Question 1

According to Patrick J.Robinson,the eight stages in the business buying-decision process are known as ________.

Accepted Answer

A)  buyphases 
B)  buybacks 
C)  buyouts 
D)  buyables 
E)  buyoffs 
A)  buyphases 
B)  buybacks 
C)  buyouts 
D)  buyables 
E)  buyoffs

Question 2

Shoe manufacturers are not going to buy much more leather if the price of leather falls,nor will they buy much less leather if the price rises,unless they can find satisfactory substitutes.This is an example of ________.

Accepted Answer

A)  inelastic demand 
B)  direct purchasing 
C)  the acceleration effect 
D)  a modified rebuy 
E)  a straight rebuy 
A)  inelastic demand 
B)  direct purchasing 
C)  the acceleration effect 
D)  a modified rebuy 
E)  a straight rebuy

Question 3

Most business buyers reject what is called systems buying from one seller.

Accepted Answer

A) True 
 B)False

Question 4

The "customer is king" category of buyer-seller relationship is relatively simple,and one in which routine exchanges with moderately high levels of cooperation and information exchange occur.

Accepted Answer

A) True 
 B)False

Question 5

What is the composition of the buying center?

Accepted Answer

A buying center is composed of "all thos

Question 6

Which of the following is true about the buying centre?

Accepted Answer

A)  In a buying centre, one person cannot play more than one role. 
B)  A typical buying centre has a maximum of five or six members. 
C)  A buying centre consists of only mid-level managers and below. 
D)  It is the decision-making unit of a buying organization. 
E)  Gatekeepers in a buying centre are people who authorize the proposed actions of deciders or buyers. 
A)  In a buying centre, one person cannot play more than one role. 
B)  A typical buying centre has a maximum of five or six members. 
C)  A buying centre consists of only mid-level managers and below. 
D)  It is the decision-making unit of a buying organization. 
E)  Gatekeepers in a buying centre are people who authorize the proposed actions of deciders or buyers.

Question 7

The buying process begins when someone places an order with a sales representative.

Accepted Answer

A) True 
 B)False

Question 8

The buyer in a straight rebuy usually changes product specifications,prices,delivery requirements,or other terms.

Accepted Answer

A) True 
 B)False

Question 9

Patrick J.Robinson and his associates have identified eight stages in the business buying-decision process.This model is called the ________ framework.

Accepted Answer

A)  buygrid 
B)  buying/selling 
C)  seller-centered 
D)  commercial 
E)  buy-analysis 
A)  buygrid 
B)  buying/selling 
C)  seller-centered 
D)  commercial 
E)  buy-analysis

Question 10

If you were an upper-level marketing executive of a large seller of trucks,which of the following strategies would be most appropriate in reaching buying center targets?

Accepted Answer

A)  Concentrate on key buying influencers. 
B)  Use multilevel in-depth selling. 
C)  Use trade-based promotions. 
D)  Concentrate sales efforts on the support staff. 
E)  Move all operations to the Internet. 
A)  Concentrate on key buying influencers. 
B)  Use multilevel in-depth selling. 
C)  Use trade-based promotions. 
D)  Concentrate sales efforts on the support staff. 
E)  Move all operations to the Internet.

Question 11

Ultimately,the amount of steel sold to General Motors depends on the consumers' demand for GM cars and trucks.From the standpoint of the steel manufacturer,which of the following demand forms is most pertinent?

Accepted Answer

A)  derived demand 
B)  inelastic demand 
C)  geographic demand 
D)  relational demand 
E)  static demand 
A)  derived demand 
B)  inelastic demand 
C)  geographic demand 
D)  relational demand 
E)  static demand

Question 12

Which of the following methods is most likely to be used by buyers to review the performance of chosen suppliers?

Accepted Answer

A)  the buyer may contact different suppliers and ask for their evaluations 
B)  the buyers may rate the end-users on several criteria using a weighted-score method 
C)  the buyer might aggregate the cost of poor performance to come up with adjusted costs of purchase, including price 
D)  the buyers may aggregate the opinions of various competitors and come up with the adjusted cost of supply 
E)  the buyers might adopt the Supplier Added Value Effort technique to calculate supplier efficiency 
A)  the buyer may contact different suppliers and ask for their evaluations 
B)  the buyers may rate the end-users on several criteria using a weighted-score method 
C)  the buyer might aggregate the cost of poor performance to come up with adjusted costs of purchase, including price 
D)  the buyers may aggregate the opinions of various competitors and come up with the adjusted cost of supply 
E)  the buyers might adopt the Supplier Added Value Effort technique to calculate supplier efficiency

Question 13

In which of the following is a person performing the role of an approver?

