Exam 6: Business Markets and Business Buyer Behavior

Using a(n)_ ,a company puts its purchasing requests online and invites suppliers to bid for the business.

Business buying behavior refers to the buying behavior of organizations that buy all of the following EXCEPT .

In a typical organization,buying activity consists of two major parts: the buying and the buying .

Hewlett- Packard and Dell buy Intel microprocessor chips because consumers buy personal computers.This demonstrates an economic principle called .

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

Don Brady is responsible for obtaining price quotations from various vendors.After reviewing them,Don then determines whether or not to include the vendor on the approved vendor list.Don apparently plays two roles,that of and .

The Pure Drug Company produces insulin,a product with a very stable demand,even though the price has changed several times in the past two years.Insulin is a product with demand.

Don Amspacher,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)_ .

In what type of buying situation would a seller most likely send only a catalog to the buyer during the proposal solicitation stage of the business buying process?

Buyers are heavily influenced by the current and expected economic environment.That includes which of the following buyer influences?

A trucking company is considering purchasing new trucks that are powered by ethanol 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 fuel are the .

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.

Which of the following was most likely being used when Boeing received orders for $100 million in spare parts in the first year its Web site was in operation?

In one way or another,most large companies sell to .

What are the major characteristics of institutional markets?

The main differences between business and consumer markets include market structure and demand,the nature of the buying unit,and the types of decisions.

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

B- to- B e- procurement yields many benefits.These include all of the following EXCEPT _ _.

Gretchen Kabor has formal authority to select the suppliers and arrange terms of purchase for many of the items her firm uses.Her role in the buying center is that of .

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. -At what stage in the buying process was Richard when he sought input from others in the firm?