Question 1

Why is the new-task buying situation both a great opportunity and a challenge for a marketer?

Accepted Answer

In the new-task buying situation,decisio

Question 2

Which business buying situation is the marketer's greatest opportunity and challenge?

Accepted Answer

A)  modified rebuy 
B)  straight rebuy 
C)  new task 
D)  multiple rebuys 
E)  system rebuy 
A)  modified rebuy 
B)  straight rebuy 
C)  new task 
D)  multiple rebuys 
E)  system rebuy

Question 3

The demand for many business goods and services tends to change more,and more quickly,than the demand for consumer goods and services does.This is referred to as ________ demand.

Accepted Answer

A)  fluctuating 
B)  derived 
C)  inelastic 
D)  elastic 
E)  supplier 
A)  fluctuating 
B)  derived 
C)  inelastic 
D)  elastic 
E)  supplier

Question 4

How have relationships between customers and suppliers changed in recent years?

Accepted Answer

Customers and suppliers have had adversa

Question 5

Refer to the scenario below to answer the following questions.
A-1 Stampings Ltd. produces 14 metal stampings for the automotive industry. Due to industry design changes, for the next model year, six of those stampings will require a slight change: two will have an extra hole punched through the side, two will require an extra plating process, and two will require an additional weld operation.
In the meantime, the purchasing agent Richard Koh has been asked to reduce the number of A-1's steel suppliers in an effort to cut costs. After obtaining updated price quotations and steel samples from his current suppliers, Richard faced a dilemma. Until now, he had selected his suppliers based on quality and price, but a major consideration had been the type of steel required and the specialized production processes of his respective suppliers. Not all of A-1's suppliers could produce the exact grades of steel needed; some suppliers were better at producing certain types of steel than others.
Richard contacted several employees at A-1 who had worked with the various types of steel in the past. The quality control manager and line inspector, for example, could help to determine which suppliers had the capabilities of producing specific types of steel. The production control manager could provide input regarding which types of steel worked best in which presses. Even the warehouse foreman gave input regarding how long various types of steel could be held in inventory before rust spots began to form on their surfaces. Each person contributed the necessary information to help Richard in making his decision.
-In this scenario,which of the following had the greatest influence on the business buying behavior at A-1 Stampings?

Accepted Answer

A)  regulatory developments 
B)  organizational structure 
C)  shifting authority 
D)  technological changes 
E)  individuals' risk attitudes 
A)  regulatory developments 
B)  organizational structure 
C)  shifting authority 
D)  technological changes 
E)  individuals' risk attitudes

Question 6

Policies,procedures,and systems are all examples of ________ influences on business buyer behavior.

Accepted Answer

A)  environmental 
B)  authoritative 
C)  interpersonal 
D)  organizational 
E)  cultural 
A)  environmental 
B)  authoritative 
C)  interpersonal 
D)  organizational 
E)  cultural

Question 7

All of the following are difficulties associated with selling to government buyers EXCEPT ________.

Accepted Answer

A)  considerable paperwork 
B)  bureaucracy 
C)  regulations 
D)  low sales volume 
E)  decision making delays 
A)  considerable paperwork 
B)  bureaucracy 
C)  regulations 
D)  low sales volume 
E)  decision making delays

Question 8

A ________ consists of the actual users of products,those who control buying information,those who influence the decisions,those who do the actual buying,and those who make the buying decisions.

Accepted Answer

A)  supplier development team 
B)  cross-functional team 
C)  buying center 
D)  quality management center 
E)  partnership management team 
A)  supplier development team 
B)  cross-functional team 
C)  buying center 
D)  quality management center 
E)  partnership management team

Question 9

Describe the three major types of business buying situations and what differentiates each from the other two.

Accepted Answer

A straight rebuy is a fairly routine dec

Question 10

B2B e-procurement yields many benefits.These include all of the following EXCEPT:

Accepted Answer

A)  Reduced transaction costs 
B)  More efficient purchasing for both buyers and sellers 
C)  Elimination of inventory problems 
D)  Reduces the time between order and delivery 
E)  Frees purchasing people to focus on issues that are more strategic 
A)  Reduced transaction costs 
B)  More efficient purchasing for both buyers and sellers 
C)  Elimination of inventory problems 
D)  Reduces the time between order and delivery 
E)  Frees purchasing people to focus on issues that are more strategic

Question 11

Which of the following is the last stage of the business buying process?