Accepted Answer

A)  Dan decides on the product requirements and makes the final choice of suppliers. 
B)  Luke has the authority to pick out the supplier and negotiate the terms of purchase. 
C)  Liam heads the Tech team at LKG and provides information for evaluating the possible alternatives. 
D)  LKG gets many calls from potential suppliers, and it is Leah's job to weed out the good prospects and refer them to others in LKG. 
E)  Dana authorizes the actions of the deciders and buyers in LKG. 
A)  Dan decides on the product requirements and makes the final choice of suppliers. 
B)  Luke has the authority to pick out the supplier and negotiate the terms of purchase. 
C)  Liam heads the Tech team at LKG and provides information for evaluating the possible alternatives. 
D)  LKG gets many calls from potential suppliers, and it is Leah's job to weed out the good prospects and refer them to others in LKG. 
E)  Dana authorizes the actions of the deciders and buyers in LKG.

Question 14

Value Central has a partnership of high trust and commitment with certain suppliers and gives them access to its sophisticated and detailed daily,individual store-based sales data.In exchange,those suppliers are responsible for managing Value Central's inventory of their products.This relationship is best described as ________.

Accepted Answer

A)  basic buying and selling 
B)  contractual transaction 
C)  collaborative 
D)  customer supply 
E)  customer is king 
A)  basic buying and selling 
B)  contractual transaction 
C)  collaborative 
D)  customer supply 
E)  customer is king

Question 15

Organizational buying is the decision-making process by which formal organizations establish the need for purchased products and services and identify,evaluate,and choose among alternative brands and suppliers.

Accepted Answer

A) True 
 B)False

Question 16

Orica Inc.competes in the market for commercial explosives.The company recently changed its business model from just selling explosives to managing an entire blast in a quarry.This customer-solution-based approach to the sale of explosives is an example of ________.

Accepted Answer

A)  systems selling 
B)  straight rebuying 
C)  customer referencing 
D)  derived demand 
E)  channel consolidation 
A)  systems selling 
B)  straight rebuying 
C)  customer referencing 
D)  derived demand 
E)  channel consolidation

Question 17

In which of the following is a person performing the role of an influencer?

Accepted Answer

A)  Dan decides on the product requirements and makes the final choice of suppliers. 
B)  Luke has the authority to pick out the supplier and negotiate the terms of purchase. 
C)  Liam heads the Tech team at LKG and provides information for evaluating the possible alternatives. 
D)  LKG gets many calls from potential suppliers, and it is Leah's job to weed out the good prospects and refer them to others in LKG. 
E)  Dana authorizes the actions of the deciders and buyers in LKG. 
A)  Dan decides on the product requirements and makes the final choice of suppliers. 
B)  Luke has the authority to pick out the supplier and negotiate the terms of purchase. 
C)  Liam heads the Tech team at LKG and provides information for evaluating the possible alternatives. 
D)  LKG gets many calls from potential suppliers, and it is Leah's job to weed out the good prospects and refer them to others in LKG. 
E)  Dana authorizes the actions of the deciders and buyers in LKG.

Question 18

Influencers influence the buying decision by helping define specifications and providing information for evaluating alternatives.

Accepted Answer

A) True 
 B)False

Question 19

With respect to e-procurement,Coca-Cola,Sara Lee,Kraft,PepsiCo,P&G,and several other companies joined forces to form a ________ called Transora to use their combined leverage to obtain lower prices for raw materials.

Accepted Answer

A)  manufacturer's co-op 
B)  supplier's co-op 
C)  middleman group 
D)  buying alliance 
E)  buying cabal 
A)  manufacturer's co-op 
B)  supplier's co-op 
C)  middleman group 
D)  buying alliance 
E)  buying cabal

Question 20

________ refer(s)to the decision-making process by which formal organizations establish the need for purchased products and services and identify,evaluate,and choose among alternative brands and suppliers.

Accepted Answer

A)  Marketing channels 
B)  Organizational buying 
C)  Corporate retailing 
D)  Brand auditing 
E)  Inventory control 
A)  Marketing channels 
B)  Organizational buying 
C)  Corporate retailing 
D)  Brand auditing 
E)  Inventory control

According to Patrick J.Robinson,the eight stages in the business buying-decision process are known as ________.

Shoe manufacturers are not going to buy much more leather if the price of leather falls,nor will they buy much less leather if the price rises,unless they can find satisfactory substitutes.This is an example of ________.

Most business buyers reject what is called systems buying from one seller.

The "customer is king" category of buyer-seller relationship is relatively simple,and one in which routine exchanges with moderately high levels of cooperation and information exchange occur.

What is the composition of the buying center?

Which of the following is true about the buying centre?

The buying process begins when someone places an order with a sales representative.

The buyer in a straight rebuy usually changes product specifications,prices,delivery requirements,or other terms.

Patrick J.Robinson and his associates have identified eight stages in the business buying-decision process.This model is called the ________ framework.

