marketing chapter 6 final
Which of the following is an example of an internal stimulus that would most likely lead to problem recognition?
A buyer is unhappy with a current supplier's product quality.
Which of the following is true about business purchases?
Business purchases involve more professional purchasing effort than consumer purchases.
The ________ Web site provides a single point of entry through which commercial vendors and government buyers can post, search, monitor, and retrieve opportunities solicited by the entire federal contracting community.
Federal business opportunities
All of the following organizations are likely part of the institutional market EXCEPT ________.
Lancaster Real Estate Company
Which of the following is true about business-to-business e-procurement?
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 statements about e-procurement security issues is true?
Providing e-procurement security can involve a substantial financial investment from a company.
Which of the following most likely occurs in the supplier selection stage of the business buying decision process?
The buying center draws up a list of the desired supplier attributes and their relative importance.
orthington's Farm is an old poultry farm in Mount Prospect, Illinois. For years, it has used wooden coops to haul its poultry to the 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. Consequently, the owner of Worthington's Farm ordered 100 customized coops from its regular supplier. This exemplifies ________.
a modified rebuy
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 modified rebuy situation
Rudolf Technologies Inc. decided to enter the automobile service market. Consequently, it decided to procure the tools and machines required for servicing cars from a reputed supplier. Rudolf Technologies is facing ________.
a new task situation
The United States Environment Protection Agency (EPA) has mandated that, in order to reduce local pollution, all printing plants have to switch from oil-based inks to water-based inks. This will require entirely new printing presses and the procurement of a completely different printing plate technology. In this instance, the buying center of an organization using printing plants is most likely to face ________.
a new task situation
Which of the following is most likely true about a straight rebuy?
a straight rebut is handled on a routine basis by the purchase department
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 straight rebut situation
Sigma Inc., a software firm based in California, reordered 50 printers from the designated provider without any modifications. This is an example of ________.
a straight rebuy
Which of the following is LEAST likely a characteristic of business-to-business e-procurement?
an increase in derived demand
Which of the following plays the most important role in government buying?
price
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?
back sourcing
A ________ creates a long-term relationship in which the supplier promises to resupply the buyer as needed at agreed prices for a set time period.
blanket contract
Business markets are similar to consumer markets in that ________.
both involve people who assume buying roles and make purchase decisions to satisfy needs
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 ________.
business buying process
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) ________.
buyer
________ have formal authority to select the supplier and arrange the terms of purchase.
buyers
________ may help shape product specifications, but their major role is in selecting vendors and negotiating.
buyers
Business buyer behavior refers to the ________.
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
The ________ refers to all the individuals and units that play a role in the purchase decision-making process.
buying center
The decision-making unit of a purchasing organization is called its ________.
buying center
Which of the following is an organizational factor that influences business buyers?
company procedures
Sail Metalworks Inc. is currently looking for the best vendors of metal sheets. In other words, Sail Metalworks is ________.
conducting a supplier search
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) ________.
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.
decider
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?
deciders
In routine buying, the buyers are often the ________, or at least the approvers.
deciders
) 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.
derived
Business demand that ultimately comes from the demand for consumer goods is known as ________ demand.
derived
Demand for outboard motors depends on consumers purchasing fishing boats. This is an example of ________ demand.
derived
Green 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 ________.
derived demand
SkyWalk Aeronautics Limited received orders for 25 cargo air carriers from Zephyr Cargo Limited through its Web site in 2012. This is an example of ________.
e-procurement
________ refers to purchasing through electronic connections between buyers and sellers—usually online.
e-procurement
Which of the following is true with regard to e-procurement?
e-procurement hastens order processing and delivery
Total government spending is determined by ________.
elected officials
The major influences on the buying process at General Aeronautics Limited include supply conditions and technological changes, which would both be categorized as ________ factors.
environmental
________ 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.
influencers
Pace Hardware uses Learningnow.com to improve sales force effectiveness and facilitate sharing of expertise. It allows Pace retailers to connect with each other for seeking managerial and marketing advice. It also allows Pace retailers to ask their suppliers about product usage, deliveries, and warranties, and send new-product information directly to the retailers. In this instance, Pace Hardware is facilitating communication through ________.
extranet links
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 ________.
faces a new task situation
The business marketer normally deals with ________ than the consumer marketer does.
far fewer but far larger buyers
A(n) ________ controls the flow of information to others in the buying center.
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?
gatekeeper
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) ________.
general need 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) ________.
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.
general needs description
All of the following are difficulties associated with selling to government buyers EXCEPT ________.
high advertising costs
Who among the following does NOT participate in the purchase decision process of a buying organization?
individuals who supply raw materials
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 a(n) ________ demand.
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.
inelastic
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 light-weight and durable gurneys. In this instance, Marissa played the role of a(n) ________.
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) ________.
influencers
Sage Hospitals, a not-for-profit organization, provides healthcare to the people in the Midwest. Management at Sage is involved in the ________ market.
institutional
The ________ market consists of schools, hospitals, nursing homes, prisons, and the like that provide goods and services to people in their care
institutional
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.
interpersonal
Which of the following factors influencing the business buying process do marketers typically find most difficult to assess?
interpersonal
Solutions selling ________.
is often a key business marketing strategy for winning and holding accounts
Business buyers are heavily influenced by factors in the current and expected economic environment, such as ________.
level of primary demand
In a(n) ________ situation, the buyer wants to revise product specifications, prices, terms, or suppliers.
modified rebut
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.
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 machineries. 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?
modified rebuy
________ refers to a business buying situation in which the buyer purchases a product or service for the first time.
new task
Buyers who face a ________ usually go through all stages of the buying process.
new task buying situation
After searching extensively for vendors, Mike Miller, the owner of a manufacturing firm, selected Texcom Technologies Inc. as his firm's primary supplier of bearings and shafts of a specific dimension. Mike is currently preparing an order form that specifies the number of shafts needed and the expected time of delivery. In other words, he is preparing the ________.
order routine specification
Factors such as a firm's objectives, procedures, and systems are examples of ________ influences on the business buyer behavior.
organizational
In which stage of the business buying process does a buyer ask users to rate their satisfaction with the supplied materials?
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?
performance review
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.
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 sub-standard. Which of the following stages in the business buying process is Ross' company currently in?
problem recognition
The first step of the business buying process is ________.
problem recognition
________ occurs when someone in the company identifies a need that can be met by acquiring a specific product or service.
problem recognition
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?
product specification
John 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.
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.
product specification
________ 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.
product value analysis
In ________, companies put their purchasing requests online and invite suppliers to bid for the business.
reverse auctions
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.
small business administration
In which of the following would the buyer reorder a product without any modifications?
straight rebuy
Which of the following is NOT part of the business market?
sue shops for her family groceries at the local whole foods store
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 ________.
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.
supplier development
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?
supplier selection
Which of the following is an environmental factor that influences business buyers?
supply of key materials
________ 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.
systems selling
In a straight rebuy, ________.
the "in" suppliers try tom maintain product and service quality to keep the business
In business markets with inelastic demand ________.
the total demand for products is not much affected by short- term price changes
By showing buyers a better way to make an object, outside sellers can ________ that give them a chance to obtain new business.
turn straight rebut situations into a new task
________ refer to members of the buying organization who will actually use the purchased product or service.
users
Under ________, buyers share sales and inventory information directly with key suppliers who monitor and replenish the buyer's stock automatically as needed.
vendor-managed inventory
A marketer wanting to determine business buyer behavior is most likely to ask which of the following questions?
what are the major influences on buyers?
