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

Identify and then explain which of the three business-to-business buyclasses applies to the following scenario.A growing business that needs an advertising agency for the first time seeks exhaustive information from several agencies before selecting one.

The Green Awning is a flower and gift store.When its owner purchases the green foam used in the bottom of vases of cut flowers,floral tape used in flower arrangements,and gift cards,she is most likely making a ________.

A patient of Dr.Albrecht told the dentist he needed to buy a machine that would sterilize his dental tools without using any water because water tends to cause the tools to rust or corrode over time.Dr.Albrecht,who runs a solo practice in a small town,located some articles on the chemical sterilizer and read about how the suggested machine works.After gathering more information and talking to salespeople,Dr.Albrecht placed his order for the machine.In terms of the buying center,Dr.Albrecht had the role of ________.

The ________ is the member of the buying center whose primary function is handling the details of the transaction.

________ occurs when firms obtain outside vendors to provide goods or services that might otherwise be supplied in-house.

Many companies maintain ________,which are internal corporate computer networks that use Internet technology to link company departments,employees,and databases.

A participant in a buying center can only assume one role for any single purchase decision.

When a business needs to make a complex purchase,it is most likely to form a buying center during the ________ stage of the business buying decision process.

The ________ is the member of the buying center who makes the final decision.

Suppliers,customers,and employees have ready access to a company's intranet.