CH 6

अब Quizwiz के साथ अपने होमवर्क और परीक्षाओं को एस करें!

​________ refer to members of the buying organization who help define specifications and provide information for evaluating alternatives.

Influencers

​________ refer to people in an​ organization's buying center who affect the buying​ decision; they often help define specifications and provide information for evaluating alternatives.

Influencers

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

New task

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

Product specification

​________ is an approach to cost reduction in which components are studied carefully to determine if they can be​ redesigned, standardized, or made by less costly methods of production.

Product value analysis

Which of the following most likely occurs in the supplier selection stage of the business buying decision​ process?

The buying center draws up a list of the desired supplier attributes and their relative importance.

Which of the following is true about business​ purchases?

Business purchases involve more professional purchasing effort than consumer purchases.

​________ have formal authority to select the supplier and arrange the terms of purchase.

Buyers

​________ may help shape product​ specifications, but their major role is to select vendors and to negotiate.

Buyers

A​ ________ creates a​ long-term relationship in which the supplier promises to resupply the buyer as needed at agreed prices for a set time period.

blanket contract

Business markets are similar to consumer markets in that​ ________.

both involve people who assume buying roles and make purchase decisions to satisfy needs

The decision process by which business buyers determine which products and services their organizations need to purchase and then​ find, evaluate, and choose among alternative suppliers and brands is known as​ ________.

business buying process

Dora has formal authority to select the suppliers and arrange terms of purchase for many of the items her firm uses. Her role in the buying center is that of​ a(n) ________.

buyer

Business buyer behavior refers to the​ ________.

buying behavior of the organizations that buy goods and services for use in the production of other products and services that are​ sold, rented, or supplied to others

The​ ________ refer(s) to all the individuals and units that play a role in the purchase​ decision-making process.

buying center

The​ decision-making unit of a purchasing organization is called its​ ________.

buying center

Business demand that ultimately comes from the demand for consumer goods is known as​ ________ demand.

derived

Demand for outboard motors depends on consumers purchasing fishing boats. This is an example of​ ________ demand.

derived

Green​ Bees, a popular American​ heavy-metal band, will perform in Berlin during Christmas. There is a high demand for concert tickets among fans worldwide who are looking forward to the​ much-awaited performance. In this​ instance, the high demand for tickets for the Green Bees concert is representative of​ ________ demand.

derived

​Jeremy's, a handbag manufacturer in Lower​ Manhattan, procures a large stock of leather in anticipation of brisk sales of handbags during December. This is an example of​ a(n) ________ demand.

derived

The major influences on the buying process at General Aeronautics Limited include supply conditions and technological​ changes, which would both be categorized as​ ________ factors.

environmental

Peter​ Adams, an​ entrepreneur, decided to start a new technology venture. As he needed servers and computers for his​ company, he decided to order these from a local vendor who was offering attractive discounts. In this​ instance, Peter​ ________.

faces a new task situation

The business marketer normally deals with​ ________ than the consumer marketer does.

far fewer but far larger buyers

​A(n) ________ controls the flow of information to others in the buying center.

gatekeeper

​Paul, a purchasing agent for Kiel​ Inc., has the authority to prevent salespersons from seeing the decision makers in his organization. Which of the following best describes​ Paul's position?

gatekeeper

In the​ ________ stage of the buying​ process, the alert business marketer can help the buyers define their needs and provide information about the value of different product characteristics.

general need description

Sam​ Doharty, a purchasing manager in Willard Groups of​ Companies, is currently working with engineers and consultants to define the items to be purchased.​ Additionally, Sam and his team are ranking the importance of​ reliability, durability, and price desired in the items. In other​ words, they are preparing​ a(n) ________.

general need description

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.​ Consequently, he asked the operations officer to gather relevant information and send a list of alternatives to him. In the business buying​ process, the manager is preparing​ a(n) ________.

general needs description

Who among the following does NOT participate in the purchase decision process of a buying​ organization?

individuals who supply raw materials

A university enrolled 200 graduate students in the Fall of 2011.​ However, the enrollment rate was only slightly affected following a​ 12-percent hike in tuition the following fall. This illustrates​ ________ demand.

