Marketing Ch6
Which of the following is a business-to-business market transaction?
A grocery store buying cereal from Kellogg's
In which type of buying situation will a buyer usually go through all the stages of the business buying process?
A new task buying situation
Which of the following statements about the use of digital and social media for B-to-B marketing is correct?
It allows businesses to target individuals within a business who affect buying decisions
Business-to-business marketing involves buying and selling goods and services by which of the following?
Manufacturers, producers, retailers, wholesalers
Which of the following statements regarding the business market is correct?
Many sets of business purchases are made for one set of consumer puchases
Product value analysis is an approach to cost reduction that is used at which stage of the buying decision process?
Product specification
Which stage of the business buying decision process occurs between supplier search and supplier selection?
Proposal solicitation
One form of e-procurement is ____ in which companies put their purchasing requests online and invite bids.
Reverse auctions
In the B-to-B market, one strategy is to offer a complete solution to a buyer's problems. This is called ____.
Systems selling
Which of the following statements regarding the US government market is correct?
The US government is the largest buyer of goods and services in the world
What are the two major components of a B-to-B marketer's buying activity?
The buying center and the buying decision process
The US government normally awards contracts to ____.
The lowest bidder
Items such as technical specifications, quantity, delivery time, return policies, and warranties are included in which stage of the buying decision process?
Order-routine specification
Which of the following correctly defines the institutional market?
Organizations that provide goods and services to people in their care
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 modified rebuy
The ____ consists of all the people who are involved in an organizational buying decision
Buying center
One problem with business-to-business e-procurement is that it ____.
Can erode long-standing customer-supplier relationships
Unlike marketers in the consumer market, business-to-business marketers ____.
Deal with far fewer, but far larger buyers
Business-to-business marketers will sometimes promote their goods directly to consumers. This is because business demand is ____.
Derived
According to the text, one result of technology is that the new space for engaging business customers is ____.
Digital and social media
Which of the following statements regarding the institutional market is correct?
Institutional markets have captive patrons
Which of the following statements is correct regarding major influences on business buyer behavior?
Emotion plays an important role in business buying decisions
The first stage of the business buying decision process is problem recognition. What is the second stage?
General need descripton
Age, personality, buying style, and job position are ____ factors that can influence the business buying decision process.
Individual
A University is buying new overhead projectors for its classrooms. 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?
Influencer
