Question 1

Which of the following is one type of buying centre role?

Accepted Answer

A)  the influencer, who supplies information to guide evaluation of alternatives 
B)  the contractor, who has the formal authority to select a supplier 
C)  the distributor, who controls the information that all buying centre members will review 
D)  the technician, who presents technical requirements 
A)  the influencer, who supplies information to guide evaluation of alternatives 
B)  the contractor, who has the formal authority to select a supplier 
C)  the distributor, who controls the information that all buying centre members will review 
D)  the technician, who presents technical requirements

Question 2

What is a buying situation in which business purchasers are willing to re-evaluate their available options known as?

Accepted Answer

A)  a straight rebuy 
B)  a modified rebuy 
C)  new-task buying 
D)  routinized response behaviour 
A)  a straight rebuy 
B)  a modified rebuy 
C)  new-task buying 
D)  routinized response behaviour

Question 3

A marketing strategy comprising of trade advertising, participation in trade shows, representation in trade organizations, and customer trips would MOST be found in B2B marketplace.

Accepted Answer

A) True 
 B)False

Question 4

What do MOST businesses expect when they enter the marketplace to buy goods and services?

Accepted Answer

A)  to enjoy a high level of customer service 
B)  to locate vendors through the Yellow Pages 
C)  to find standard items that will fill their needs 
D)  to make quick purchasing decisions 
A)  to enjoy a high level of customer service 
B)  to locate vendors through the Yellow Pages 
C)  to find standard items that will fill their needs 
D)  to make quick purchasing decisions

Question 5

What factors influence business buying decisions?

Accepted Answer

B2B buying decisions react to various in

Question 6

Influencers in the purchasing decision can be both internal and external to the organization.

Accepted Answer

A) True 
 B)False

Question 7

What step in the organizational buying process would involve procedures that measure characteristics such as a supplier's reliability, price, and order accuracy?

Accepted Answer

A)  searching for potential sources 
B)  analyzing proposals 
C)  recognizing a need 
D)  evaluating proposals and selecting suppliers 
A)  searching for potential sources 
B)  analyzing proposals 
C)  recognizing a need 
D)  evaluating proposals and selecting suppliers

Question 8

Assume a firm sells similar products to different types of organizational customers.Which type of segmentation would be MOST suitable?

Accepted Answer

Customer segmentation divides a B2B mark

Question 9

What is turning to outsiders to provide goods and services that were formerly produced or handled internally known as?

Accepted Answer

A)  outsourcing 
B)  supplier sourcing 
C)  supply-chain management 
D)  external buying 
A)  outsourcing 
B)  supplier sourcing 
C)  supply-chain management 
D)  external buying

Question 10

Geographic concentration of an industry has no effect on the location decisions of the industry's suppliers.

Accepted Answer

A) True 
 B)False

Question 11

With the implementation of the NAFTA accord, the NAICS system was developed to subdivide the business marketplace into detailed segments.

Accepted Answer

A) True 
 B)False

Question 12

If the consumer demand for dishwashers increases, dishwasher manufacturers will buy more raw materials, components, and supplies as a result of the link between the consumer market and the industrial market.This linkage is called joint demand.

Accepted Answer

A) True 
 B)False

Question 13

Capital purchases are expended quickly, whereas expense items are more expensive and last longer.

Accepted Answer

A) True 
 B)False

Question 14

Organizational buying decisions are affected by many factors, including economic, political, regulatory, competitive, and technological conditions.

Accepted Answer

A) True 
 B)False

Question 15

Lower-than-anticipated cost savings is one potential downside to offshoring.

Accepted Answer

A) True 
 B)False

Question 16

Identify and describe the five roles that buying centre participants contribute to the organizational purchasing process.

Accepted Answer

a. Users are the people who will actuall

Question 17

In some cases, the purchaser and the supplier must work hand in hand to design and manufacture the exact product to fit a particular need.

Accepted Answer

A) True 
 B)False

Question 18

The primary purchasing need of an organization is meeting the demands of its own customers.

Accepted Answer

A) True 
 B)False

Question 19

What market has the primary motivation of providing some form of public benefit when making a purchase?

