Exam 6: Business Markets and Business Buyer Behavior

Although a company has purchased printers and copiers before from Xerox."Out" supplier,Canon,now offers the firm a multitasking machine that prints,copies,scans,and faxes.Explain what type of buying situation this is.

Don Gan,in his role on the buying committee,provides information for evaluating the alternative purchase decisions and helps define and set specifications for evaluating alternatives for purchasing.Don is a(n)________.

Charlie Ho,executive vice president of National Central Bank,is going through all of the stages of the buying process to purchase a computer system for the bank.Charlie is facing a(n)________ situation.

Large business purchasers call for detailed product specifications,written purchase orders,careful supplier searches,and formal approval.These are all examples of how the business buying decision process tends to be more _________ than the consumer buying decision process.

Business customers also tend to be more __________________.

ABC Enterprises sold 9,000 units @ $2.99/unit in July.The firm sold 9,000 units @ $4.29/unit in August.This illustrates ________ demand.

According to the stages of the business buying process,after completing a general need description,a business buyer should next invite qualified suppliers to submit proposals.

Which of the following can be useful for a company that needs to conduct secure and frequent communications and transactions with key suppliers to purchase equipment,materials,and supplies?

The buying center is not a fixed or formally identified unit within an organization.

There are many factors considered in government buying,but ________ is typically the most important.

The first step of the business buying process is ________.

In which type of buying situation would a supplier most likely focus on maintaining product and service quality?

Which of the following is the process of the buying center deciding on the best product characteristics?

In which stage of the business buying process is it a supplier's task to make sure that the buyer has experienced expected satisfaction?

The rapidly expanding use of E-procurement presents some problems to purchasing professionals,including ________.

Briefly describe the major advantages of business-to-business marketing on the Internet.

Nancy Gomes works for a beverage company.She often helps to define product specifications and also provides information for evaluating alternatives.In this role she is acting as a gatekeeper.

Rob Tee is the buyer for Fond Memories.He regularly orders inexpensive merchandise in a fairly routine fashion without any modifications.He may choose other suppliers from time to time.Rob's decisions take the form of a modified rebuy.

How is the business buying process more formalized than the consumer buying process?

The business buying process consists of business buyers determining which products and services their organizations need to purchase,and then finding,evaluating,and choosing among alternative suppliers and brands.