If you were an upper-level marketing executive of a large seller of trucks,which of the following strategies would be most appropriate in reaching buying center targets?

Ultimately,the amount of steel sold to General Motors depends on the consumers' demand for GM cars and trucks.From the standpoint of the steel manufacturer,which of the following demand forms is most pertinent?

Which of the following methods is most likely to be used by buyers to review the performance of chosen suppliers?

In which of the following is a person performing the role of an approver?

Organizational buying is the decision-making process by which formal organizations establish the need for purchased products and services and identify,evaluate,and choose among alternative brands and suppliers.

Orica Inc.competes in the market for commercial explosives.The company recently changed its business model from just selling explosives to managing an entire blast in a quarry.This customer-solution-based approach to the sale of explosives is an example of ________.

In which of the following is a person performing the role of an influencer?

Influencers influence the buying decision by helping define specifications and providing information for evaluating alternatives.

With respect to e-procurement,Coca-Cola,Sara Lee,Kraft,PepsiCo,P&G,and several other companies joined forces to form a ________ called Transora to use their combined leverage to obtain lower prices for raw materials.

________ refer(s)to the decision-making process by which formal organizations establish the need for purchased products and services and identify,evaluate,and choose among alternative brands and suppliers.

Defining Marketing for the 21st Century

Developing Marketing Strategies and Plans

Collecting Information and Forecasting Demand

Creating Long-term Loyalty Relationships

Analyzing Consumer Markets

Identifying Market Segments and Targets

Creating Brand Equity

Crafting the Brand Positioning and Competing Effectively

Setting Product Strategy

Designing and Managing Services

Developing Pricing Strategies and Programs

Designing and Managing Integrated Marketing Channels

Managing Retailing, Wholesaling, and Logistics

Designing and Managing Integrated Marketing Communications

Managing Mass Communications: Advertising, Sales Promotions, Events and Experiences, and Public Relations

Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth, and Personal Selling

Managing Marketing in the Global Economy

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Exam 6: Analyzing Business Markets

According to Patrick J.Robinson,the eight stages in the business buying-decision process are known as ________.

Shoe manufacturers are not going to buy much more leather if the price of leather falls,nor will they buy much less leather if the price rises,unless they can find satisfactory substitutes.This is an example of ________.

Most business buyers reject what is called systems buying from one seller.

The "customer is king" category of buyer-seller relationship is relatively simple,and one in which routine exchanges with moderately high levels of cooperation and information exchange occur.

What is the composition of the buying center?

Which of the following is true about the buying centre?

The buying process begins when someone places an order with a sales representative.

The buyer in a straight rebuy usually changes product specifications,prices,delivery requirements,or other terms.

Patrick J.Robinson and his associates have identified eight stages in the business buying-decision process.This model is called the ________ framework.

If you were an upper-level marketing executive of a large seller of trucks,which of the following strategies would be most appropriate in reaching buying center targets?

Ultimately,the amount of steel sold to General Motors depends on the consumers' demand for GM cars and trucks.From the standpoint of the steel manufacturer,which of the following demand forms is most pertinent?

Which of the following methods is most likely to be used by buyers to review the performance of chosen suppliers?

In which of the following is a person performing the role of an approver?

Organizational buying is the decision-making process by which formal organizations establish the need for purchased products and services and identify,evaluate,and choose among alternative brands and suppliers.

Orica Inc.competes in the market for commercial explosives.The company recently changed its business model from just selling explosives to managing an entire blast in a quarry.This customer-solution-based approach to the sale of explosives is an example of ________.

In which of the following is a person performing the role of an influencer?

Influencers influence the buying decision by helping define specifications and providing information for evaluating alternatives.

With respect to e-procurement,Coca-Cola,Sara Lee,Kraft,PepsiCo,P&G,and several other companies joined forces to form a ________ called Transora to use their combined leverage to obtain lower prices for raw materials.

________ refer(s)to the decision-making process by which formal organizations establish the need for purchased products and services and identify,evaluate,and choose among alternative brands and suppliers.

Defining Marketing for the 21st Century

Developing Marketing Strategies and Plans

Collecting Information and Forecasting Demand

Creating Long-term Loyalty Relationships

Analyzing Consumer Markets

Identifying Market Segments and Targets

Creating Brand Equity

Crafting the Brand Positioning and Competing Effectively

Setting Product Strategy

Designing and Managing Services

Developing Pricing Strategies and Programs

Designing and Managing Integrated Marketing Channels

Managing Retailing, Wholesaling, and Logistics

Designing and Managing Integrated Marketing Communications

Managing Mass Communications: Advertising, Sales Promotions, Events and Experiences, and Public Relations

Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth, and Personal Selling

Managing Marketing in the Global Economy

Filters