Exam 7: Business-To-Business Marketing

Many health insurance policies require patients to call and get preapproval for tests or procedures. The health insurance company acts as a(n)________ for the purchase of these medical services.

Describe a straight rebuy situation and explain how it differs from a modified rebuy.

Why is it important for sales representatives to know whether a potential business customer is making a new buy or a modified rebuy decision?

The process through which organizations invite alternative vendors or suppliers to bid on supplying their required components or specifications is formally referred to as

Caroline imports fragrances from Europe and sells them to discount retail stores. Caroline is an example of a

The local skydiving team is buying new parachutes. The team's coach has invited all team members to make recommendations, after which she will select the preferred vendor. The skydiving team's buying center has a(n)________ organizational culture.

When Brian took over as facilities manager for Burlington Furniture Manufacturing, he was shocked to see the factory was still heated with a coal-fired boiler. He made an immediate decision to upgrade the heating system to something more efficient and began to research available options. For Brian and Burlington Furniture, this represented a(n)________ situation.

The local homeless shelter is expecting to host its largest Thanksgiving dinner this year and has doubled its order for fresh, whole grain bread from the bakery that always supplies it. The bakery has run low on whole grain flour, however, so places a rush order with its main supplier. For the homeless shelter, the buying situation is a(n)________ and for the bakery it is a(n)________.

Formal performance evaluations of the vendor and the products sold generally occur in the B2C buying process.

John Jeffries founded JeffCorp, a concrete supply company, three decades ago. Although he is now in his seventies, he still has a "hands on" management style. His employees have learned that there isn't much point in making purchase recommendations for new equipment, because John is going to choose whatever he thinks is best regardless of their views. JeffCorp has a(n)________ buying center culture.

When would a business use the RFP process? What is the advantage of using this process?

In established businesses, a large proportion of B2B purchases fall into the ________ category.

What is an example of a government buyer?

Which step in the buying process is most likely to happen in a straight rebuy situation?

Griffin Grocery Stores orders produce from Fresh Farms-a wholesaler that buys fruits and vegetables from farmers all over the Midwest. Fresh Farms is an example of a

B2B buying decisions are often made by

As a business-to-business marketer, would you prefer to market to a firm with an autocratic or a consensus buying center culture, and why?

In which B2B buying situation does a buyer or buying organization purchase additional product units, service subscriptions, or both as per previously purchased?

The RFP process is used by buyers to allow customer input into value creation.

Tyler put down the phone and told his manager, "I just love that customer. I got another big order and I know they will place the same order again next month." Tyler is most likely selling to a firm in what kind of buying situation?