Exam 6: Business-To-Business Markets: How and Why Organizations Buy

Business buyers often develop ________,which are written descriptions of the quality,size,weight,warranty,and delivery requirements for a purchase.

Sometimes supplier selection is based on ________,which means a buyer and a seller agree to purchase each other's goods and services even though the terms of the sales may not be the best available.

A sign company creates and prints the full-sized vinyl sheets that make it quick and easy to change the promotion on a billboard.If a change in the price of petroleum (a necessary ingredient for the production of plastic)forced manufacturers of vinyl sheets to increase their price by 20 percent,the company would still need to buy the same amount to meet its customers' needs.Therefore,demand for vinyl sheets by companies that use this product to create billboard ads is ________.

Business-to-business ________ refers to Internet exchanges between two or more businesses or organizations.

To purchase an item from an Internet site,you will be asked to provide a credit card number.Because of ________,a computer hacker who intercepts this number as it is being sent to the seller would likely see £D¥$&0PDJLJL,or something equally as meaningless.

GolfSeb.com,a popular site for golfing enthusiasts to trade tips and war stories about the best courses and the toughest holes,is an example of B2B e-commerce.

How does the problem recognition stage of the business buying decision process differ for straight rebuys and new-task buys?

What is the next step in the business buying decision process after the product specifications are written?

Paperspace.com is a place where invited paper manufacturers and pulp mill operations around the world can collaborate and trade with one another.Paperspace.com is an example of a private exchange.

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.This approach to cost reduction likely took place in the ________ stage of the business buying process.

Which of the following statements about organizational markets is true?

Not-for-profit institutions such as the Salvation Army and the Red Cross belong to the ________ class of B2B consumers.

Nicknames,birthdates,and spouses' names are all examples of obvious ________.

The city of St.Louis buys a golf turf mower for maintaining the city's golf course in Forest Park.The city of St.Louis is in the ________ class of business customers.

A company uses a(n)________ to allow certain suppliers,customers,and others outside the organization to access its internal system.

Explain the North American Industry Classification System (NAICS).How do companies use it?

Governments are just about the only customers for certain products,such as jet fighters.The government is a(n)________.

Many businesses today are abandoning traditional business attire and allowing their employees to come to work in business casual that typically does not include ties,cufflinks,or business suits.There has been a decrease in the sale of silk ties as a result of this cultural trend.A decrease in consumer demand for silk ties has led to a decrease in demand for silk because the demand for silk is ________.

Celarix.com is an Internet company that helps other businesses operating on the Internet handle distribution bottlenecks by offering software that manages tariffs and exchange rates for companies that ship internationally.Celarix.com engages in ________.

Which of the following statements about organizational markets is NOT true?