HW 6
D.cultural
Government buyers are affected by all of the following factors EXCEPT ________ factors. A.interpersonal B.organizational C.individual D.cultural E.Environmental
True
Government organizations typically require suppliers to submit bids, and normally they award the contract to the lowest bidder.
C.food vendors with low prices and quality products
Hospital purchasing agents should prefer __________. A.considerable documentation from suppliers B.a negotiated contract C.food vendors with low prices and quality products D.to give contracts to the lowest bidder E.open-bid purchasing
E.Business-to-business marketers keep customers by meeting current needs and by partnering with them to help solve their problems.
How is the business-buying decision process different from the consumer-buying decision process? A.Business-buying decisions are less formal. B.Business-to-business marketers do not work as closely with their customers as consumer marketers. C.The business-buying decision process is shorter than the consumer-buying decision process. D.Business buyers face less complex buying decisions than consumers do. E.Business-to-business marketers keep customers by meeting current needs and by partnering with them to help solve their problems.
A.interpersonal
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. A.interpersonal B.systemic C.strategic D.technological E.Economic
C.conducting a supplier search
If a task is new, complex and costly, on which stage of the buying process will the buyer spend a greater amount of time? A.reviewing suppliers' performance B.preparing an order-routing specification C.conducting a supplier search D.deciding on product specification E.preparing a general needs description
C.engaging business buyers
In B-to-B marketing, digital and social media play an important role in __________. A.proposing new businesses B.deterring partnerships among businesses C.engaging business buyers D.attracting consumers E.deterring consumers
D.reverse auctions
In ________, companies put their purchasing requests online and invite suppliers to bid for the business. A.procurement B.product specification C.supplier search D.reverse auctions E.problem recognition.
E.trading exchanges
In ________, companies work together to facilitate the trading process. A.reverse auctions B.order-routine specification C.supplier selection D.procurement E.trading exchanges
D.modified rebuy
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. A.new task B.reverse auction C.solutions selling D.modified rebuy E.straight rebuy
False
In a straight rebuy, the buyer wants to alter product specifications, prices, terms, or suppliers.
B.modified rebuy
In a(n) ________ situation, the buyer wants to revise product specifications, prices, terms, or suppliers. A.reverse auction B.modified rebuy C.new task D.straight rebuy E.absolute auction
E.buyers are highly sensitive to price changes
In business markets with inelastic demand ________. A. derived demand is absent B.a business purchase usually involves less decision participants C.a business purchase usually does not involve a professional purchasing effort D.the total demand for products is not much affected by short-term price changes E.buyers are highly sensitive to price changes
D.influencers
In new product buying, the users are often the ________. A.monitors B.primary advertisers C.deciders D.influencers E.Gatekeepers
A.deciders
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? A.deciders B.users C.gatekeepers D.influencers E.Buyers
C.deciders
In routine buying, buyers are often the ________, or at least the approvers. A.influencers B.gatekeepers C.deciders D.primary advertisers E.Monitors
C.General Services Administration
In several major cities in the U.S, the ________ 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. A.Small Business Administration B.Federal Business Agency C.General Services Administration D.U.S. Commerce Department E.Defense Logistics Agency
C.systems selling
In the B-to-B market, one strategy is to offer a complete solution to a buyer's problems. This is called __________. A. a straight rebuy B.a modified rebuy C.systems selling D.supplier development E.a multi-seller approach
D.general needs description
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. A.supplier search B.problem recognition C.supplier selection D.general needs description E.order-routine specification
B.problem recognition
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. A.general needs description B.problem recognition C.performance review D.supplier search E.product specification
True
In the business buying process, business buyers determine which products and services their organizations need to purchase.
False
In the business buying process, the buyer and seller are relatively less dependent on each other.
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.
False
In the supplier selection stage, the buyer reviews supplier performance.
