BUS 312 Chapter 6 Quiz

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Which of the following is a​ business-to-business market​ transaction?

A grocery store buying cereal from​ Kellogg's

Business-to-business marketing involves buying and selling goods or 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 purchases

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

Which of the following statements regarding the U.S. government market is​ correct?

The U.S. 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

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

The U.S. 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

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

In which type of buying situation will a buyer usually go through all eight stages of the business buying​ process?

A new task buying situation

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

Which of the following correctly defines the institutional​ market?

Organizations that provide goods and services to people in their care

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 about the use of digital and social media for​ B-to-B marketing is​ correct?

It allows business to target individuals within a business who affect buying decisions.

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 description

Age, personality, buying​ style, and job position are​ __________ factors that can influence the business buying decision process.

individual


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