Exam 5: Business Markets and Buying Behavior

Which of the following practices is most likely to impede a company's implementation of customer relationship management?

New Logic International markets a water reclamation system that economically turns water used for cleaning purposes into clean, reusable plant water. The system can be used by bottlers, car washers, laundries, hospitals, universities, and any place that generates a lot of water as a result of the product they produce. The New Logic reclamation system has a(n) _____ market because it is usable by many different industries.

Which of the following describes an activity that does NOT occur in the business market?

A _____ would exist if a chain of dry cleaning establishments agreed to use a specific security company's services if the security company had its employees' uniforms laundered by the cleaners.

Within the business market, demand for fabricating parts and materials is:

The two dimensions of the buyer-seller relationship are the supply chain and:

When a business organization makes a first-time purchase of a major product that will perform some new function, this purchase will most likely be a _____ purchase.

A(n) _____ business market exists if the business product is usable by many industries.

Which of the following pieces of information would be most likely to be used as an activity indicator to estimate the demand for shower enclosures in New Mexico?

The staff at St. Paul's Hospital considered updating its radiology equipment and buying an ultrasound machine (sonogram) so it could offer sonography as a diagnostic tool. The staff has decided they want a sonogram that does color imaging and can make precise tissue measurements. Once these specifications were established, the hospital entered the _____ stage of the buying decision process.

Reciprocity arrangements:

The objective of _____ is to make routine marketing operations such as sales calls, service programs, and customer support activities more efficient.

The objective of _____ is to effectively analyze all the available data about a customer.

Food processing companies and commercial cooks recently had to decide whether to use pure vanilla or artificial vanilla. A cyclone in Madagascar, the number one producer of vanilla, destroyed most of the vanilla plants, so some cooks and food processors had to use artificial vanilla. Who in the buying center would have resolved to replace pure vanilla with artificial vanilla? decide

From an economic point of view, reciprocity is highly practical.

The two dimensions of the buyer-seller relationship are loyalty and:

Why are negotiation periods longer for many business sales than they are for consumer transactions?

Because the demand for fabricating parts and materials responds very little to changes in price, it can be said that the demand for these business products is:

Which of the following describes activities that take place in the business market?

Sellers of business products place less emphasis on personal selling than firms that market consumer products.