Exam 6: Business Markets and Business Buyer Behavior

Eric Mason, an employee of Huntington Steelworks, is responsible for defining product specifications and providing relevant information for evaluating alternatives in his organization's buying center. Eric, whose opinions affect the buying decisions of his organization to a great extent, is most likely a(n) ________.

How do interpersonal factors influence the business buying process?

The major influences on the buying process at General Aeronautics Limited include supply conditions and technological changes, which would both be categorized as ________ factors.

________ is an approach to cost reduction in which components are studied carefully to determine if they can be redesigned, standardized, or made by less costly methods of production.

Product value analysis is an approach to enhancing productivity.

Gina Parker owns an ad agency in Baton Rouge. She regularly purchases cleaning supplies for her custodial staff, using the same vendor and ordering relatively consistent amounts of the same products on each purchase. This is an example of ________.

The decision process by which business buyers determine which products and services their organizations need to purchase and then find, evaluate, and choose among alternative suppliers and brands is known as ________.

What are the noneconomic criteria that influence government buying?

Who among the following does NOT participate in the purchase decision process of a buying organization?

The business marketer normally deals with far fewer but far larger buyers than the consumer marketer does.

The main differences between business and consumer markets are in market structure and demand, the nature of the buying unit, and the types of decisions and the decision process involved.

________ involves systematically developing networks of supplier-partners to ensure a dependable supply of products and materials for use in making products or reselling them to others.

Peter Adams, an entrepreneur, decided to start a new technology venture. As he needed servers and computers for his company, he decided to order these from a local vendor who was offering attractive discounts. In this instance, Peter ________.

Business demand that ultimately comes from the demand for consumer goods is known as ________ demand.

Within the organization, buying activity consists of two major parts: the buying center and the buying decision process.

In the business buying process, business buyers determine which products and services their organizations need to purchase .

A university enrolled 200 graduate students in the Fall of 2011. However, the enrollment rate was only slightly affected following a 12 percent hike in tuition the following Fall. This illustrates a(n) ________ demand.

________ refers to buying a packaged solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation.

What are the major characteristics of government markets?

In the proposal solicitation stage of the business buying process, the buyer invites qualified suppliers to submit proposals.