Exam 7: Analyzing Business Markets

The closest relationships between customers and suppliers arise when ________.

In the straight rebuy,"out-suppliers" try to get a small order and then enlarge their purchase share over time.

In order to successfully develop customer reference stories,firms should ________.

Illustrate the differences between a straight rebuy,modified rebuy,and a new-task purchase.

Sometimes a rise of only 10% in consumer demand can cause as much as a 200% rise in business demand for products for the next period.This is an example of ________.

The first step (buyphase)in the straight rebuy buyclass is ________.

In the purchasing decision process,the ________ are those who have the power to prevent sellers or information from reaching members of the buying center.

Explain the concept of derived demand.

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

Using the ________ form of solution selling,W.W.Grainger employees work at large customer facilities to reduce materials-management costs.

Ultimately,the amount of steel sold to General Motors depends on the consumer's demand for GM cars and trucks.From the standpoint of the steel manufacturer,which of the following demand forms is most pertinent?

Product value analysis (PVA)attempts to reduce costs by studying components to see if they can be redesigned,standardized,or produced more cheaply.

The Tuxax Company has decided that handling price-oriented buyers can be profitable under certain conditions.Conditions that would make good sense for Tuxax Company would be all of the following EXCEPT ________.

As a seller in the business market,you have promised your customers that you have corporate credibility as one of your corporate goals.What three factors will have some bearing on whether you will be able to meet your goal and promise?

Business buyers often select suppliers who also buy from them.

Companies are increasingly reducing the number of suppliers they utilize,and there is a trend toward single sourcing.

Identifying good leads and converting them to sales requires the whole marketing and sales organization to work in a coordinated,multichannel approach in the role of ________ to prospective customers .

In barter markets,participants offer to trade goods or services.

Vertical coordination can facilitate stronger customer-seller ties but at the same time may increase the risk to the customer's and supplier's specific investments.What are specific investments and why are they risky?

In the ________ category of buyer-supplier relationship,although bonded by a close,cooperative relationship,the seller adapts to meet the customer's needs without expecting much adaptation or change on the part of the customer in exchange.