inelastic

The Pure Drug Company produces​ insulin, a product with a very stable demand. Even though the price changed several times in the past two​ years, the demand for Pure​ Drug's insulin remained relatively unaffected. In this​ instance, the demand for insulin is representative of​ ________ demand.

inelastic

Eric​ Mason, an employee of Huntington​ Steelworks, is responsible for defining product specifications and providing relevant information for evaluating alternatives in his​ organization's buying center.​ Eric, whose opinions affect the buying decisions of his organization to a great​ extent, is most likely​ a(n) ________.

influencer

Marissa​ Hopkins, a hospital​ nurse, notices that the gurneys used in the hospital are not durable enough. She informed the hospital authorities about Grace Care​ Inc., a new company selling lightweight and durable gurneys. In this​ instance, Marissa played the role of​ a(n) ________.

influencer

In new product​ buying, the users are often the​ ________.

influencers

If a buying center is most influenced by authority in the business buying​ process, it can be safely concluded that​ ________ factors have a major influence on its buying behavior.

interpersonal

Which of the following factors influencing the business buying process do marketers typically find most difficult to​ assess?

interpersonal

Solutions selling​ ________.

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

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

level of primary demand

A business purchase usually involves all of the following EXCEPT​ ________.

manufacturing representatives

In a​ ________ situation, the​ "in" suppliers may become nervous and feel pressured to put their best foot forward to protect an account and the​ "out" suppliers may see the present situation as an opportunity to make a better offer and gain new business.

modified rebuy

In​ a(n) ________​ situation, the buyer wants to revise product​ specifications, prices,​ terms, or suppliers.

modified rebuy

Ralph works for a manufacturing company in Ohio.​ Recently, he called in a department manager to assist in the purchase of some heavy machinery. After consulting the department​ manager, Ralph is considering a change in product specifications and characteristics and expects suppliers to meet his requirements. Which of the following is evident​ here?

modified rebuy

Since business marketers have fewer buyers than consumer​ marketers, business buyers often face​ ________ than do consumer buyers.

more complex buying decisions

Buyers who face a​ ________ usually go through all stages of the buying process.

new task buying situation

After searching extensively for​ vendors, Shalina​ D'Souza, the owner of a manufacturing​ firm, selected Texcom Technologies Inc. as her​ firm's primary supplier of bearings and shafts of a specific dimension. Shalina is currently preparing an order form that specifies the number of shafts needed and the expected time of delivery. In other​ words, she is preparing the​ ________.

order routine specification

Factors such as a​ firm's objectives,​ procedures, and systems are examples of​ ________ influences on the business buyer behavior.

organizational

Differences between business markets and consumer markets include all of the following EXCEPT​ ________.

people who make purchase decisions to satisfy needs

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

performance review

Luke​ Price, a manager in an automobile​ factory, wanted his subordinates to rate their satisfaction about the new pistons that arrived last month. He asked them to rate the product based on strength and ease of handling. Which of the following is evident​ here?

performance review

A company will likely identify qualified suppliers by doing all of the following EXCEPT​ ________.

placing classified advertisements

In the beginning of the buying​ process, Timothy​ Perry, a product development​ manager, noticed that the raw materials that were being procured from his​ company's regular supplier were of poor quality.​ Consequently, he decided to change the existing supplier as a remedial measure. The stage of the buying process in which Timothy identified the quality breach represents the​ ________ stage.

problem recognition

Ross Stuart is a purchasing manager in a​ Texas-based manufacturing company. He sources most of the raw materials needed by his company from Kramer Corp.​ However, Ross is unhappy with​ Kramer's prices.​ Additionally, he thinks that the quality of the raw materials supplied by Kramer is substandard. Which of the following stages in the business buying process is​ Ross' company currently​ in?

problem recognition

The first step of the business buying process is​ ________.

problem recognition

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

problem recognition

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?

product specification

Johann​ Herr's company has standardized the size of its paper bags so that each bag can be used in five to seven different store departments. In the business buying​ process, this approach to cost reduction most likely took place in the​ ________ stage.

product specification

In which stage of the business buying process does the buyer contact suppliers for​ bids?

proposal solicitation

Sigma​ Inc., a software firm based in​ California, reordered 50 printers from the designated provider without any modifications. This is an example of​ ________.

straight rebuy

The owners of a manufacturing firm in Ohio have developed a core network of suppliers to ensure an uninterrupted supply of products. This is an example of​ ________.

supplier development

Attributes that a buying center may look for in a supplier include all of the following EXCEPT​ ________.