E.straight rebuy
In which of the following would the buyer reorder a product without any modifications? A.new task B.solution selling C.reverse auction D.modified rebuy E.straight rebuy
D.performance review
In which stage of the business buying process does a buyer ask users to rate their satisfaction with the supplied materials? A.order-routine specification B.supplier selection C.supplier search D.performance review E.problem recognition
C.proposal solicitation
In which stage of the business buying process does the buyer contact suppliers forbids? A.general needs description B.supplier search C.proposal solicitation D.order-routing specification E.product specification
D.A new task-buying situation
In which type of buying situation will a buyer usually go through all the stages of the business buying process? A.A straight rebuy B.The purchase of raw materials C.A modified rebuy D.A new task-buying situation E.The purchase of a business service
True
Influencers often help define specifications and also provide information for evaluating alternatives
A.characterized by low budget, captive patrons
Institutional markets are __________. A.characterized by low budget, captive patrons B.carefully watched by outside publics C.affected by organizational factors D.subject to frequent shifts in procurement personnel E.characterized by considerable documentation
D.order-routine specification
Items such as technical specifications, quantities, delivery times, return policies, and warranties are included in the ________. A.supplier selection B.product specification C.proposal solicitation D.order-routine specification E.general need description
E.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. A.gatekeeper B.user C.buyer D.Influencer E.decider
C.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. A.primary B.composite C.derived D.inelastic E.Latent
A.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? A.performance review B.proposal solicitation C.general needs description D.supplier selection E.order-routine specifications
C.to avoid being totally dependent on one supplier
Many buyers prefer multiple sources of supplies ________. A.to ensure that suppliers do not become complacent B.to keep companies interested in doing business with them C.to avoid being totally dependent on one supplier D.to prepare in case of a work stoppage E.to encourage their salespeople to develop broader networks of contacts
D.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) ________. A.decider B.strategist C.buyer D.influencer E.Gatekeeper
D.supplier selection
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? A.performance review B.general needs description C.order-routine specification D.supplier selection E.proposal solicitation
False
Most businesses that manufacture products for the consumer market also sell directly to consumers.
E.Individual
Motives, perceptions and preferences are _______ factors than can influence the business-buying decision process. A.organizational B.cultural C.interpersonal D.economic E.Individual
E.can erode long-standing customer-supplier relationships
One problem with business-to-business e-procurement is that it ________. A.increases paperwork requirements B.reduces purchasing efficiency C.increases the time between order and delivery D.increases transaction costs E.can erode long-standing customer-supplier relationships
E.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? A.buyer B.decider C.influencer D.user E.Gatekeeper
A.faces a new task situation
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 ________. A.faces a new task situation B.plans to attract customers by offering products at below-market prices C.is most likely to benefit the most from reverse auction D.faces a modified rebuy situation E.faces the need for product differentiation
B.Product specification
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.Product specification C.Problem recognition D.Proposal solicitation E.Performance review
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
True
The benefits of e-procurement include access to new suppliers, lower purchasing costs, and more time-efficient order processing and delivery.
B.far fewer but far larger buyers
The business marketer normally deals with ________ than the consumer marketer does. A.far more elastic demand B.far fewer but far larger buyers C.far more but far smaller buyers D.far less fluctuations in demands E.negligible customer complaints
True
The business marketer normally deals with far fewer but far larger buyers than the consumer marketer does.
False
The buying center is a fixed and formally identified unit within the buying organization
D.all individuals and units that play a role in the buying purchase decision process
The buying center of an organization consists of ________. A.the choice of suppliers B.the entire buying organization C.economic and technical factors D.all individuals and units that play a role in the buying purchase decision process E.the buying decision process
B.business buying process
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 ________. A.business diversification B.business buying process C.business process automation D.situational analysis E.lateral expansion
A.buying center
The decision-making unit of a purchasing organization is called its ________. A.buying center B.quality center C.value chain D.customer support system E.innovation center
False
The demand for many business goods tends to change more slowly than the demand for consumer goods.
C. General need description
The first stage of the business buying decision process is problem recognition. What is the second stage? A.Supplier selection B.Product specification C.General need description D.Proposal solicitation E.Supplier search
D.problem recognition
The first step of the business buying process is ________. A.performance review B.product specification C.general needs description D.problem recognition E.order-routine specification
False
The institutional market is characterized by high budgets, while its buying objective is profit.
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.
