Question 1

Ethical behavior in business is not clear cut.

Accepted Answer

A) True 
 B)False

Question 2

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

Accepted Answer

A) A search is conducted to find potential suppliers. 
B) The requests for proposals are evaluated. 
C) An order routine is established. 
D) A need is recognized. 
E) A post-purchase evaluation is conductedand feedback is provided to the vendor. 
A) A search is conducted to find potential suppliers. 
B) The requests for proposals are evaluated. 
C) An order routine is established. 
D) A need is recognized. 
E) A post-purchase evaluation is conductedand feedback is provided to the vendor.

Question 3

How do sellers find government buyers?

Accepted Answer

Companies must first register with the C

Question 4

List and describe the steps in the B2B buying process.

Accepted Answer

1)A need is recognized-Someone recognize

Question 5

B2B auctions are e-commerce sites where multiple buyers and sellers go to find and do business with one another.

Accepted Answer

A) True 
 B)False

Question 6

_____ markets are markets in which local,state,and federal governments buy products.

Accepted Answer

A) B2B 
B) B2C 
C) B2G 
D) C2C 
E) Institutional 
A) B2B 
B) B2C 
C) B2G 
D) C2C 
E) Institutional

Question 7

RFPs focus on the buyer's problems and how to adapt the vendor's offerings to solve those problems.

Accepted Answer

A) True 
 B)False

Question 8

Explain the measures companies may take to encourage their employees to act in an ethical manner.

Accepted Answer

The first step is to ensure employees ar

Question 9

Suppliers are the only ones to blame for poor performance records.

Accepted Answer

A) True 
 B)False

Question 10

Institutional markets include state and local governments.

Accepted Answer

A) True 
 B)False

Question 11

When it comes to business-to-business sales,derived demand springs from _____.

Accepted Answer

The answer of When it comes to business-to-business sales,derived demand...

Question 12

_____ make the final purchasing decision.

Accepted Answer

The answer of _____ make the final purchasing decision....

Question 13

Gill's Bakery has been buying flour from the same supplier for years.But due to recent price hikes,Gill's decides to switch to another supplier that is offering the same quantity and quality of flour at a reduced price.Which of the following best describes the buying situation that has occurred?

Accepted Answer

A) New buy 
B) Reverse auction 
C) Modified rebuy 
D) Straight rebuy 
E) Derived demand 
A) New buy 
B) Reverse auction 
C) Modified rebuy 
D) Straight rebuy 
E) Derived demand

Question 14

RFPs are best evaluated if the members agree on the criteria being evaluated and the importance of each.

Accepted Answer

A) True 
 B)False

Question 15

The initiator is someone who recognizes that the organization has a need that can be solved by purchasing a good or service.

Accepted Answer

A) True 
 B)False

Question 16

Firms want to do business with firms that are responsible because:

Accepted Answer

A) they want to participate in social media. 
B) they know ethical conduct is important only to shareholders. 
C) they know foreign countries will want to be bribed. 
D) it reduces the cost of their products. 
E) that is what consumers are increasingly demanding. 
A) they want to participate in social media. 
B) they know ethical conduct is important only to shareholders. 
C) they know foreign countries will want to be bribed. 
D) it reduces the cost of their products. 
E) that is what consumers are increasingly demanding.

Question 17

All things being equal,companies want to do business with firms that are responsible.

Accepted Answer

A) True 
 B)False

Question 18

A _____ site is a Web site in which a single seller sells products to many different buyers.

Accepted Answer

A) B2B exchange 
B) B2B auction 
C) sell-side 
D) buy-side 
E) Web commerce 
A) B2B exchange 
B) B2B auction 
C) sell-side 
D) buy-side 
E) Web commerce

Question 19

B2B markets tend to have shorter decision cycles than B2C markets.

Accepted Answer

A) True 
 B)False

Question 20

Organizations select a single supplier because it is less risky than utilizing multiple suppliers.

