Exam 7: Analyzing Business Markets

Many business buyers prefer to buy a total solution to a problem from one seller. This process is also known as ________.

Your organization is considering selling its products to the institutional market. What type of customers will you be making your appeals to?

The business buyer has to make the fewest decisions when involved in a ________.

Which of the following is true about industrial buying decisions?

KEK is a supplier of paper and paper products to several businesses. Name some contract restrictions that KEK can use to protect its margins when dealing with price-oriented buyers.

What are the three different types of buying situations faced by a typical business buyer?

The buying process begins when someone places an order with a sales representative.

The business marketer normally deals with far fewer, large buyers than does the consumer marketer.

With respect to assessing customer value, in conjoint analysis customers are asked to rank their preference for alternative market offerings or concepts.

One of the problems facing business-to-business on the Web is that many firms often impose more stringent requirements on their online business partners than they do on non-online partners.

The purchasing department buys office supplies on a routine basis from a pre-approved list of suppliers. This type of purchase is classified as a ________.

Explain how fluctuating demand impacts business markets differently from consumer markets.

The demand for business goods is ultimately derived from the demand for ________.

Which type of buying situation would be preferred if the management wants to minimize decision-making time and effort.

Researchers have found that buyer-supplier relationships differed according to four factors: availability of alternatives; importance of supply; complexity of supply; and supply market dynamism. Based on these four factors, they classified buyer-supplier relationships into eight different categories. What are those categories?

The buying center is where consumers go to purchase their goods and services.

Praxair Limited is a supplier of synthetic graphite to a number of electrode manufacturers in the United States. Its customers have shifted their ordering responsibilities to Praxair and the company regularly monitors its customers' inventory levels and has taken responsibility for replenishing the supplies automatically through continuous replenishment programs. Which of the following systems do Praxair and its customers follow with respect to order-routine specification?

Initiators are those who authorize the proposed action of deciders or buyers.

The relationship between a company and its office supplies vendor where competition rather than cooperation is the dominant form of governance is probably best described as ________.

A ________ relationship is a cooperative one where the seller adapts to meet the customers' needs without expecting much adaptation or change in exchange.