KEY_MKT111_Chap6

C

QN=4 Which of the following is NOT a way that business and consumer markets differ? a. market structure and demand b. nature of the buying unit c. satisfaction of needs through purchases d. types of decisions e. decision processes

E

QN=40 ABC Enterprises sold 9,000 units @ $2.99/unit in July. The firm sold 9,000 units @ $4.29/unit in August. This illustrates ________ demand. a. fluctuating b. derived c. elastic d. static e. inelastic

B

QN=41 UPS serves both consumer and business markets, but most of its revenues come from its business customers. UPS has become a strategic logistics ally for many of its business customers, going far beyond offering delivery services to offering inventory management, international trade management, and even financing to its commercial customers. This is an example of which of the following differences between the consumer and business markets? a. Business purchases involve more buyers. b. Buyers and sellers in the business market build close, long-term relationships. c. Business markets contain more and larger buyers. d. Business buyer demand is derived. e. Demand in business markets is inelastic.

A

QN=42 You call in a department manager to assist in a purchase of industrial equipment. You are considering a change in product specifications, terms, and possibly suppliers. This is most likely a ________ situation. a. modified rebuy b. new task c. straight rebuy d. solution selling e. value analysis

C

QN=43 You regularly purchase cleaning supplies for your custodial staff, using the same vendor and ordering relatively consistent amounts of the same products with each purchase. This is an example of a ________ situation. a. modified rebuy b. new task c. straight rebuy d. solution selling e. value analysis

D

QN=1 As a purchasing agent, Benni Lopez buys goods and services for use in the production of products that are sold and supplied to others. Benni is involved in ________. a. consumer buying behavior b. postpurchase dissonance c. retail buyer behavior d. business buyer behavior e. interpretive business research

B

QN=10 Economic, technological, and political factors are all ________ that affect the business buying process. a. organizational factors b. environmental factors c. interpersonal influences d. individual influences e. marketing stimuli

C

QN=11 Which business buying situation is the marketer's greatest opportunity and challenge? a. modified rebuy b. straight rebuy c. new task d. multiple rebuys e. system rebuy

A

QN=12 In which type of buying situation would a supplier most likely focus on maintaining product and service quality? a. straight rebuy b. modified rebuy c. new task d. systems task e. solutions task

A

QN=13 You just lost a major account because a competitor provided the most complete system to meet the customer's needs and solve the customer's problems, and made the sale. In other words, the competition beat you with ________. a. solutions selling b. team selling c. cross-functional skill d. customer relationship management e. promotions

B

QN=14 The decision-making unit of a buying organization is called the ________. a. business buyer b. buying center c. buying system d. business-to-business market e. supplier-development center

C

QN=15 A ________ consists of the actual users of products, those who control buying information, those who influence the decisions, those who do the actual buying, and those who make the buying decisions. a. supplier development team b. cross-functional team c. buying center d. quality management center e. partnership management team

D

QN=16 In routine buying situations, which members of the buying center have formal or informal power to select or approve the final suppliers? a. users b. influencers c. gatekeepers d. deciders e. buyers

D

QN=17 A(n) ________ controls the flow of information to others in the buying center. a. user b. influencer c. buyer d. gatekeeper e. decider

B

QN=18 Don Amspacher, in his role on the buying committee, provides information for evaluating the alternative purchase decisions and helps define and set specifications for evaluating alternatives for purchasing. Don is a(n) ________. a. user b. influencer c. decider d. gate keeper e. buyer

C

QN=19 Gretchen Kabor 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. user b. influencer c. buyer d. decider e. gatekeeper

E

QN=2 Business buying behavior refers to the buying behavior of organizations that buy all of the following EXCEPT ________. a. products for use in production of other products b. services for use in production of other services c. products purchased to resell to others d. products purchased to rent to others e. products purchased for personal consumption

D

QN=20 Which of the following is NOT included in the decision-making unit of a buying organization? a. individuals who use the product or service b. individuals who influence the buying decision c. individuals who make the buying decision d. individuals who supply the product e. individuals who control buying information

E

QN=21 Which of the following statements about buying centers is true? a. The buying center is like a standing committee. b. The buying center roles are specified on the organizational chart. c. The typical buying center has five employees, one to assume each of the buying center's roles. d. An individual's role in the buying center does not change. e. The buying center may involve informal participants who are not obvious to sellers.

