Exam 6: Business Markets and Business Buyer Behavior

Demand for outboard motors depends on consumers purchasing fishing boats. This is an example of ________ demand.

Which of the following is LEAST likely a characteristic of business-to-business e-procurement?

In the business buying process, the buyer and seller are relatively less dependent on each other.

Business buyer behavior refers to the ________.

Companies can allow their suppliers access to online sites on which the company posts its buying needs, requests bids, negotiates terms, and places orders, thus minimizing research steps and costs.

Which of the following most likely occurs in the supplier selection stage of the business buying decision process?

Under ________, buyers share sales and inventory information directly with key suppliers who monitor and replenish the buyer's stock automatically as needed.

Within the organization, buying activity consists of two major parts: the buying center and the buying decision process.

Government organizations typically require suppliers to submit bids, and normally they award the contract to the lowest bidder.

In new product buying, the users are often the ________.

Which of the following is an example of an internal stimulus that would most likely lead to problem recognition?

Sage Hospitals, a nonprofit organization, provides healthcare to the people in the Midwest. Management at Sage is involved in the ________ market.

In ________, companies put their purchasing requests online and invite suppliers to bid for the business.

Luke Price, a manager in an automobile factory, wanted his subordinates to rate their satisfaction about the new pistons that arrived last month. He asked them to rate the product based on strength and ease of handling. Which of the following is evident here?

The institutional market is characterized by high budgets, while its buying objective is profit.

Explain the advantages of systems selling.

By showing buyers a better way to make an object, outside sellers can ________.

Influencers often help define specifications and also provide information for evaluating alternatives.

A technician in a hospital told the chief dentist, Dr. Albrecht, that the hospital should purchase equipment that would sterilize the dentists' tools without using any water because water tends to affect the durability of the tools over time. Dr. Albrecht located some articles on chemical sterilizers and gathered more information on how they worked. After talking to salespeople, Dr. Albrecht finally placed his order for the machine. In this instance, Dr. Albrecht played the role of a(n) ________.

A(n) ________ controls the flow of information to others in the buying center.