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

________ purchases are much greater than ________ purchases,both in the quantity of items ordered and how much they cost.

The ________ is the member of the buying center who actually needs the product.

One year many customers' machinery wears out and needs to be replaced.The following year no customers need new machinery.This is an example of ________ demand.

To keep customer records secure,B2B e-commerce sites use authentication.

The North American Industry Classification System (NAICS)________.

When a company's professional buyer considered a ________ of a plant to house a new distribution center,he spent a lot of time and effort researching information because this purchase decision was very high-risk,complex task.

Suppliers are more likely to stay price competitive when the purchasing company uses single sourcing than when it uses multiple sourcing.

Problem recognition is the first step in the buying decision process in the business market.

A new-task buy ________.

Why are materials that represent only a small percentage of the total cost of manufacturing a product more likely to have inelastic demand than major components?

Which of the following is most likely to have an unprofessional or part-time buyer who needs more advice and assistance from marketers before and after a sale?

Explain the advantages a firm may achieve through engaging in B2B e-commerce.

The buying center is not a place at all,but rather the group of people in an organization who participate in the purchase decision-making process.

Business marketers have a broad customer base and a large number of buyers compared to consumer marketers.

In terms of the buyclass framework,the purchase of paper towels and toilet paper to restock an employee restroom would be an example of a modified rebuy.

Without encryption,it would be easy for unethical people using the computer to get your credit card number.

Why is the new-task buy situation both a great opportunity and a challenge for a marketer?

Computer maker Dell and Marriott hotels are both examples of which type of business-to-business customer?

Which of the following statements about the product and supplier selection stage of the business buying decision process is true?

A patient of Dr.Albrecht told the dentist he needed to buy a machine that would sterilize his tools without using any water because water tends to cause the tools to rust or corrode over time.In terms of the buying center,the patient had the role of ________.