Exam 6: Business Markets and Business Buyer Behavior

In the generally accepted stages of the business buying process,the step following product specification is .

Why is it difficult to assess interpersonal factors that influence the business buying process?

Business demand ultimately derives from the demand for consumer goods and services.

Giant Food Stores buys a lot of frozen turkey products at Thanksgiving and Christmas due to high consumer demand.This is an example of demand.

The purchasing agent at your company is working with engineers and users to define the items to purchase by describing general characteristics and quantities needed.He is also ranking the importance of reliability,durability,and price.The buyer is preparing a(n).

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.

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

One of Dr.Albrecht's dental assistants told the dentist he should buy a machine that would sterilize his tools without using any water because water tends to cause the tools to rust or corrode over time.In terms of the buying center,the dental assistant had the role of .

A(n)controls the flow of information to others in the buying center.

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. -In this scenario,which of the following had the greatest influence on the business buying behavior at A- 1 Stampings?

When suppliers' offers are very similar,business buyers have little basis for a strictly .

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

Describe the typical roles played by the various members of a buying center.

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

Worthington Farm raises chickens.For years,it has used wooden coops to haul its poultry to market.When Bob Worthington went to reuse some of his coops,he noticed many of them could not be sufficiently cleaned for reuse and needed to be replaced.Worthington was at which stage of the business buying process when he decided to replace his old coops?

When conducting a performance review,the seller monitors different factors than those monitored by the buyer to make sure that the seller is giving the expected satisfaction.

Economic,technological,and political factors are all that affect the business buying process.

All of the following organizations are likely considered to be a part of the institutional market EXCEPT _ .

It is rare that noneconomic factors play a role in government buying.

Explain the buyer center role of the influencer.