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

The buying center role of gatekeeper does not exist in not-for-profit organizations.

Inelastic demand for a product means that if the product's price goes up,demand for it increases,but if a product's price goes down,demand decreases.

The individual who develops the product specifications for a complex product would likely assume the role of influencer in the buying center.

Which of the following would most likely be used by a hacker to intercept and read online communications?

Business markets tend to be more geographically concentrated than consumer markets.

Joint demand occurs when three or more goods are necessary to create a product.

Another name for business-to-business markets is organizational markets.

A Miami restaurant has created atmosphere through its subtle use of blue and green lighting,ceiling fans over each table,and frozen drinks.If its electrical energy supplier raises its prices,the restaurant will most likely ________.

Johnson Controls,Inc.produces the seats for the Dodge Neon.Although Johnson initially was able to meet Dodge's cost target,it was not able to meet its safety,weight,and comfort specifications.Engineers from Dodge visited the Johnson plant and worked with its design people to create a seat that met all of the technical requirements at a cost that both could agree on.Johnson Controls and Dodge engaged in ________.

Producers and resellers perform the same function in the business marketplace.

Companies can use firewalls within their intranets to allow only designated employees access to certain parts of the system.

The ________ is the member of the buying center who controls the flow of information to other members.

Demand in B2B markets is mostly ________ because what a firm sells is often just one of the many parts or materials that go into producing the consumer product.

Straight rebuys ________.

During the ________ stage of the business buying decision process,the buying center assesses the proposals.

A city decided to build a stadium to hold 19,000 people.It was a difficult decision because the city already had a 70,000 seat dome.City planners convinced the people of the city that the older dome was too large for most touring shows and better suited for sporting events.In terms of the buyclass framework,the decision to build a new stadium was a ________.

In what type of purchase would one person most likely assume all or most buying center roles?

The Metropolitan Museum of Modern Art buys office supplies.In doing so,the Museum is acting as a member of the ________ business customer class.

According to research,social media channels are most effective to reach and engage business prospects at ________.

PPG Industries is a producer of glass for windows.It sells products in the consumer market.