Exam 6: Business Markets and Business Buyer Behavior

What information is a buyer likely to include in the general need description?

Which of the following is NOT included in the decision- making unit of a buying organization?

A business marketer normally deals with far fewer buyers than the consumer marketer does.

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

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

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

In which stage of the business buying process is a supplier most likely to provide a buyer with information about the importance of different product characteristics?

Worthington Farm raises chickens.For years,it has used wooden coops to haul its poultry to market.The owner of the farm needs to buy some replacement coops and is considering buying plastic coops that are slightly more expensive than wooden ones but much easier to clean after use.This purchase of coops is an example of a _.

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

Many institutional markets are characterized by and .

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

The owners of the company you work for have developed a core network of suppliers they are working closely with to ensure an appropriate and dependable supply of products.This is an example of management.

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. -Demand for outboard motors depends on consumers purchasing fishing boats.This is an example of demand.

The leading barrier to expanding electronic links with customers and partners online is .

Which of the following is the best advice for an international marketer planning to interact with businesspeople from many different cultures?

In the case of maintenance,repair,and operating items,buyers may use a rather than periodic purchase orders.

Demand in business markets is subject to more fluctuation than in consumer markets.

A buyer would be most likely to review trade directories in which stage of the business buying process?

Which of the following is an example of an internal stimulus that might lead to the business buying process stage of problem recognition?

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.