Exam 8: Business-To-Business Behaviour

The Acme Corporation has notified its suppliers that it will continue to purchase the same products, in the same quantities, if they will accept a lower per unit price. Acme is seeking a modified rebuy.

Industrial markets are typically a heavy industry.

The purchasing decision- making unit of business is known as the:

A relatively routine type of purchase occurs when a buyer re- orders an item that was previously purchased without asking for any product modifications. This is known as:

Kate is the purchasing assistant at her firm. Her duties involve assisting the firm's purchasing manager. In addition, Kate is expected to "protect" her superiors and technical staff from "pushy" salespeople. Kate is performing which of the decision roles?

A modified rebuy is usually made where the post- purchase process has resulted in dissatisfaction.

Farmer Jack grows organic cotton which he sells primarily to a local company specialising in the manufacture of bedding and bath linen. The demand for Farmer Jack's yarn is highly dependent on consumer demand for new household linen. This is an example of demand.

The performance review stage of the organisational buying model is similar to the post purchase evaluation stage of the consumer buying model.

Which of the following is the BEST example of a modified rebuy?

Imagine you are a salesperson for a company that sells office supplies to buyers in different buying situations. Briefly develop three scenarios that illustrate each of the three situations.

Which of the following statements about the structure of the business market is true?

A new supplier is least likely to make which of the following types of purchase?

Government buyers differ from business buyers in that government buyers are monitored more closely by outside publics.

What is a business market? Briefly describe the four major categories of customers in business marketing. Give examples of companies or organisations in each category.

ANZSIC is part of the institutional market.

A firm's buying centre is typically located in, and limited to, its purchasing department.

The business market differs from the consumer market in that:

In selling to the government, the contract is always awarded to the lowest bidder.

A company is MOST likely to use an automated re- ordering system with which of the following types of business purchase?

To obtain some order and provide industry projections, the government statistician classifies business markets into nineteen broad divisions. This classification is known as the ANZSIC, an acronym, which stands for which of the following?