MKT Ch6 Test (Other)

deciders

nurse in a hospital chief dentist

environmental

the major influences of the buying process at general aeronautics limited include supply conditions and technological changes

a buyer is unhappy with a current suppliers product quality

which of the following is an example of an internal stimulus that would most likely lead to problem recognition

company procedures

which of the following is an organizational factors that influences buyers

an increase in derived demand

which of the following is the LEAST likely a characteristic of business-to-business procurement

many buyers now use the power of the internet to pit suppliers against one another and search out better deals, products, and turnaround time s on a purchase-by-purchase basis

which of the following is true about business-to-business procurement

price

which of the following plays the most important part in government buying

influencers

users are often

high advertising cost

which of the following are difficulties associated with selling to government buyers except

extranet

which of the following can help a company create direct procurement accounts with suppliers, through which company buyers can purchase equipment, materials, ad supplies

supply of key materials

which of the following environmental factors influences business buyers

general need description

in the _______ stage of the buying process in which buying organization decides on and specifics the best technical product characterized for a needed item

problem recognition 1.

in the beginning of the buying process. Timothy Perry, a product development manager noticed that the raw materials that were procured from the companies regular supplier were of poor quality. consequently he decided to change the existing supplier as a remedial measure this is known as the ______ stage

interpersonal

influences business buying process is the most difficult to access

influencers

refer to people in an organization buying venter who affect the buying decision they often help define specifications and provide information for evaluating alternatives

E- procurement

refers to purchasing through electronic connections between buyers and sellers usually online.

new task

refers to the business buying situation in which buyer purchases a product or service for the first time

proposal solicitation

refers to the stage of the business buying process in which the the buying organization decides on and specifies the best technical product characteristics for a needed item

level of primary demand

Business buyers are heavily influenced by factors in the current and expected economic​ environment, such as​ ________.

performance review

In which stage of the business buying process does a buyer ask users to rate their satisfaction with the supplied materials?

buyer

Jason Perkins has the informal power to approve the final suppliers in his organization

product specification stage

Johann Heers company has standardized the size of its paper bags so that each bag can be used in five to seven different store apartments. in the business buying process this approach to cost reduction most likely took place in the

performance review

Luke brown a manager in an automobile factory, wanted his subordinates to rate their satisfaction about the new prisons that arrived last month he asked them to rate their product

gatekeeper

Marissa hopkins a hospital nurse is a

gatekeeper

Paul prevents salespersons fro, seeing the decision makers in his organization

faces a new task situation

Peter Adams decided to start a new tech venture. as he needed servers ad computers for his company, he decided to order these form a local vendor show as offering attractive discounts Peter is

supplier selection

The members of the buying center at Kids world now review the proposals and select a supplier or suppliers

a new task situation

Rudolph decided to enter the mobile services market. the company decided to procure the tools and machines needed from a reputable supplier. Rudolph is facing

Order-routine specification

_________ is an approach to cost reduction in which components are studied carefully to determine if they can be redesigned

problem recognition 2

__________ occurs when someone in the company identifies a need that can be met by acquiring a specific product or service

supplier list

a manager in a garment manufacturing company decided to replace the plastic shopping bags currently used in his company with bags made of recyclable material. he asked the operations officer to hatcher relevant information and send a list of alternatives to him. the manager is suppling a

lancaster real estate agency

all of the following organizations are likely part of the institutional market

Order-routine specification

after searching for centers shalina is preparing a

deciders

buyers are often _____ or at least suppliers

new task buying situation

buyers who face a _______ usually all stages of the buying process

reduce delivery times to save money

by showing buyers a better way to make an object, outside sellers can

a gate keeper

control the flow of information in the buying center

supplier proposal

creates a long term relationship in which the supplier promises to resupply the buyer as needed at agreed prices for a set time

influencer

defining product specifications and providing relevant information for evaluating alternatives in his organizations buying center

General Services Administration

in several major cities in the US ________ operates business service centers with staffs to provide a complete education on the way government agencies buy, the steps that suppliers should follow, and the procurement opportunities available

is often a key business marketing strategy for winning and holding accounts

in solution selling

individuals who do not supply raw materials

does not participate in the purchase decision process of a buying organization

buyer

dora has formal authority to select suppliers and arrange terms of purchase for many of the items her firm uses

Proposal solicitation

during which of the following stages of the business buying process is a buyer most likely to conduct a value analysis by carefully studying components to determine if they can be redesigned, standardized, or made less expensively

new task situation

epa printing technology

organizational

factors that the firm objectives, procedures, and systems are examples of ______ influences of business buying behavior

deciders

formal or informal oiler to elect or approve final suppliers

a buyer

have formal authority and responsibility to select the supplier and negotiate the terms of the contract

reverse auction

in _______, companies put their purchasing requests online and invite suppliers to bid for the business

the buying center draws up a list of the desired suppliers attributes and their relative importance

likely to occur in the supplier selection stage

buyers

may help shape product specifications but their major role is to velours and negotiate

users

members of the buying organization who help define specifications and provide information for evaluating alternatives

interpersonal

most influenced by authority in the business buying process

extranet links 1.

pace hardware uses learning how.com to improve sales forces effectiveness and facilitate sharing of expertise. it allows once retailers to connect with each other for seeking managerial and marketing advice. it allows pace retailers to ask their supplier about product usage instance pace hardware is facilitating communication through

user

pho Nguyen mechanic plays the role of

problem recognition 4

ross Stewart is purchasing manager at the Texas-based manufacturing company, he sources most of the raw materials needed by his company from Kramer corp. however ross is unhappy with Kramers prices. additionally he thinks that the quality if raw materials supplied bt Kramer is substandard. which of the following steps is ross in

institutional 2.

sage hospitals, a nonprofit organization, provides healthcare to the people in the midwest, management at stage is involved in ________ market

conducting a suppliers list

sail metalworks is currently looking for the best vendors of metal sheets. in other words they are

general need description

sam Doherty, a purchasing manager in willard groups companies, is currently working with engineers and consultants to define the items to be purchases. additionally sam and his team are ranking the importance of reliability, durability and price desired in the items. they are preparing for

E-procurement 2.

skywalk aeronautics limited received orders for 25 cargo air carriers from Zephyr Cargo limited through its web site in 2013. this is an example of

buying centers

the ______ refers to all the individuals that units that play a roll I the purchase decision making process

institutional

the _______ market consists of schools, hospitals, nursing homes, prisons and the line that private goods and services to people in their care

federal business operations

the _______ website provides a single point of entry through which commercial vendors and government buyers can post, search, and retrieve opportunities solicited by the entire federal contracting community

buying center

the decision making unit of a purchasing organization calls it

problem recognition 3.

the first step in the business buying process is

elected officials

total government spending is determined by

supplier selection

under ______ buyers share sales and inventory information directly with key suppliers who monitor and replenish the buyers stock automatically as needed