E.Environmental
The major influences on the buying process at General Aeronautics Limited include supply conditions and technological changes, which would both be categorized as ________ factors. A.individual B.interpersonal C.organizational D.systemic E.Environmental
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.
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.
A.supplier development
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 ________. A.supplier development B.a supply bottleneck C.capability management D.asset management E.Backsourcing
C.Buyers
_______ may help shape product specifications, but their major role is to select vendors and to negotiate. A.Deciders B.Users C.Buyers D.Influencers E.Gatekeepers
E.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. A.Gatekeepers B.Deciders C.Buyers D.Users E.Influencers
C.Systems selling
_______ 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. A.Problem recognition B.Proposal solicitation C.Systems selling D.Performance review E.General need specification
B.Buyers
________ have formal authority to select the supplier and arrange the terms of purchase. A.Influencers B.Buyers C.Gatekeepers D.Deciders E.Users
E.Product value analysis
________ 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. A.Order-routine specification B.Proposal solicitation C.Cost-benefit analysis D.General needs description E.Product value analysis
C.Problem recognition
________ occurs when someone in the company identifies a need that can be met by acquiring a specific product or service. C A.Proposal solicitation B.Real-time marketing C.Problem recognition D.Solutions selling E.Performance review
C.Influencers
________ refer to members of the buying organization who help define specifications and provide information for evaluating alternatives. A.Deciders B.Buyers C.Influencers D.Users E.Gatekeepers
C.Straight rebuy
________ refers to a business buying situation in which the buyer purchases a product or service for the first time. A.Reverse auction B.New task C.Straight rebuy D.Modified rebuy E.Derived demand
D.Product specification
________ 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. A.Proposal solicitation B.General needs description C.Performance review D.Product specification E.Product development
D. Influencers
_________ are members of the buying center who help define specifications and provide information for evaluating alternatives. A.Users B.Buyers C.Gatekeepers D.Influencers E.Deciders
A.the greatest opportunity and the greatest challenge to the marketer
A new task situation presents ________. A.the greatest opportunity and the greatest challenge to the marketer B.the fewest decisions for the buyer C.the smallest number of decision participants D.low risk for the buyer E.the least information required
A.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
Business buyer behavior refers to the ________. A.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 B.buying behavior of consumers who buy goods and services for personal consumption C.strong affinity of businesses for value-for-money deals D.buying behavior of consumers who rely on small retailers for the regular supply of provisions E.decision process by which business buyers determine which products and services their organizations need to purchase
A.level of primary demand
Business buyers are heavily influenced by factors in the current and expected economic environment, such as ________. A.level of primary demand B.organizational objectives C.group dynamics D.culture and customs E.individual motives
False
Business buyers are subject primarily to economic influences when they make their buying decisions. Emotional or personal factors rarely are involved
D.derived
Business demand that ultimately comes from the demand for consumer goods is known as ________ demand. A.primary B.consumer C.negative D.derived E.Elastic
true
Business demand ultimately derives from the demand for consumer good
A.both involve people who assume buying roles and make purchase decisions to satisfy needs
Business markets are similar to consumer markets in that ________. A.both involve people who assume buying roles and make purchase decisions to satisfy needs B.the decision processes involved in both the markets are same C.the types of decisions are fairly consistent in both the markets D.the nature of the buying unit is the same for both E.both share the same market structure
E.is inelastic
Business markets have demand that __________. A.does not change for services B.does not change for products C.is elastic D.is rigid at all times E.is inelastic
D.engage business customers and manage customer relationships
Business-to-business marketers are now using a wide range of digital and social media marketing approaches to __________. A.promote the use of social media B.attract new consumer markets C.search for better products D.engage business customers and manage customer relationships E.hire new employees
A.derived
Business-to-business marketers will sometimes promote their goods directly to consumers. This is because business demand is __________. A.derived B.elastic C.the same as consumer demand D.constant E.unrelated to demand for consumer goods
C.Manufacturers, producers, retailers, wholesalers
