Question 1

In a buying centre, the role of controlling information or access to decision makers is called the:

Accepted Answer

A) decider. 
B) initiator. 
C) influencer. 
D) gatekeeper. 
E) buyer. 
A) decider. 
B) initiator. 
C) influencer. 
D) gatekeeper. 
E) buyer.

Question 2

Which of the following firms is an example of a consensus buying centre?

Accepted Answer

A) A manufacturing firm in which the head of the finance team decides on the value of the bid after a detailed discussion with top management 
B) A construction firm that will finalize a particular plan only if it is approved by most of the qualified engineers who are part of the designing team 
C) A mining firm in which the head of the buying centre decides to buy equipment from a particular supplier, as most of the participants are satisfied with the proposal of this supplier 
D) A car company that decides on a particular tire supplier after receiving the approval of all the experts who were part of the decision-making committee 
E) A consulting firm in which the head of the recruitment team makes the final decision on recruiting a candidate, irrespective of the decision made by other interviewers 
A) A manufacturing firm in which the head of the finance team decides on the value of the bid after a detailed discussion with top management 
B) A construction firm that will finalize a particular plan only if it is approved by most of the qualified engineers who are part of the designing team 
C) A mining firm in which the head of the buying centre decides to buy equipment from a particular supplier, as most of the participants are satisfied with the proposal of this supplier 
D) A car company that decides on a particular tire supplier after receiving the approval of all the experts who were part of the decision-making committee 
E) A consulting firm in which the head of the recruitment team makes the final decision on recruiting a candidate, irrespective of the decision made by other interviewers

Question 3

Which of the following is the most complete source of Canadian public tenders, private tenders, U.S.tenders, and private sector construction news available in Canada?

Accepted Answer

A) Statistics Canada 
B) Business Exchange Magazine 
C) NAFTA 
D) MERX 
E) Business Access Canada 
A) Statistics Canada 
B) Business Exchange Magazine 
C) NAFTA 
D) MERX 
E) Business Access Canada

Question 4

Which of the following examples is similar to the decision-making process in a democratic buying centre?

Accepted Answer

A) Richard, the head of an expert committee in a construction company, decides to buy raw materials from a particular supplier after all the experts agree that the firm will benefit from the deal with this particular supplier. 
B) Annie, who heads a team of qualified professionals, decides on a particular design for a product after receiving input from other members of the team. 
C) Darren, the chief editor of a magazine, has the complete authority to make the final decision about which articles will be published in the magazine without informing the writers. 
D) John, the head of the core committee of a manufacturing firm, decides on the final value of the bid in a proposal without consulting the committee members. 
E) Julia, a member of an expert committee consisting of six members, decides on a particular advertisement to be used in the marketing campaign, as the ad has been approved by four members of the committee. 
A) Richard, the head of an expert committee in a construction company, decides to buy raw materials from a particular supplier after all the experts agree that the firm will benefit from the deal with this particular supplier. 
B) Annie, who heads a team of qualified professionals, decides on a particular design for a product after receiving input from other members of the team. 
C) Darren, the chief editor of a magazine, has the complete authority to make the final decision about which articles will be published in the magazine without informing the writers. 
D) John, the head of the core committee of a manufacturing firm, decides on the final value of the bid in a proposal without consulting the committee members. 
E) Julia, a member of an expert committee consisting of six members, decides on a particular advertisement to be used in the marketing campaign, as the ad has been approved by four members of the committee.

Question 5

The expert committee at Kid's World, a toy company, is evaluating the proposals it has received from suppliers in response to its RFP. Wright, a member of the committee, is in favour of a particular vendor whose proposal meets the requirements of the company. He points out the advantages of purchasing from this vendor. All the other members of the committee are convinced by Wright's view and agree to purchase the materials from that particular vendor.
-At which stage of business-to-business buying process is the evaluation and decision-making activity carried out by the committee at Kid's World?

Accepted Answer

A) Order specification 
B) Vendor performance assessment 
C) Proposal analysis and supplier selection 
D) Product specification 
E) RFP process 
A) Order specification 
B) Vendor performance assessment 
C) Proposal analysis and supplier selection 
D) Product specification 
E) RFP process

Question 6

An influencer is a buying centre participant who:

Accepted Answer

A) handles the paperwork of the actual purchase. 
B) ultimately determines the entire buying process. 
C) controls information or access, or both, to decision makers. 
D) consumes or uses the product or service. 
E) persuades other members in making the final decision with his or her views. 
A) handles the paperwork of the actual purchase. 
B) ultimately determines the entire buying process. 
C) controls information or access, or both, to decision makers. 
D) consumes or uses the product or service. 
E) persuades other members in making the final decision with his or her views.

In a buying centre, the role of controlling information or access to decision makers is called the:

Which of the following firms is an example of a consensus buying centre?

Which of the following is the most complete source of Canadian public tenders, private tenders, U.S.tenders, and private sector construction news available in Canada?

Which of the following examples is similar to the decision-making process in a democratic buying centre?

An influencer is a buying centre participant who:

Overview of Marketing

Developing Marketing Strategies and a Marketing Plan

Analyzing the Marketing Environment

Consumer Behaviour

Segmentation, Targeting, and Positioning

Marketing Research

Developing New Products

Product, Branding, and Packaging Decisions

Services: The Intangible Product

Pricing Concepts and Strategies: Establishing Value

Distribution Channels

Retailing and Omni-Channel Marketing

Integrated Marketing Communications

Advertising, Sales Promotions, and Personal Selling

Social and Mobile Marketing

Global Marketing

Ethics and Socially Responsible Marketing

Filters

Exam 5: Business-To-Business Marketing

In a buying centre, the role of controlling information or access to decision makers is called the:

Which of the following firms is an example of a consensus buying centre?

Which of the following is the most complete source of Canadian public tenders, private tenders, U.S.tenders, and private sector construction news available in Canada?

Which of the following examples is similar to the decision-making process in a democratic buying centre?

An influencer is a buying centre participant who:

Overview of Marketing

Developing Marketing Strategies and a Marketing Plan

Analyzing the Marketing Environment

Consumer Behaviour

Segmentation, Targeting, and Positioning

Marketing Research

Developing New Products

Product, Branding, and Packaging Decisions

Services: The Intangible Product

Pricing Concepts and Strategies: Establishing Value

Distribution Channels

Retailing and Omni-Channel Marketing

Integrated Marketing Communications

Advertising, Sales Promotions, and Personal Selling

Social and Mobile Marketing

Global Marketing

Ethics and Socially Responsible Marketing

Filters