Chapter 7

Prior to finalizing a purchase, the procurement department may consult ______ to ensure that the purchase being made is suitable for the function it will have in the company. Multiple select question. design team members employees who use the materials competitors who use similar materials customers of the company

design team members employees who use the materials

In most country markets, the central government tends to be the ______ purchaser of goods and services. Multiple choice question. most-profitable cheapest only largest

largest

buy raw materials, components, and parts that allow them to make and market their own goods and ancillary services.

manufacturers

The three B2B buying situations are________ buys,_________ rebuys, and straight rebuys.

new ; modified

Which of the following is NOT one of the types of organizations that make up B2B markets? Manufacturers Government Franchisers Resellers Institutions

Franchisers

Using metrics to evaluate a supplier of raw materials to a manufacturer is part of which stage of the B2B buying process? Multiple choice question. Need recognition Order specification stage Vendor performance assessment RFP process

Vendor performance assessment

A firm's_______ organizational demonstrates the set of values, traditions, and customs that moderate its employees' behavior. (Enter one word in the blank.)

culture

______________are the entire category of marketing intermediaries that move the product further downstream in the channel without significantly altering the form.

resellers

During the B2B buying process, a firm will typically invite alternative suppliers to bid on supplying the firm's required components for a product. This stage is called the______________ for proposal process.

resquest

A local clinic (institution) in need of more Purell antibacterial soap might purchase from Target, which is a ______ of soap, whereas a local high school (institution) in need of more textbooks might buy some from McGraw-Hill, which is a

retailer; manufacturer

Each role within the buying center is different. Which role makes the final determination as to which product is purchased from which supplier, if purchased at all? Multiple choice question. Decider Initiator Buyer Gatekeeper

decider

In the first stage of the B2B buying process, the buying organization recognizes, through either internal or external sources, that it has a(n) ______ need. Multiple choice question. unfulfilled expiring redundant satisfied

unfulfilled

The final stage of the B2B buying process is also known as ___________performance assessment using metrics.

vendor

The__________ will be the person who ultimately determines any part of the buying decision. (Use the exact term.)

decider

Within a typical buying center, who is the person who controls information, access, or both to decision makers and influencers? Multiple choice question. Gatekeeper Buyer User Decider

gatekeeper

In the fifth stage of the B2B buying process, ______ specification, the firm places its order with its preferred supplier(s). Multiple choice question. preference supplier vendor order

order

When a firm places its orders with its preferred supplier(s), it engages in ______. Multiple choice question. order requesting supplier acceptance supplier engagement order specification

order specfication

The___________ is the role that controls information, access, or both to decision makers and influencers. Listen to the complete question

gatekeeper

__________ to __________marketing refers to the process of buying and selling goods or services to be used in the production of other goods and services, for consumption by the buying organization, and/or for resale by wholesalers and retailers. (Enter one word in each blank.)

Business to business

Which of the following is NOT a step in the formal business-to-business buying process? Multiple choice question. Product specification RFP process Need recognition Commercialization

Commercialization

Burt's Bees buys raw materials in order to provide its finished earth-friendly products, such as perfumes, lip balms, and hair products. Which of the following business markets best describes Burt's Bees?

Manufacturer or producer

_______refers to a set of unspoken guidelines that employees share in various work situations. Multiple choice question. Organizational climate Organizational theory Organizational culture Organizational structure

Organizational culture

Terence recognizes that in order to fulfill customers' expectations for his florist business, he needs a customized delivery van. This illustrates the requirements for which stage in the B2B process? Multiple choice question. Stage 1: Need recognition Stage 4: Performance assessment Stage 2: Product specification Stage 3: Order specification

Stage 1: Need recognition

The majority of B2B buying situations can be described as which three of the following? Multiple select question. Straight rebuys Modified rebuys New buys B2C buys Organizational buy

Straight rebuys Modified rebuys New buys

What is the purpose of a white paper? Multiple choice question. To build rapport with other businesses by passing along funny anecdotes or experiences To provide product information in an easy-to-read informational context To identify a need and solicit proposals from suppliers to help fill it To promote a product to other businesses using eye-catching phrases and endorsements

To provide product information in an easy-to-read informational context

Which of the following are roles within a buying center? Multiple select question. User Vendor Initiator Decider Reseller

User Initiator Decider

Manufacturers, resellers, institutions, and governments are considered the main organizations that make up

business to business

The person who handles the paperwork of the actual purchase and is responsible for making the purchase is the

buyer

Within a typical buying center, there will be someone who handles the paperwork for the actual purchase. This person is referred to as the ______. Multiple choice question. initiator buyer decider user

buyer

B2B marketing involves the process of buying and selling goods or services to be used in the production of other goods and services, for ______ by the buying organization, and/or for ______ by wholesalers and retailers.

consumption; resale

True or false: In most large organizations, buying decisions are made exclusively by members of the purchasing or procurement department, with limited or no input from other employees. True false question. True False

false

The person who may agree with the initiator and convince others in the firm to agree with buying a particular item is called a(n) ______. Multiple choice question. purchaser influencer buyer gatekeeper

incflucencer

The person who may agree with the initiator and convince others in the firm to agree with buying a particular item is called a(n) ______. Multiple choice question. buyer influencer gatekeeper purchaser

influencer

Within a typical buying center, the ______ is the person who first suggests buying a particular product or service. Multiple choice question. gatekeeper influencer initiator decider

initiator

Hospitals, universities and religious organizations could be considered _______ to which a B2B vendor would sell products. Multiple choice question. manufacturers businesses resellers institutions

institutions

The fourth stage of the B2B buying process has a number of mini steps within itself. Which of the following is NOT one of the steps within the fourth stage? Multiple choice question. Product specification Proposal analysis Selection Vendor negotiation

product specification

When preparing a proposal to meet a potential client's needs, vendors often review the company's ______ to get a better sense of what the company is looking for. Multiple choice question. product specifications mission statement organizational chart financial disclosures

product specification

In the fourth stage of the B2B buying process, _____, vendor negotiation, and selection all occur. Multiple choice question. product specification proposal analysis request for proposals demonstration of product

proposal analysis

In the fourth stage of the B2B buying process, _____, vendor negotiation, and selection all occur. Multiple choice question. request for proposals demonstration of product proposal analysis product specification

proposal analysis

In the third stage of the B2B buying process, the firm will invite alternative suppliers to bid on supplying the firm's required components. This stage is known as the ______ for ______ process. Multiple choice question. request; proposals request; product specification review; proposals review; product specification

request; proposal

After a company recognizes a need, it develops product ______ that potential suppliers can use to develop their proposals to supply the product. Multiple choice question. requests specifications requests for proposals negotiation attributes

specifications

True or false: The government is usually one of the largest spenders in the B2B market. True false question. True False

true

A software development firm has built a program that can help businesses more efficiently target advertisements toward those who are most likely to buy. The sales team wants to introduce the product to potential clients but doesn't want to overwhelm them with a pushy sales pitch or overly technical language. To do this, they should create which of the following? Multiple choice question. Request for proposal White paper Modified rebuy Buying center

white paper