Business buying decisions are less complex than consumer buying decisions. E. The business market is not as large as the consumer market in terms of dollars spent and items purchased.

C

Which stage of the business buying decision process occurs between supplier search and supplier​ selection? A. Performance review B. ​Order-routine specification C. General need description D. Proposal solicitation E. Product specification

D

Which of the following is a​ business-to-business market​ transaction? A. The U.S. government buying supplies for military personnel B. A family vacationing at Disneyland C. A person buying their weekly groceries D. A hospital buying medical supplies E. A grocery store buying cereal from​ Kellogg's

E

The​ __________ consists of all the people who are involved in an organizational buying decision. A. buying network B. purchasing unit C. buying center D. purchasing network E. purchasing department

C

Which of the following statements about the use of digital and social media for​ B-to-B marketing is​ correct? A. It is growing slowly because business buyers are only occasionally connected to digital devices. B. It is a very important medium but its use is currently limited to a small number of industries. C. It allows businesses to target individuals within a business who affect buying decisions. D. It is growing rapidly but offers limited ways to engage customers compared to​ face-to-face selling. E. It reduces customer engagement and interaction.

C

Which of the following statements is correct regarding major influences on business buyer​ behavior? A. Marketers in the​ B-to-B market are not concerned with competitive developments in their environment. B. Economic factors have little influence on business buying decisions. C. Emotion plays an important role in business buying decisions. D. Interpersonal factors have little influence on business buyer behavior. E. Culture is more important to domestic​ B-to-B marketers than to global​ B-to-B marketers.

C

Which of the following statements regarding the U.S. government market is​ correct? A. Government buying is not scrutinized by outside publics. B. The U.S. government market is not affected by environmental factors. C. The U.S. government is the largest buyer of goods and services in the world. D. Selling to the U.S. government requires no specific knowledge of that market. E. The government tends to favor foreign suppliers over domestic suppliers

C

A University is buying new overhead projectors for its classrooms. The​ University's Information Technology Department has been asked to provide specifications and recommendations for this purchase. The IT Department is playing which role in the​ University's buying​ center? A. User B. Buyer C. Decider D. Gatekeeper E. Influencer

E

In which type of buying situation will a buyer usually go through all eight stages of the business buying​ process? A. A straight rebuy B. The purchase of a business service C. A modified rebuy D. A new task buying situation E. The purchase of raw materials

D

One problem with​ business-to-business e-procurement is that it​ __________. A. increases paperwork requirements B. increases transaction costs C. increases the time between order and delivery D. can erode​ long-standing customer-supplier relationships E. reduces purchasing efficiency

D

Unlike marketers in the consumer​ market, business-to-business marketers​ __________. A. use a less formalized buying process B. can ignore customer needs C. respond to elastic demand for their goods D. deal with far fewer but far larger buyers E. are not concerned with creating customer value

D