Business-to-business marketing involves buying and selling goods or services by which of the following? A.Manufacturers, producers, retailers, consumers B.Manufacturers, producers, retailers, the government C.Manufacturers, producers, retailers, wholesalers D.Manufacturers, retailers, consumers, wholesalers E.Consumers, manufacturers, resellers, suppliers
E.new task buying situation
Buyers who face a ________ usually go through all stages of the buying process. A.modified rebuy B.routine buying situation C.need for limited problem solving D.straight rebuy E.new task buying situation
C.turn straight rebuy situations into new task situations
By showing buyers a better way to make an object, outside sellers can ________ . A.provide incentives for larger orders B.turn straight rebuy situations into modified rebuy situations C.turn straight rebuy situations into new task situations D.discourage straight rebuys E.reduce delivery times and save money
E.Social media and digital marketing
_________ have rapidly become the new platforms for engaging business customers. A.Traditional and antiquated marketing B.Door-to-door and in-person marketing C.Consumer and employee marketing D.Cold-call and phone marketing E.Social media and digital marketing
A.Order-routine specification
_________ includes the final order with the chosen supplier or suppliers and lists other required items. A.Order-routine specification B.Performance review C.Vendor-managed inventory D.Product specification E.Supplier search
B.Product specification
_________ is the stage of the business-buying decision process that occurs after a problem is recognized and a general need description is developed. A.Proposal solicitation B.Product specification C.Supplier selection D.Performance review E.Need recognition
E.buying center
he ________ refer(s) to all the individuals and units that play a role in the purchase decision-making process. A.users B.systems sellers C.influencers D.gatekeepers E.buying center
B.user
hoi 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) ________. A.decider B.user C.buyer D.influencer E.Gatekeeper
A.product specification
ohann 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. A.product specification B.general needs description C.supplier search D.proposal solicitation E.problem recognition
D.derived
reen 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. A.business B.primary C.negative D.derived E.Elastic
B.organizational
. Factors such as a firm's objectives, procedures, and systems are examples of ________ influences on the business buyer behavior. A.cultural B.organizational C.technological D.Political E.Interpersonal
E.the "in" suppliers try to maintain product and service quality to keep the business
. In a straight rebuy, ________. A.buyers are keen on revising product specifications B.the "in" suppliers feel pressured to protect an account C.a company buys a product or a service for the first time D.the "out" suppliers view the situation as an opportunity to gain new business E.the "in" suppliers try to maintain product and service quality to keep the business
B.can erode long-standing customer dash supplier relationships
. One problem with business-to-business e-procurement is that it __________. A.increases transaction costs B.can erode long-standing customer dash supplier relationships C.increases the time between order and delivery D.reduces purchasing efficiency E.increases paperwork requirements
D.E-procurement
116. ________ refers to purchasing through electronic connections between buyers and sellerslong dashusually online. A.Strategic sourcing B.Value chain management C.General need specification D.E-procurement E.Proposal solicitation
D.straight rebuy
A business buying situation in which the buyer reorders something without any modifications is known as a __________ A.new task B.buying center C.modified rebuy D.straight rebuy E.systems solution
C.manufacturing representatives
A business purchase usually involves all of the following EXCEPT ________. A.more decision participants B.trained purchasing agents C.manufacturing representatives D.high-level trained supply managers E.more professional purchasing effort
True
A company buying a product or service for the first time faces a new task situation.
A.placing classified advertisements
A company will likely identify qualified suppliers by doing all of the following EXCEPT ________. A.placing classified advertisements B.reviewing trade directories C.being contacted by salespeople of qualified firms D.phoning other companies for recommendations E.online searches
.general needs 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) ________. A.supplier list B.problem statement C.general needs description D.proposal solicitation E.order-routine specification
C.Is the role of gatekeepers relevant in the international business environment?
A marketer wanting to determine business buyer behavior is most likely to ask which of the following questions? A.Are niche markets more profitable than mass markets? B.Are buyers sensitive toward price changes in consumer markets? C.Is the role of gatekeepers relevant in the international business environment? D.What are the major influences on buyers? E.How do interpersonal factors affect organizational performance?