​off-shore manufacturing

The stage of the business buying process in which the chosen​ supplier(s) is given the final order is the​ ________ stage.

​order-routine specification

Under​ ________, buyers share sales and inventory information directly with key suppliers who monitor and replenish the​ buyer's stock automatically as needed.

​vendor-managed inventory

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

A buyer is unhappy with a current​ supplier's product quality.

Which of the following is most likely true about a straight​ rebuy?

A straight rebuy is handled on a routine basis by the purchase department.

The buying center draws up a list of the desired supplier attributes and their relative importance.

conducting a supplier search

​________ can strongly influence business buyer reactions to the​ marketer's behavior and​ strategies, especially in the international marketing environment.

Culture and customs

Business buyers are subject primarily to economic influences when they make their buying decisions. Emotional or personal factors rarely are involved.

F

All business buying decisions follow all steps of the business buying process.

False

During proposal​ solicitation, the buying center often will draw up a list of desired supplier attributes and their relative importance.

False

Gatekeepers have formal or informal power to select or approve the final suppliers.

False

In a straight​ rebuy, the buyer wants to alter product​ specifications, prices,​ terms, or suppliers.

False

In the business buying​ process, the buyer and seller are relatively less dependent on each other.

False

In the supplier selection​ stage, the buyer reviews supplier performance.

False

Most businesses that manufacture products for the consumer market also sell directly to consumers.

False

Product value analysis is an approach to enhancing productivity.

False

Rachel Stein works for the LeBray Beverage Company. She helps define product specifications and also provides information for evaluating alternatives. Rachel plays the role of gatekeeper.

False

The buying center is a fixed and formally identified unit within the buying organization.

False

The demand for many business goods tends to change more slowly than the demand for consumer goods.

False

The newer the buying​ task, and the more complex and costly the​ item, the lesser the amount of time the buyer will spend searching for suppliers.

False

In which of the following would the buyer reorder a product without any​ modifications? A. reverse auction B. new task C. solution selling D. straight rebuy Your answer is correct. E. modified rebuy

Straight rebuy

Which of the following is NOT part of the business​ market?

Sue shops for her​ family's groceries at the local Whole Foods store.

​________ involves systematically developing networks of​ supplier-partners to ensure a dependable supply of products and materials for use in making products or reselling them to others.

Supplier development

​________ refers to buying a packaged solution to a problem from a single​ seller, thus avoiding all the separate decisions involved in a complex buying situation.

Systems selling

A company buying a product or service for the first time faces a new task situation.

True

Business demand ultimately derives from the demand for consumer goods.

True

Derived demand refers to the business demand that ultimately comes from the demand for consumer goods.

True

In the business buying​ process, business buyers determine which products and services their organizations need to purchase.

True

In the general needs description of the buying​ process, the buyer describes the characteristics and quantity of the needed item.

True

In the performance review​ stage, the seller or the buyer may​ modify, continue, or cancel the business arrangement.

True

In the proposal solicitation stage of the business buying​ process, the buyer invites qualified suppliers to submit proposals.

True

Influencers often help define specifications and also provide information for evaluating alternatives.

True

The business marketer normally deals with far fewer but far larger buyers than the consumer marketer does.

True

The main differences between business and consumer markets are in market structure and​ demand, the nature of the buying​ unit, and the types of decisions and the decision process involved.

True

The​ order-routine specification includes the final order with the chosen supplier or suppliers and lists items such as technical​ specifications, quantity​ needed, expected delivery​ time, return​ policies, and warranties.

True

Within the​ organization, buying activity consists of two major​ parts: the buying center and the buying decision process.

True

A marketer wanting to determine business buyer behavior is most likely to ask which of the following​ questions?

What are the major influences on​ buyers?

