Exam 3: Understanding Buyers

The desire to belong to a particular reference group leads to psychological needs.

The _______________________refers to a perceived difference between a buyer's desired and actual state of being.

A buyer's need for "understanding the new technology associated with a particular purchase" reflects a _______________ need (one of the five general types of buyer needs).

____________ needs are needs for acceptance from an association with others.

A market composed of firms, institutions, and governments that acquire goods and services to use as input into their own manufacturing processes is called the ___________________ market.

RFP is an acronym for:

A buyer's need for "expedited delivery and installation of the product in six weeks or less" reflects a _______________ need (one of the five general types of buyer needs).

A potential buyer will spend more time gathering information in which type of purchasing decision?

_____________ needs are needs that are contingent on, and often a result of, conditions related to the specific environment, time, and place.

EDI is the acronym for ___________________________________.

The gap between a buyer's desired state and his/her actual state is referred to as a

Most consumer markets are characterized as having derived demand.

The need for acceptance from, and association with others fall into the ____________ needs category.

A buyer's motivation to make a purchase begins when he/she:

Carla is in the market for a new copier that, at a minimum, includes sorting and stapling capabilities. For Carla, sorting and stapling are ______________?

The needs of the business buyer tend to be more complex than the consumers' needs.

Tammy, an IT engineer, is considered a computer technology expert and, because of her expertise, is often asked to serve as a member of the buying team when her company is making bulk computer purchases. Which of the following buying team roles is Tammy most likely to be filling?

The final stage of the buying decision process is ________________________________.

Which of the following is not a strategy for improving the chances that the buyer will evaluate your offer as most favorable?

One of the major trends affecting purchasing is supply chain management.