Accepted Answer

A)  order-routine specifications 
B)  supplier selection 
C)  performance review 
D)  value analysis 
E)  vendor analysis 
A)  order-routine specifications 
B)  supplier selection 
C)  performance review 
D)  value analysis 
E)  vendor analysis

Question 12

Of the different types of buying situations,the modified rebuy presents the fewest decisions for a business buyer to make.

Accepted Answer

A) True 
 B)False

Question 13

If we were to compare business purchasers to consumer purchasers,it would be safe to say ________.

Accepted Answer

A)  they deal with far fewer but far larger buyers 
B)  they are paid and the consumer is not paid for buying 
C)  business buyers almost always work in committees 
D)  derived demand exists between business purchasers 
E)  none of the above 
A)  they deal with far fewer but far larger buyers 
B)  they are paid and the consumer is not paid for buying 
C)  business buyers almost always work in committees 
D)  derived demand exists between business purchasers 
E)  none of the above

Question 14

When are business buyers most likely to make decisions heavily influenced by personal factors?

Accepted Answer

If suppliers' offers are very similar,th

Question 15

_____________ gives buyers access to new suppliers,lowers purchasing costs,and hastens order processing and delivery.

Accepted Answer

A)  Email communication 
B)  E-journals 
C)  A blanket contract 
D)  E-commerce 
E)  E-procurement 
A)  Email communication 
B)  E-journals 
C)  A blanket contract 
D)  E-commerce 
E)  E-procurement

Question 16

In routine buying situations,which members of the buying center have formal or informal power to select or approve the final suppliers?

Accepted Answer

A)  users 
B)  influencers 
C)  gatekeepers 
D)  deciders 
E)  buyers 
A)  users 
B)  influencers 
C)  gatekeepers 
D)  deciders 
E)  buyers

Question 17

GE operates a company trading site on which it posts its buying needs and invites bids,negotiates terms,and places orders.GE is utilizing a(n)_______________ .

Accepted Answer

A)  intranet system 
B)  vendor-managed inventory system 
C)  E-procurement system 
D)  trading exchange 
E)  router 
A)  intranet system 
B)  vendor-managed inventory system 
C)  E-procurement system 
D)  trading exchange 
E)  router

Question 18

The major influences on the buying process at SIA Engineering include company policies and systems,technological change,and economic developments.The types of influences on the buying process in this scenario are most accurately categorized as ________ and ________.

Accepted Answer

A)  individual; environmental 
B)  organizational; interpersonal 
C)  individual; organizational 
D)  environmental; interpersonal 
E)  organizational; environmental 
A)  individual; environmental 
B)  organizational; interpersonal 
C)  individual; organizational 
D)  environmental; interpersonal 
E)  organizational; environmental

Question 19

A trucking company is considering purchasing new trucks that are powered by natural gas instead of diesel fuel.In terms of the buying center,the truck drivers who must make sure that the trucks do not run out of gas are the ________.

Accepted Answer

A)  initiators 
B)  deciders 
C)  buyers 
D)  influencers 
E)  users 
A)  initiators 
B)  deciders 
C)  buyers 
D)  influencers 
E)  users

Question 20

In the generally accepted stages of the business buying process,the step following problem recognition is ________.

Accepted Answer

A)  proposal solicitation 
B)  supplier search 
C)  product value analysis 
D)  general need description 
E)  performance review 
A)  proposal solicitation 
B)  supplier search 
C)  product value analysis 
D)  general need description 
E)  performance review

Why is the new-task buying situation both a great opportunity and a challenge for a marketer?

Which business buying situation is the marketer's greatest opportunity and challenge?

The demand for many business goods and services tends to change more,and more quickly,than the demand for consumer goods and services does.This is referred to as ________ demand.

How have relationships between customers and suppliers changed in recent years?

Policies,procedures,and systems are all examples of ________ influences on business buyer behavior.

All of the following are difficulties associated with selling to government buyers EXCEPT ________.

A ________ consists of the actual users of products,those who control buying information,those who influence the decisions,those who do the actual buying,and those who make the buying decisions.