C

QN=22 Which of the following types of factors influencing members of a buying center are typically the most difficult for marketers to assess? a. economic b. technological c. interpersonal d. organizational e. political

D

QN=23 Policies, procedures, and systems are all examples of ________ influences on business buyer behavior. a. environmental b. authoritative c. interpersonal d. organizational e. cultural

C

QN=24 Status, empathy, and persuasiveness are all examples of ________ influences on business buyer behavior. a. environmental b. individual c. interpersonal d. organizational e. cultural

C

QN=25 Charlie Van Dusen, executive vice president of National Central Bank, is going through all of the stages of the buying process to purchase a computer system for the bank. Charlie is facing a(n) ________ situation. a. straight rebuy b. modified rebuy c. new-task buying d. limited budget e. independent buying

C

QN=26 The first step of the business buying process is ________. a. general need description b. alternative evaluations c. problem recognition d. order-routine specification e. performance review

C

QN=27 The purchasing agent at your company is working with engineers and users to define the items to purchase by describing general characteristics and quantities needed. He is also ranking the importance of reliability, durability, and price. The buyer is preparing a(n) ________. a. value analysis b. product specifications list c. general need description d. order-routine specification e. product proposal

C

QN=28 Members of the buying center at ABC Kid's World are drawing up a list of desired toy supplier attributes and their relative importance. Next, they intend to compare several suppliers to these attributes. In which step of the business buying process is the buying center at ABC Kid's World engaged? a. supplier search b. proposal solicitation c. supplier selection d. order-routine specification e. performance review

B

QN=29 In which stage of the business buying process is it a supplier's task to make sure that the supplier is giving the buyer the expected satisfaction? a. problem recognition b. performance review c. supplier search d. supplier selection e. order-routine specification

C

QN=3 When compared to consumer markets, business markets are ________. a. approximately the same b. smaller c. huge d. somewhat larger e. less complex

D

QN=30 The Bentley department store chain makes extensive use of e-procurement. As a buyer, the store should expect to enjoy all of these benefits of e-procurement EXCEPT ________. a. greater access to new suppliers b. lower purchasing costs c. hastened order processing and delivery d. elimination of inventory problems e. more time for purchasing agents to focus on strategic issues

C

QN=31 B-to-B e-procurement yields many benefits. These include all of the following EXCEPT ________. a. reduced transaction costs b. more efficient purchasing for both buyers and sellers c. elimination of inventory problems d. reduced order processing costs e. elimination of much of the paperwork associated with traditional ordering cedures

A

QN=32 A problem with the rapidly expanding use of e-purchasing is that it ________. a. can erode established customer-supplier relationships b. saves less time than expected c. generates more transactions to document d. generates less cost savings than predicted e. reduces the amount of time purchasing people can spend on strategic issues

C

QN=33 Many institutional markets are characterized by ________ and ________. a. low budgets; vague criteria b. special needs; vague criteria c. low budgets; captive patrons d. captive patrons; limited access e. mismanagement; disgruntled workers

D

QN=33 Sage, Inc. provides food services to schools, hospitals, and nursing homes in the Midwest. Management at Sage is involved in the ________ market. a. government b. not-for-profit c. local d. institutional e. global

D

QN=34 All of the following are difficulties associated with selling to government buyers EXCEPT ________. a. considerable paperwork b. bureaucracy c. regulations d. low sales volume e. large group decision making

D

QN=34 Government organizations tend to favor ________ suppliers over ________ suppliers. a. local; domestic b. part-time; full-time c. foreign; domestic d. domestic; foreign e. nonunionized; unionized

A

QN=35 There are many factors considered in government buying, but ________ is typically the most important. a. price b. public relations c. advertising d. personal selling e. packaging

C

QN=36 The world's largest buyer of products and services is ________. a. the Department of Veteran Affairs b. the Chinese government c. the U.S. government d. the General Services Administration e. the Russian government

C

QN=37 Which of the following is NOT part of the business market? a. Scott Sign Systems sells interior signs to an Alabama resort. b. A country club buys chemicals for its swimming pool. c. Sue buys a gift for her mother. d. A Canadian software company buys tickets to send a group of salespeople make a presentation to a heavy equipment manufacturer in Japan. e. Airmark sells a vinyl printing press to a manufacturer of plastic bags.

