Exam 6: Business Markets and Business Buyer Behavior

UPS serves both consumer and business markets,but most of its revenues come from its business customers.UPS has become a strategic logistics ally for many of its business customers,going far beyond offering delivery services to offering inventory management,international trade management,and even financing to its commercial customers.This is an example of which of the following differences between the consumer and business markets?

The major influences on the buying process at General Aeronautics 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 _.

In which of the following ways is Boeing like most other large companies?

Refer to the scenario below to answer the following questions. A- 1 Stampings,Inc.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 Koehl 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. -The management directive to reduce the number of steel suppliers is most accurately classified as which type of influence affecting business buying behavior?

Government organizations tend to favor suppliers over suppliers.

A statement prepared by a business buyer describing the quantity and general characteristics of the items needed is a product specification description.

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

Nancy Zahm works for LeBray 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.

In the product specification stage of the business buying process,the buyer ranks the importance of reliability,price,and other desired product characteristics.

When competing products differ greatly,business buyers are more accountable for their purchase choices and tend to pay more attention to _.

Most newspapers use so they do not need to rely on only one supplier to provide the tons of paper that they use annually.

Which of the following accurately describes a cultural difference international marketers should be aware of?

The decision- making unit of a buying organization is called the .

Charlie Van Dusen,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.

Buyers have different buying styles influenced by interpersonal factors such as age,income,education,professional identification,and attitudes toward risk.

In what type of purchase would one person most likely assume all buying center roles?

How can marketers influence business buyers who are in the problem recognition stage?

The first step of the business buying process is .

Which of the following statements about the supplier selection stage of the business buying decision process is true?

Which of the following is NOT a way that business and consumer markets differ?