Exam 6: Business Markets and Business Buyer Behavior

In several major cities in the United States, the ________ operates business service centers with staffs to provide a complete education on the way government agencies buy, the steps that suppliers should follow, and the procurement opportunities available.

The ________ Web site provides a single point of entry through which commercial vendors and government buyers can post, search, monitor, and retrieve opportunities solicited by the entire federal contracting community.

Distinguish between business markets and consumer markets.

Sam Doharty, a purchasing manager in Willard Groups of Companies, is currently working with engineers and consultants to define the items to be purchased. Additionally, Sam and his team are ranking the importance of reliability, durability, and price desired in the items. In other words, they are preparing a(n) ________.

The order-routine specification includes the final order with the chosen supplier or suppliers and lists items such as technical specifications, quantity needed, expected delivery time, return policies, and warranties.

________ refers to a business buying situation in which the buyer purchases a product or service for the first time.

The benefits of e-procurement include access to new suppliers, lower purchasing costs, and more time-efficient order processing and delivery.

Paul, a purchasing agent for Kiel Inc., has the authority to prevent salespersons from seeing the decision makers in his organization. Which of the following best describes Paul's position?

A university enrolled 200 graduate students in the Fall of 2015. However, the enrollment rate was only slightly affected following a 12-percent hike in tuition the following fall. This illustrates ________ demand.

Factors such as a firm's objectives, procedures, and systems are examples of ________ influences on the business buyer behavior.

________ have formal authority to select the supplier and arrange the terms of purchase.

During which of the following stages of the business buying process is a buyer most likely to conduct a value analysis by carefully studying components to determine if they can be redesigned, standardized, or made less expensively?

Which of the following is true about business-to-business e-procurement?

In the proposal solicitation stage of the business buying process, the buyer invites qualified suppliers to submit proposals.

In which stage of the business buying process does a buyer ask users to rate their satisfaction with the supplied materials?

Derived demand refers to the business demand that ultimately comes from the demand for consumer goods.

A new task situation presents ________.

Which of the following is an organizational factor that influences business buyers?

A company will likely identify qualified suppliers by doing all of the following EXCEPT ________.

Dora has formal authority to select the suppliers and arrange terms of purchase for many of the items her firm uses. Her role in the buying center is that of a(n) ________.