B

QN=38 Giant Food Stores buys a lot of frozen turkey products at Thanksgiving and Christmas due to high consumer demand. This is an example of ________ demand. a. joint b. derived c. elastic d. static e. inelastic

C

QN=39 Demand for outboard motors depends on consumers purchasing fishing boats. This is an example of ________ demand. a. fluctuating b. joint c. derived d. contrived e. leisure

A

QN=44 Worthington Farm raises chickens. For years, it has used wooden coops to haul its poultry to market. The owner of the farm needs to buy some replacement coops and is considering buying plastic coops that are slightly more expensive than wooden ones but much easier to clean after use. This purchase of coops is an example of a ________. a. modified rebuy b. straight rebuy c. new task d. solution selling situation e. value analysis

B

QN=45 The EPA has mandated that, in order to reduce local pollution, your printing plant switch from oil-based to water-based inks. This will require entirely new printing presses and a new printing plate technology. After carefully searching through numerous manufacturers' equipment descriptions and gathering opinions from all relevant parties related to the work, your printing plant's buying center will be ready to make this ________ purchase. a. modified rebuy b. new task c. straight rebuy d. straight task e. situational analysis

D

QN=46 Don Brady is responsible for obtaining price quotations from various vendors. After reviewing them, Don then determines whether or not to include the vendor on the approved vendor list. Don apparently plays two roles, that of ________ and ________. a. user; buyer b. buyer; influencer c. buyer; gatekeeper d. decider; buyer e. gatekeeper; influencer

D

QN=47 One of Dr. Albrecht's dental assistants told the dentist he should buy a machine that would sterilize his tools without using any water because water tends to cause the tools to rust or corrode over time. In terms of the buying center, the dental assistant had the role of ________. a. initiator b. buyer c. gatekeeper d. influencer e. liaison

E

QN=48 A trucking company is considering purchasing new trucks that are powered by ethanol instead of diesel fuel. In terms of the buying center, the truck drivers who must make sure that the trucks do not run out of fuel are the ________. a. initiators b. deciders c. buyers d. influencers e. users

A

QN=49 Worthington Farm raises chickens. For years, it has used wooden coops to haul its poultry to market. When Bob Worthington went to reuse some of his coops, he noticed many of them could not be sufficiently cleaned for reuse and needed to be replaced. Worthington was at which stage of the business buying process when he decided to replace his old coops? a. problem recognition b. general need description c. product specification d. product value analysis e. performance review

A

QN=5 Which of the following is true about business marketers in comparison to consumer marketers? a. They deal with far fewer but far larger buyers. b. They deal with far more but far small buyers. c. They deal with a more elastic market. d. They deal with fewer demands in fluctuation. e. They deal with the same decision buying process.

C

QN=50 Which of the following is most likely true about a straight rebuy? a. It requires little customer relationship management. b. It is more complex than a new-task situation. c. It often involves products with low risks. d. It occurs when a buyer wants to locate the best deal on the market. e. It involves more opportunities for "out" buyers than other types of purchasing situations do.

C

QN=6 Hewlett-Packard and Dell buy Intel microprocessor chips because consumers buy personal computers. This demonstrates an economic principle called ________. a. elastic demand b. fluctuating demand c. derived demand d. joint demand e. market demand

C

QN=7 The Pure Drug Company produces insulin, a product with a very stable demand, even though the price has changed several times in the past two years. Insulin is a product with ________ demand. a. joint b. service c. inelastic d. elastic e. fluctuating

A

QN=8 The demand for many business goods and services tends to change more, and more quickly, than the demand for consumer goods and services does. This is referred to as ________ demand. a. fluctuating b. inelastic c. derived d. elastic e. supplier

C

QN=9 Although there are many differences between business buying behavior and consumer buying behavior, both respond to the same four stimuli: product, price, promotion, and ________. a. precision b. personal relationships c. place d. publicity e. packaging