Exam 6: Business Markets and Business Buyer Behavior

SkyWalk Aeronautics Limited received orders for 25 cargo air carriers from Zephyr Cargo Limited through its Web site in 2012. This is an example of ________.

The first step of the business buying process is ________.

Which of the following most likely occurs in the supplier selection stage of the business buying decision process?

How does the buying process typically begin?

In the ________ stage of the buying process, the alert business marketer can help the buyers define their needs and provide information about the value of different product characteristics.

The owners of a manufacturing firm in Ohio have developed a core network of suppliers to ensure an uninterrupted supply of products. This is an example of ________.

Explain the concept of derived demand.

Business markets are similar to consumer markets in that ________.

Which of the following is true with regard to e-procurement?

________ refers to the stage of the business buying process in which the buying organization decides on and specifies the best technical product characteristics for a needed item.

The ________ market consists of schools, hospitals, nursing homes, prisons, and the like that provide goods and services to people in their care.

Factors such as a firm's objectives, procedures, and systems are examples of ________ influences on the business buyer behavior.

In several major cities in the U.S, the ________ operates business service centers with staffs to provide a complete education on the way government agencies buy, the steps that suppliers should follow, and the procurement opportunities available.

What is supplier development?

In ________, companies put their purchasing requests online and invite suppliers to bid for the business.

A nurse in a hospital told the chief dentist, Dr.Albrecht, that the hospital should purchase equipment that would sterilize the dentists' tools without using any water because water tends to affect the durability of the tools over time. Dr. Albrecht located some articles on chemical sterilizers and gathered more information on how they worked. After talking to salespeople, Dr. Albrecht finally placed his order for the machine. In this instance, Dr. Albrecht played the role of a(n) ________.

Under ________, buyers share sales and inventory information directly with key suppliers who monitor and replenish the buyer's stock automatically as needed.

Describe the advantage of selecting multiple sources of supplies.

Jason Perkins has the informal power to approve the final suppliers in his organization. In other words, Jason plays the role of a(n) ________ in his organization's buying center.

The decision-making unit of a purchasing organization is called its ________.