MKT Ch6 Test (Other)
deciders
nurse in a hospital chief dentist
environmental
the major influences of the buying process at general aeronautics limited include supply conditions and technological changes
a buyer is unhappy with a current suppliers product quality
which of the following is an example of an internal stimulus that would most likely lead to problem recognition
company procedures
which of the following is an organizational factors that influences buyers
an increase in derived demand
which of the following is the LEAST likely a characteristic of business-to-business procurement
many buyers now use the power of the internet to pit suppliers against one another and search out better deals, products, and turnaround time s on a purchase-by-purchase basis
which of the following is true about business-to-business procurement
price
which of the following plays the most important part in government buying
influencers
users are often
high advertising cost
which of the following are difficulties associated with selling to government buyers except
extranet
which of the following can help a company create direct procurement accounts with suppliers, through which company buyers can purchase equipment, materials, ad supplies
supply of key materials
which of the following environmental factors influences business buyers
general need description
in the _______ stage of the buying process in which buying organization decides on and specifics the best technical product characterized for a needed item
problem recognition 1.
in the beginning of the buying process. Timothy Perry, a product development manager noticed that the raw materials that were procured from the companies regular supplier were of poor quality. consequently he decided to change the existing supplier as a remedial measure this is known as the ______ stage
interpersonal
influences business buying process is the most difficult to access
influencers
refer to people in an organization buying venter who affect the buying decision they often help define specifications and provide information for evaluating alternatives
E- procurement
refers to purchasing through electronic connections between buyers and sellers usually online.
new task
refers to the business buying situation in which buyer purchases a product or service for the first time
proposal solicitation
refers to the stage of the business buying process in which the the buying organization decides on and specifies the best technical product characteristics for a needed item
level of primary demand
Business buyers are heavily influenced by factors in the current and expected economic environment, such as ________.
performance review
In which stage of the business buying process does a buyer ask users to rate their satisfaction with the supplied materials?
buyer
Jason Perkins has the informal power to approve the final suppliers in his organization
product specification stage
Johann Heers company has standardized the size of its paper bags so that each bag can be used in five to seven different store apartments. in the business buying process this approach to cost reduction most likely took place in the
performance review
Luke brown a manager in an automobile factory, wanted his subordinates to rate their satisfaction about the new prisons that arrived last month he asked them to rate their product
gatekeeper
Marissa hopkins a hospital nurse is a
gatekeeper
Paul prevents salespersons fro, seeing the decision makers in his organization
faces a new task situation
Peter Adams decided to start a new tech venture. as he needed servers ad computers for his company, he decided to order these form a local vendor show as offering attractive discounts Peter is
supplier selection
The members of the buying center at Kids world now review the proposals and select a supplier or suppliers
a new task situation
Rudolph decided to enter the mobile services market. the company decided to procure the tools and machines needed from a reputable supplier. Rudolph is facing
Order-routine specification
_________ is an approach to cost reduction in which components are studied carefully to determine if they can be redesigned
problem recognition 2
__________ occurs when someone in the company identifies a need that can be met by acquiring a specific product or service
supplier list
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. he asked the operations officer to hatcher relevant information and send a list of alternatives to him. the manager is suppling a
lancaster real estate agency
all of the following organizations are likely part of the institutional market
Order-routine specification
after searching for centers shalina is preparing a
deciders
buyers are often _____ or at least suppliers
new task buying situation
buyers who face a _______ usually all stages of the buying process
reduce delivery times to save money
by showing buyers a better way to make an object, outside sellers can
a gate keeper
control the flow of information in the buying center
supplier proposal
creates a long term relationship in which the supplier promises to resupply the buyer as needed at agreed prices for a set time
influencer
defining product specifications and providing relevant information for evaluating alternatives in his organizations buying center
General Services Administration
in several major cities in the US ________ 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
is often a key business marketing strategy for winning and holding accounts
in solution selling
individuals who do not supply raw materials
does not participate in the purchase decision process of a buying organization
buyer
dora has formal authority to select suppliers and arrange terms of purchase for many of the items her firm uses
Proposal solicitation
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
new task situation
epa printing technology
organizational
factors that the firm objectives, procedures, and systems are examples of ______ influences of business buying behavior
deciders
formal or informal oiler to elect or approve final suppliers
a buyer
have formal authority and responsibility to select the supplier and negotiate the terms of the contract
reverse auction
in _______, companies put their purchasing requests online and invite suppliers to bid for the business
the buying center draws up a list of the desired suppliers attributes and their relative importance
likely to occur in the supplier selection stage
buyers
may help shape product specifications but their major role is to velours and negotiate
users
members of the buying organization who help define specifications and provide information for evaluating alternatives
interpersonal
most influenced by authority in the business buying process
extranet links 1.
pace hardware uses learning how.com to improve sales forces effectiveness and facilitate sharing of expertise. it allows once retailers to connect with each other for seeking managerial and marketing advice. it allows pace retailers to ask their supplier about product usage instance pace hardware is facilitating communication through
user
pho Nguyen mechanic plays the role of
problem recognition 4
ross Stewart is purchasing manager at the Texas-based manufacturing company, he sources most of the raw materials needed by his company from Kramer corp. however ross is unhappy with Kramers prices. additionally he thinks that the quality if raw materials supplied bt Kramer is substandard. which of the following steps is ross in
institutional 2.
sage hospitals, a nonprofit organization, provides healthcare to the people in the midwest, management at stage is involved in ________ market
conducting a suppliers list
sail metalworks is currently looking for the best vendors of metal sheets. in other words they are
general need description
sam Doherty, a purchasing manager in willard groups companies, is currently working with engineers and consultants to define the items to be purchases. additionally sam and his team are ranking the importance of reliability, durability and price desired in the items. they are preparing for
E-procurement 2.
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
buying centers
the ______ refers to all the individuals that units that play a roll I the purchase decision making process
institutional
the _______ market consists of schools, hospitals, nursing homes, prisons and the line that private goods and services to people in their care
federal business operations
the _______ website provides a single point of entry through which commercial vendors and government buyers can post, search, and retrieve opportunities solicited by the entire federal contracting community
buying center
the decision making unit of a purchasing organization calls it
problem recognition 3.
the first step in the business buying process is
elected officials
total government spending is determined by
supplier selection
under ______ buyers share sales and inventory information directly with key suppliers who monitor and replenish the buyers stock automatically as needed