E.Decider
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) ________. A.agent B.gatekeeper C.monitor D.Influencer E.Decider
E.Inelastic
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. A.derived B.composite C.highly elastic D.negative E.Inelastic
C.Influencer
A university is buying notebook computers for its faculty. 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.Buyer B.Decider C.Influencer D.User E.Gatekeeper
D.gatekeeper
A(n) ________ controls the flow of information to others in the buying center. A.buyer B.influencer C.user D.gatekeeper E.Decider
C.digital and social media
According to the text, one result of technology is that the new space for engaging business customers is __________. A.extranet links B.face-to-face sales calls C.digital and social media D.trading sites E.trade shows
E.order routine specification
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 ________. A.marketing mix B.product mix C.general needs description D.product specification E.order routine specification
B.individual
Age, personality, buying style, and job position are __________ factors that can influence the business buying decision process. A.organizational B.individual C.cultural D.interpersonal E.Economic
False
All business buying decisions follow all steps of the business buying process.
E.high advertising costs
All of the following are difficulties associated with selling to government buyers EXCEPT ________. A.excessive paperwork B.strict regulations C.decision-making delays D.bureaucracy E.high advertising costs
C.Lancaster Real Estate Company
All of the following organizations are likely part of the institutional market EXCEPT ________. A.Millersville Community College B.LaGrange Community Hospital C.Lancaster Real Estate Company D.Worthampshire Prison E.Water Street Nursing Home
D.off-shore manufacturing
Attributes that a buying center may look for in a supplier include all of the following EXCEPT ________. A.competitive prices B.product quality C.service quality D.off-shore manufacturing E.on-time delivery
True
Companies can allow their suppliers access to online sites on which the company posts its buying needs, requests bids, negotiates terms, and places orders, thus minimizing research steps and costs.
E.Derived
Demand for outboard motors depends on consumers purchasing fishing boats. This is an example of ________ demand. A.primary B.negative C.elastic D.composite E.Derived
True
Derived demand refers to the business demand that ultimately comes from the demand for consumer goods.
A.general need description
Developing product specifications follows __________ in the business buyer decision process. A.general need description B.performance review C.supplier selection D.supplier search E.proposal solicitation
B.people who make purchase decisions to satisfy needs
Differences between business markets and consumer markets include all of the following EXCEPT ________. A.nature of the buying unit B.people who make purchase decisions to satisfy needs C.number of buyers D.types of decisions and the decision process E.market structure and demand
False
Digital and social media are useful primarily for consumer products and services companies.
B.meeting in person with customers at trade shows or conferences
Digital and social media's role in business-to-business marketing enhances all of the following EXCEPT ________. A.targeting individuals that affect buying decisions within the target businesses B.meeting in person with customers at trade shows or conferences C.giving buyers more control of and access to important information D.facilitating anytime and anywhere connections between people at the selling and buying organizations E.giving sellers more control of and access to important information
C.buyer
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) ________. A.decider B.influencer C.buyer D.user E.Gatekeeper
False
During proposal solicitation, the buying center often will draw up a list of desired supplier attributes and their relative importance
E.product specification
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? A.performance review B.proposal solicitation C.order-routine specification D.general need description E.product specification
False
E-procurement has caused the time between order and delivery to increase significantly.
A.influencer
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) ________. A.influencer B.gatekeeper C.Buyer D.user E.Decider
D.A straight rebuy
Every Monday a pizzeria places the same order with its supplier for pepperoni. Which type of buying situation does this represent? A.A consumer transaction B.Systems selling C.A modified rebuy D.A straight rebuy E.A new task situation
False
False
D.A modified rebuy
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 straight rebuy B.A new task situation C.Systems selling D.A modified rebuy E.A consumer transaction
False
Gatekeepers have formal or informal power to select or approve the final suppliers.
