Exam 3: Buying Behavior and the Buying Process

Describe a method that buying centers use to reduce risks.

Alia is the logistics manager of a firm.She has recognized that her firm's poor performance is because of the faulty supply chain management software that the firm is currently using.According to the organizational buying process,which of the following should Alia do next?

Which of the following is usually considered a major financial commitment for manufacturers?

Resellers consider two elements when making decisions about what products to sell: customer profiles and targeted return.

End-user buying situations exclude the purchase of capital equipment and services.

In general,senior executives get more involved in important purchase decisions that have a greater effect on the performance of their organization.

Which of the following members of the buying center would typically be involved in a value analysis?

Plasto is a Spanish company that manufactures stadium seating for sports venues.It is one of many such manufacturers.The city of Marsia,which is going to host the next Olympic Games,forms a committee to make purchases of equipment that would be required at its venues.The committee has limited knowledge of the available products,but eventually decides to purchase Plasto stadium seating for the venues.This purchase by the recently formed committee is an example of a _____ situation.

Derived demand means demand is derived from an increase in GDP.

Eva is considering adding new products to her store and is concerned about her profit margin.She is concerned about:

Weston makes uniforms and overalls for employees in any industry where there is a risk of fire injury.It uses fabric from Indie Fabric Co.for all of the uniforms it manufactures.If there is a decrease in the demand for products in the chemical industry,then there will be a decrease in employment in that industry.This will lead to a decrease in the demand for Weston's uniforms.Since fewer uniforms will be needed,the sales for Indie Fabric will decrease.This is an example of:

Who are resellers?

The need for risk reduction is one of the factors affecting an individual making an organizational buying decision.What can a salesperson do to help reduce the risk?

Which of the following types of purchase situations requires the least number of people in the organizational buying decision process?

Life-cycle costing is also known as quality-based costing.

Almac Aluminum is a large manufacturer of can sheets that are used to manufacture beverage cans.Its ability to sell to Pearl Brewing Company is directly related to how many people buy Pearl Beer.This is an example of:

In the context of developing the close coordination needed for just-in-time (JIT)inventory control systems,the selection criterion for manufacturers is the lowest cost,not the ability to be flexible.

When does a modified rebuy situation occur?

In the context of changing the perceived value of a product,which of the following could be considered a dangerous strategy if employed by a salesperson?

Regan wants to develop a long-term relationship with his customers.To accomplish this objective,Regan will need to pay close attention to: