Chapter 6 Marketing Exam
Business-to-business marketing involves buying and selling goods or services by which of the following?
Manufacturers, producers, retailers, wholesalers
Which of the following statements regarding the business market is correct?
Many sets of business purchases are made for one set of consumer purchases.
Product value analysis is an approach to cost reduction that is used at which stage of the buying decision process?
Product specification
One form of e-procurement is __________ in which companies put their purchasing requests online and invite bids.
reverse auctions
Items such as technical specifications, quantity, delivery time, return policies, and warranties are included in which stage of the buying decision process?
Order-routine specification
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 modified rebuy
Which of the following statements regarding the institutional market is correct?
Institutional markets have captive patrons.
Which of the following statements is correct regarding major influences on business buyer behavior?
Emotion plays an important role in business buying decisions.
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?
Influencer