A.a straight rebuy 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.a straight rebuy situation B.a modified rebuy situation C.a new task D.product differentiation E.reverse auction
C.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? A.product differentiation B.straight rebuy C.modified rebuy D.reverse auction E.new task
E.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? A.product specification B.general needs description C.order-routine specification D.performance review E.problem recognition
A.a new task 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.a new task situation B.the pressure to diversify its market C.the need to outsource its primary service offering D.negative competition E.a modified rebuy situation
D.institutional
Sage Hospitals, a nonprofit organization, provides healthcare to the people in the Midwest. Management at Sage is involved in the ________ market. A.wholesale B.government C.consumer D.institutional E.Resell
C.conducting a supplier search
Sail Metalworks Inc. is currently looking for the best vendors of metal sheets. In other words, Sail Metalworks is ________. A.reviewing suppliers' performance B.preparing a general needs description C.conducting a supplier search D.preparing an order-routing specification E.deciding on product specification
A. 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) ________. A. general need description B.order-routine specification C.product proposal D.supplier list E.decision tree
B.a modified rebuy situation
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.a new task B.a modified rebuy situation C.reverse auction D.a straight rebuy situation E.trade exchange
A.a straight rebuy
Sigma Inc., a software firm based in California, reordered 50 printers from the designated provider without any modifications. This is an example of ________. A.a straight rebuy B.derived demand C.a new task D.inelastic demand E.a modified rebuy
E.more complex buying decisions
Since business marketers have fewer buyers than consumer marketers, business buyers often face ________ than do consumer buyers. A.shorter buying processes B.fewer product details C.informal buying processes D.less complex buying decisions E.more complex buying decisions
B.e-procurement
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 ________. A.proposal solicitation B.e-procurement C.order-routine specification D.customer relations management E.supplier selection
B.is often a key business marketing strategy for winning and holding accounts
Solutions selling ________. A.refers to a business buying situation in which the buyer routinely reorders something without any modifications B.is often a key business marketing strategy for winning and holding accounts C.refers to a business buying situation in which the buyer purchases a product or service for the first time D.is equivalent to cold calling E.refers to a business buying situation in which the buyer wants to modify product specifications, prices, terms, or suppliers
E.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. A.composite B.derived C.negative D.latent E.Inelastic
A.the lowest bidder
The U.S. government normally awards contracts to ________. A.the lowest bidder B.foreign suppliers C.the supplier with the highest quality item D.the supplier with the best reputation E.the highest bidder
D.institutional
The ________ market consists of schools, hospitals, nursing homes, prisons, and the like that provide goods and services to people in their care. A.for-profit B.wholesale C.government D.institutional E.Consumer
B.buying center
The __________ consists of all the people who are involved in an organizational buying decision. A.purchasing department B.buying center C.purchasing unit D.buying network
B.it pits suppliers against one another
The rapidly expanding use of e-procurement in business-to-business deals provides several advantages; however, one of the disadvantages is __________. A.it reduces time between order and delivery B.it pits suppliers against one another C.it shaves transaction costs D.it eliminates paperwork E.it helps finds better supply sources
B.order-routine specification
The stage of the business buying process in which the chosen supplier(s) is given the final order is the ________ stage. A.product specification B.order-routine specification C.proposal solicitation D.performance review E.vendor-managed inventory
E.reverse auctions
To do e-procurement, companies can conduct __________, in which they put their purchasing requests online and invite suppliers to bid for the business. A.company buying site B.extranet link C.trading exchanges D.intranet link E.reverse auctions
C.elected officials
Total government spending is determined by ________. A.technology needs B.legal treatises C.elected officials D.marketing efforts E.court rulings
D.vendor-managed inventory
Under ________, buyers share sales and inventory information directly with key suppliers who monitor and replenish the buyer's stock automatically as needed. A.general need specification B.proposal solicitation C.procurement D.vendor-managed inventory E.supplier selection
C.Changes in consumer demand will cause changes in business demand.
What is the nature of demand in business markets? A.Business market demand is independent of consumer market demand. B.Demand in business markets does not fluctuate. C.Changes in consumer demand will cause changes in business demand. D.Demand in business markets fluctuates less than in consumer markets. E.Demand in business markets is elastic.