Describe the three major types of business buying situations and what differentiates each from the other two.

B2B e-procurement yields many benefits.These include all of the following EXCEPT:

Which of the following is the last stage of the business buying process?

Of the different types of buying situations,the modified rebuy presents the fewest decisions for a business buyer to make.

If we were to compare business purchasers to consumer purchasers,it would be safe to say ________.

When are business buyers most likely to make decisions heavily influenced by personal factors?

_____________ gives buyers access to new suppliers,lowers purchasing costs,and hastens order processing and delivery.

In routine buying situations,which members of the buying center have formal or informal power to select or approve the final suppliers?

GE operates a company trading site on which it posts its buying needs and invites bids,negotiates terms,and places orders.GE is utilizing a(n)_______________ .

The major influences on the buying process at SIA Engineering include company policies and systems,technological change,and economic developments.The types of influences on the buying process in this scenario are most accurately categorized as and .

A trucking company is considering purchasing new trucks that are powered by natural gas instead of diesel fuel.In terms of the buying center,the truck drivers who must make sure that the trucks do not run out of gas are the ________.

In the generally accepted stages of the business buying process,the step following problem recognition is ________.

Marketing: Managing Profitable Customer Relationships

Company and Marketing Strategy: Partnering to Build

The Marketing Environment

Managing Marketing Information

Consumer Markets and Consumer Buyer Behavior

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products,Services,and Brands: Building Customer Value

New Product Development and Product Life-Cycle Strategies

Pricing Products: Understanding and Capturing Customer Value

Pricing Products: Pricing Strategies

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing

Advertising and Public Relations

Personal Selling and Sales Promotion

Direct and Online Marketing: Building Direct Customer Relationships

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

Exam 6: Business Markets and Business Buyer Behavior

Why is the new-task buying situation both a great opportunity and a challenge for a marketer?

Which business buying situation is the marketer's greatest opportunity and challenge?

The demand for many business goods and services tends to change more,and more quickly,than the demand for consumer goods and services does.This is referred to as ________ demand.

How have relationships between customers and suppliers changed in recent years?

Policies,procedures,and systems are all examples of ________ influences on business buyer behavior.

All of the following are difficulties associated with selling to government buyers EXCEPT ________.

A ________ consists of the actual users of products,those who control buying information,those who influence the decisions,those who do the actual buying,and those who make the buying decisions.

Describe the three major types of business buying situations and what differentiates each from the other two.

B2B e-procurement yields many benefits.These include all of the following EXCEPT:

Which of the following is the last stage of the business buying process?

Of the different types of buying situations,the modified rebuy presents the fewest decisions for a business buyer to make.

If we were to compare business purchasers to consumer purchasers,it would be safe to say ________.

When are business buyers most likely to make decisions heavily influenced by personal factors?

_____________ gives buyers access to new suppliers,lowers purchasing costs,and hastens order processing and delivery.

In routine buying situations,which members of the buying center have formal or informal power to select or approve the final suppliers?

GE operates a company trading site on which it posts its buying needs and invites bids,negotiates terms,and places orders.GE is utilizing a(n)_______________ .

The major influences on the buying process at SIA Engineering include company policies and systems,technological change,and economic developments.The types of influences on the buying process in this scenario are most accurately categorized as ________ and ________.

A trucking company is considering purchasing new trucks that are powered by natural gas instead of diesel fuel.In terms of the buying center,the truck drivers who must make sure that the trucks do not run out of gas are the ________.

In the generally accepted stages of the business buying process,the step following problem recognition is ________.

Marketing: Managing Profitable Customer Relationships

Company and Marketing Strategy: Partnering to Build

The Marketing Environment

Managing Marketing Information

Consumer Markets and Consumer Buyer Behavior

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products,Services,and Brands: Building Customer Value

New Product Development and Product Life-Cycle Strategies

Pricing Products: Understanding and Capturing Customer Value

Pricing Products: Pricing Strategies

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing

Advertising and Public Relations

Personal Selling and Sales Promotion

Direct and Online Marketing: Building Direct Customer Relationships

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

The major influences on the buying process at SIA Engineering include company policies and systems,technological change,and economic developments.The types of influences on the buying process in this scenario are most accurately categorized as and .