Sheffield Cargo serves both consumer and business​ markets, but most of its revenue comes from its business customers. Of​ late, the business customers of Sheffield Cargo have demanded a change in the packaging of heavy cargo along with a more sophisticated and​ user-friendly extranet framework. Sheffield Cargo is under pressure to offer better products and services or risk losing a huge portion of its customers. This is an example of​ ________.

a modified rebuy situation

Rudolf Technologies Inc. decided to enter the automobile service market.​ Consequently, the company decided to procure the tools and machines needed from a reputable supplier. Rudolf Technologies is facing​ ________.

a new task situation

Gina Parker owns an ad agency in Baton Rouge. She regularly purchases cleaning supplies for her custodial​ staff, using the same vendor and ordering relatively consistent amounts of the same products on each purchase. This is an example of​ ________.

a straight rebuy situation

Sail Metalworks Inc. is currently looking for the best vendors of metal sheets. In other​ words, Sail Metalworks is​ ________.

conducting a supplier search

Which of the following is an organizational factor that influences business​ buyers?

company procedures

A nurse in a hospital told the chief​ dentist, Dr.​ Albrecht, that the hospital should purchase equipment that would sterilize the​ dentists' tools without using any water because water tends to affect the durability of the tools over time. Dr. Albrecht located some articles on chemical sterilizers and gathered more information on how they worked. After talking to​ salespeople, Dr. Albrecht finally placed his order for the machine. In this​ instance, Dr. Albrecht played the role of​ a(n) ________.

decider

Jason Perkins has the informal power to approve the final suppliers in his organization. In other​ words, Jason plays the role of​ a(n) ________ in his​ organization's buying center.

decider

Refer to the scenario below to answer the following​ question(s). Alpha Stampings Inc. produces 14 metal stampings for the automotive industry. Due to industry design changes and consumer​ demands, for the next financial​ year, six of those stampings will require a slight​ change: two will have an extra hole punched through the​ side, two will require an extra plating​ process, and two will require an additional weld operation. In the​ meantime, purchasing agent Richard Koehl has been asked to reduce the number of​ Alpha's steel suppliers in an effort to cut costs. After obtaining updated price quotations and steel samples from his current​ suppliers, Richard faced a dilemma. Until​ now, he had selected his suppliers based on quality and​ price, but the major consideration had been the type of steel required and the specialized production processes of his respective suppliers. Not all of​ Alpha's suppliers could produce the exact grades of steel​ needed; some suppliers were better at producing certain types of steel than others. Richard contacted several employees at Alpha who had worked with the various types of steel in the past. The quality control manager and line​ inspector, for​ example, could help to determine which suppliers had the capabilities of producing specific types of steel. The production control manager could provide input regarding which types of steel worked best in which presses. The warehouse foreman gave inputs regarding how long various types of steel could be held in inventory before rust spots began to form on their surfaces. Each person contributed the necessary information to help Richard in making his decision. In this​ instance, Richard plays the role of​ a(n) ________.

decider

In routine buying​ situations, which of the following members of the buying center has formal or informal power to select or approve the final​ suppliers?

deciders

In routine​ buying, buyers are often the​ ________, or at least the approvers.

deciders

Members of the buying center at​ Kid's World, a store for​ children's clothing, are drawing up a list of desired supplier attributes and their relative importance.​ Next, they intend to compare several​ suppliers' proposals to these attributes. In which step of the business buying process is the buying center at​ Kid's World involved​ in?

supplier selection

Which of the following is an environmental factor that influences business​ buyers?

supply of key materials

A new task situation presents​ ________.

the greatest opportunity and the greatest challenge to the marketer

In business markets with inelastic demand​ ________.

the total demand for products is not much affected by​ short-term price changes

In a straight​ rebuy, ________.

the​ "in" suppliers try to maintain product and service quality to keep the business

Many buyers prefer multiple sources of supplies​ ________.

to avoid being totally dependent on one supplier

By showing buyers a better way to make an​ object, outside sellers can​ ________ .

turn straight rebuy situations into new task situations

Phoi​ Nguyen, a manufacturing​ mechanic, determines that the molds for manufacturing plastic jar lids are wearing out sooner than expected. Phoi contacts her manager to request that the parts be reordered. In this​ instance, Phoi played the role of​ a(n) ________.

user


संबंधित स्टडी सेट्स

Principles of Marketing Ch 15 and 19

View Set

Ch. 11: Auditing the Revenue Process

View Set