A.individuals; businesses
When using digital marketing, B-to-B marketers are targeting __________ that affect buying decisions for __________. A.individuals; businesses B.businesses; individuals C.businesses; social media D.consumers; businesses E.individuals; social media
B.extranet
Which of the following can help a company create direct procurement accounts with suppliers, through which company buyers can purchase equipment, materials, and supplies directly? A.company blog B.extranet C.reverse auction D.trade exchange E.Backsourcing
B.Organizations that provide goods and services to people in their care
Which of the following correctly defines the institutional market? A.Manufacturers of consumer goods and services B.Organizations that provide goods and services to people in their care C.All purchases made by the government D.The buying centers within organizations that make buying decisions E.Resellers such as retailers and wholesalers
C.interpersonal
Which of the following factors influencing the business buying process do marketers typically find most difficult to assess? A.economic B.organizational C.interpersonal D.environmental E.Technological
E.an increase in the derived demand
Which of the following is LEAST likely a characteristic of business-to-business e-procurement? A.greater access to new suppliers B.quick order processing and delivery C.lower purchasing costs D.less paperwork E.an increase in the derived demand
B.Sue shops for her family's groceries at the local Whole Foods store.
Which of the following is NOT part of the business market? A.Airmark sells a vinyl printing press to a manufacturer of plastic storage containers. B.Sue shops for her family's groceries at the local Whole Foods store. C.A firm buys laptops from Dell for company salespeople to use when traveling. D.A country club buys safety equipment for its swimming pool. E.Kruger Group sells interior security systems to resorts.
E.The U.S. government buying supplies for military personnel
Which of the following is a business-to-business market transaction? A.A hospital buying medical supplies B.A family vacationing at Disneyland C.A person buying his or her weekly groceries D.A grocery store buying cereal from Kellogg's E.The U.S. government buying supplies for military personnel
D.supply of key materials
Which of the following is an environmental factor that influences business buyers? A.group dynamics B.organizational objectives C.organizational procedures D.supply of key materials E.individual motives
.A buyer is unhappy with a current supplier's product quality.
Which of the following is an example of an internal stimulus that would most likely lead to problem recognition? A.A buyer gets a new idea from an advertisement. B.A buyer learns about a new product at an industry convention. C.A buyer gets a new idea at a trade show. D.A buyer receives a call from a salesperson offering better service. E.A buyer is unhappy with a current supplier's product quality.
B.company procedures
Which of the following is an organizational factor that influences business buyers? A.technology B.company procedures C.group dynamics D.employee motives E.employee attitudes
E.A straight rebuy is handled on a routine basis by the purchase department.
Which of the following is most likely true about a straight rebuy? A.A straight rebuy is far more complex than a new-task situation. B.Suppliers are not required to focus on quality of products or services delivered. C.A straight rebuy involves more opportunities for "out" buyers than do other types of purchasing situations. D.A straight rebuy occurs only when a buyer wants to pinpoint and procure the best deal in the market. E.A straight rebuy is handled on a routine basis by the purchase department.
.Business purchases involve more professional purchasing effort than consumer purchases.
Which of the following is true about business purchases? A.Business purchases are usually quicker and more informal than are consumer purchases. B.Business purchases involve more professional purchasing effort than consumer purchases. C.Purchasing agents are absent in business purchases. D.Business purchases involve less technical and economic considerations compared to consumer purchases. E.Business purchases involve fewer participants in decision-making compared to consumer purchases.
A.Many buyers now use the power of the Internet to pit suppliers against one another and search out better deals, products, and turnaround times on a purchase-by-purchase basis.
Which of the following is true about business-to-business e-procurement? A.Many buyers now use the power of the Internet to pit suppliers against one another and search out better deals, products, and turnaround times on a purchase-by-purchase basis. B.Due to extensive paperwork, the relatively important strategic issues, such as finding better supply sources and working with suppliers to reduce costs and develop new products, are sidelined. C.Because of an overwhelming demand, e-procurements usually have a huge time gap between order and response. D.E-procurement enhances customer-supplier relationships. E.E-procurement increases transaction costs for suppliers.
C.E-procurement hastens order processing and delivery
Which of the following is true with regard to e-procurement? A.Typically, business marketers do not favor e-procurement as it offers them little benefit. B.E-procurement has significantly declined in recent years. C.E-procurement hastens order processing and delivery. D.E-procurement adds to existing inefficiencies in the supply chain. E.E-procurement has been widely practiced since the 1950s
A.The buying center draws up a list of the desired supplier attributes and their relative importance.
