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

Organizational markets differ from consumer markets in that organizational markets ________.

When a product has ________ demand,an increase or decrease in the price of the product has little or no effect on the demand for the product.

Why is the demand in business-to-business markets mostly inelastic?

Worthington Farm raises chickens.For years,it has used wooden coops to haul its poultry to market.When Bob Worthington went to reuse some of his coops,he noticed many of them could not be sufficiently cleaned for reuse and ought to be replaced.Worthington was at which stage of the business buying process?

Which of the following is the simplest form of B2B e-commerce?

In terms of organizational markets,discount stores are examples of ________.

Prudential Health Care's ________ allows its corporate customers to enroll new employees and check eligibility and claim status themselves.

How might a company in the B2B market use a private exchange?

A(n)________ is a system that links invited groups of suppliers and partners over the Web,allowing companies to collaborate with suppliers they trust without having to share sensitive information with others.

A rifle manufacturer needs muzzles,trigger mechanisms,and wooden gunstocks to produce rifles.Without these items the manufacturer cannot produce its rifles.It will reduce its demand for trigger mechanisms and gunstocks if suppliers are unable to sell the muzzles it needs.This is an example of ________ demand.

PPG Industries buys silicon and uses it to manufacture glass for windows.PPG is a ________.

Tri Restaurant,Inc.is the parent company of three chains of restaurants.How might Tri Restaurant,Inc.utilize the company extranet?

Porsche purchases thousands of different parts such as stereos to manufacture their cars.Explain derived demand in this situation.

Which of the following statements about buying centers is true?

During the ________ stage of the business buying decision process,total spending for the product is considered.

________ is a business practice in which a buyer shapes a supplier's products and operations to satisfy its needs.

To increase security of their Internet sites and transactions,most companies now use encryption software to assign employee passwords.

Most demand for business-to-business products is ________.

Why might a company use crowdsourcing?

Walmart buys toothpaste,peanuts,and shoes to sell in its stores.Walmart is a ________.