Accepted Answer

A) True 
 B)False

Ethical behavior in business is not clear cut.

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

How do sellers find government buyers?

List and describe the steps in the B2B buying process.

B2B auctions are e-commerce sites where multiple buyers and sellers go to find and do business with one another.

_____ markets are markets in which local,state,and federal governments buy products.

RFPs focus on the buyer's problems and how to adapt the vendor's offerings to solve those problems.

Explain the measures companies may take to encourage their employees to act in an ethical manner.

Suppliers are the only ones to blame for poor performance records.

Institutional markets include state and local governments.

When it comes to business-to-business sales,derived demand springs from _____.

_____ make the final purchasing decision.

Gill's Bakery has been buying flour from the same supplier for years.But due to recent price hikes,Gill's decides to switch to another supplier that is offering the same quantity and quality of flour at a reduced price.Which of the following best describes the buying situation that has occurred?

RFPs are best evaluated if the members agree on the criteria being evaluated and the importance of each.

The initiator is someone who recognizes that the organization has a need that can be solved by purchasing a good or service.

Firms want to do business with firms that are responsible because:

All things being equal,companies want to do business with firms that are responsible.

A _____ site is a Web site in which a single seller sells products to many different buyers.

B2B markets tend to have shorter decision cycles than B2C markets.

Organizations select a single supplier because it is less risky than utilizing multiple suppliers.

What Is Marketing

Strategic Planning

Consumer Behavior: How People Make Buying Decisions

Market Segmenting, targeting, and Positioning

Creating Offerings

Developing and Managing Offerings

Using Marketing Channels to Create Value for Customers

Using Supply Chains to Create Value for Customers

Gathering and Using Information: Marketing Research and Market Intelligence

Integrated Marketing Communications and Traditional Media Marketing

Digital Marketing

Professional Selling

Customer Satisfaction, loyalty, and Empowerment

Price, the Only Revenue Generator

The Marketing Plan

Filters

Exam 4: Business Buying Behavior

Ethical behavior in business is not clear cut.

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

How do sellers find government buyers?

List and describe the steps in the B2B buying process.

B2B auctions are e-commerce sites where multiple buyers and sellers go to find and do business with one another.

_____ markets are markets in which local,state,and federal governments buy products.

RFPs focus on the buyer's problems and how to adapt the vendor's offerings to solve those problems.

Explain the measures companies may take to encourage their employees to act in an ethical manner.

Suppliers are the only ones to blame for poor performance records.

Institutional markets include state and local governments.

When it comes to business-to-business sales,derived demand springs from _____.

_____ make the final purchasing decision.

Gill's Bakery has been buying flour from the same supplier for years.But due to recent price hikes,Gill's decides to switch to another supplier that is offering the same quantity and quality of flour at a reduced price.Which of the following best describes the buying situation that has occurred?

RFPs are best evaluated if the members agree on the criteria being evaluated and the importance of each.

The initiator is someone who recognizes that the organization has a need that can be solved by purchasing a good or service.

Firms want to do business with firms that are responsible because:

All things being equal,companies want to do business with firms that are responsible.

A _____ site is a Web site in which a single seller sells products to many different buyers.

B2B markets tend to have shorter decision cycles than B2C markets.

Organizations select a single supplier because it is less risky than utilizing multiple suppliers.

What Is Marketing

Strategic Planning

Consumer Behavior: How People Make Buying Decisions

Market Segmenting, targeting, and Positioning

Creating Offerings

Developing and Managing Offerings

Using Marketing Channels to Create Value for Customers

Using Supply Chains to Create Value for Customers

Gathering and Using Information: Marketing Research and Market Intelligence

Integrated Marketing Communications and Traditional Media Marketing

Digital Marketing

Professional Selling

Customer Satisfaction, loyalty, and Empowerment

Price, the Only Revenue Generator

The Marketing Plan

Filters