Which of the following most likely occurs in the supplier selection stage of the business buying decision process? A.The buying center draws up a list of the desired supplier attributes and their relative importance. B.The buyer prepares a general need description and identifies the quantity of the needed item. C.The buying team decides on the best product characteristics and specifies them accordingly. D.The buyer calls for detailed written proposals or formal presentations from each potential supplier. E.The buyer compiles a small list of qualified suppliers by reviewing trade directories, doing computer searches, or contacting other companies for recommendations.
A.It allows businesses to target individuals within a business who affect buying decisions.
Which of the following statements about the use of digital and social media for B-to-B marketing is correct? A.It allows businesses to target individuals within a business who affect buying decisions. B.It reduces customer engagement and interaction. C.It is a very important medium but its use is currently limited to a small number of industries. D.It is growing rapidly but offers limited ways to engage customers compared to face-to-face selling. E.It is growing slowly because business buyers are only occasionally connected to digital devices.
B.Emotion plays an important role in business buying decisions.
Which of the following statements is correct regarding major influences on business buyer behavior? A.Economic factors have little influence on business buying decisions. B.Emotion plays an important role in business buying decisions. C.Marketers in the B-to-B market are not concerned with competitive developments in their environment. D.Culture is more important to domestic B-to-B marketers than to global B-to-B marketers. E.Interpersonal factors have little influence on business buyer behavior.
C.The market is very small and limited.
Which of the following statements is not a difference between business markets and consumer markets? A.Business demand is a derived demand. B.The buying process is more formalized. C.The market is very small and limited. D.Buyers face more complex buying decisions. E.The buying decision involves more professionals.
C.The U.S. government is the largest buyer of goods and services in the world.
Which of the following statements regarding the U.S. government market is correct? A.Selling to the U.S. government requires no specific knowledge of that market. B.Government buying is based solely on economic criteria. C.The U.S. government is the largest buyer of goods and services in the world. D.Government buying is not scrutinized by outside publics. E.The U.S. government market is not affected by environmental factors.
B.Business marketers normally deal with far fewer but far larger buyers than the consumer marketer does.
Which of the following statements regarding the business market is correct? A.Business buying decisions are less complex than consumer buying decisions. B.Business marketers normally deal with far fewer but far larger buyers than the consumer marketer does. C.In the business market buying process, buyers and sellers are less dependent on each other than in the consumer market. D.The business market has more buyers than the consumer market. E.The business market is not as large as the consumer market in terms of dollars spent and items purchased
A.Many sets of business purchases are made for one set of consumer purchases.
Which of the following statements regarding the business market is correct? A.Many sets of business purchases are made for one set of consumer purchases. B.Business buying decisions are less complex than consumer buying decisions. C.The business market is not as large as the consumer market in terms of dollars spent and items purchased. D.The business market has more buyers than the consumer market. E.In the business market buying process, buyers and sellers are less dependent on each other than in the consumer market.
E.Institutional markets have captive patrons.
Which of the following statements regarding the institutional market is correct? A.Institutional buyers have the same characteristics and needs as business buyers. B.Institutional buyers always seek to minimize costs. C.Institutional markets are relatively small. D.Institutional markets are characterized by large budgets. E.Institutional markets have captive patrons.
B.Proposal solicitation
Which stage of the business buying decision process occurs between supplier search and supplier selection? A.Order-routine specification B.Proposal solicitation C.Product specification D.Performance review E.General need description
True
Within the organization, buying activity consists of two major parts: the buying center and the buying decision process.
D.Culture and customs
_______ can strongly influence business buyer reactions to the marketer's behavior and strategies, especially in the international marketing environment. A.Political developments B.The cost of money C.Competitive developments D.Culture and customs E.Technological changes
B.Supplier development
_______ 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. A.Business buying B.Supplier development C.Executive development D.Relationship management E.Supplier quality assurance
C.extranet links
usage, deliveries, and warranties, and send new-product information directly to the retailers. In this instance, Pace Hardware is facilitating communication through ________ . A.trading exchanges B.reverse auctions C.extranet links D.search engines E.Podcasts