Accepted Answer

A)  the industrial market 
B)  the global market 
C)  the government market 
D)  the trade industries 
A)  the industrial market 
B)  the global market 
C)  the government market 
D)  the trade industries

Question 20

In addition to price, what other factors are important in the final purchasing decision?

Accepted Answer

Pricing, although important, is not the

Which of the following is one type of buying centre role?

What is a buying situation in which business purchasers are willing to re-evaluate their available options known as?

A marketing strategy comprising of trade advertising, participation in trade shows, representation in trade organizations, and customer trips would MOST be found in B2B marketplace.

What do MOST businesses expect when they enter the marketplace to buy goods and services?

What factors influence business buying decisions?

Influencers in the purchasing decision can be both internal and external to the organization.

What step in the organizational buying process would involve procedures that measure characteristics such as a supplier's reliability, price, and order accuracy?

Assume a firm sells similar products to different types of organizational customers.Which type of segmentation would be MOST suitable?

What is turning to outsiders to provide goods and services that were formerly produced or handled internally known as?

Geographic concentration of an industry has no effect on the location decisions of the industry's suppliers.

With the implementation of the NAFTA accord, the NAICS system was developed to subdivide the business marketplace into detailed segments.

If the consumer demand for dishwashers increases, dishwasher manufacturers will buy more raw materials, components, and supplies as a result of the link between the consumer market and the industrial market.This linkage is called joint demand.

Capital purchases are expended quickly, whereas expense items are more expensive and last longer.

Organizational buying decisions are affected by many factors, including economic, political, regulatory, competitive, and technological conditions.

Lower-than-anticipated cost savings is one potential downside to offshoring.

Identify and describe the five roles that buying centre participants contribute to the organizational purchasing process.

In some cases, the purchaser and the supplier must work hand in hand to design and manufacture the exact product to fit a particular need.

The primary purchasing need of an organization is meeting the demands of its own customers.

What market has the primary motivation of providing some form of public benefit when making a purchase?

In addition to price, what other factors are important in the final purchasing decision?

Marketing: The Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Consumer Behaviour

Serving Global Markets

Marketing Research, Decision Support Systems, and Sales Forecasting

Market Segmentation, Targeting, and Positioning

Product and Service Strategies

Developing and Managing Brand and Product Strategies

Marketing Channels and Supply Chain Management

Retailers Wholesalers and Direct Marketers

Integrated Marketing Communications

Advertising and Digital Communications

Personal Selling and Sales Promotion

Pricing Concepts and Strategies

TB Boone 3Ce final

Filters

Exam 5: Business-to-Business (B2B) Marketing

Which of the following is one type of buying centre role?

What is a buying situation in which business purchasers are willing to re-evaluate their available options known as?

A marketing strategy comprising of trade advertising, participation in trade shows, representation in trade organizations, and customer trips would MOST be found in B2B marketplace.

What do MOST businesses expect when they enter the marketplace to buy goods and services?

What factors influence business buying decisions?

Influencers in the purchasing decision can be both internal and external to the organization.

What step in the organizational buying process would involve procedures that measure characteristics such as a supplier's reliability, price, and order accuracy?

Assume a firm sells similar products to different types of organizational customers.Which type of segmentation would be MOST suitable?

What is turning to outsiders to provide goods and services that were formerly produced or handled internally known as?

Geographic concentration of an industry has no effect on the location decisions of the industry's suppliers.

With the implementation of the NAFTA accord, the NAICS system was developed to subdivide the business marketplace into detailed segments.

If the consumer demand for dishwashers increases, dishwasher manufacturers will buy more raw materials, components, and supplies as a result of the link between the consumer market and the industrial market.This linkage is called joint demand.

Capital purchases are expended quickly, whereas expense items are more expensive and last longer.

Organizational buying decisions are affected by many factors, including economic, political, regulatory, competitive, and technological conditions.

Lower-than-anticipated cost savings is one potential downside to offshoring.

Identify and describe the five roles that buying centre participants contribute to the organizational purchasing process.

In some cases, the purchaser and the supplier must work hand in hand to design and manufacture the exact product to fit a particular need.

The primary purchasing need of an organization is meeting the demands of its own customers.

What market has the primary motivation of providing some form of public benefit when making a purchase?

In addition to price, what other factors are important in the final purchasing decision?

Marketing: The Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Consumer Behaviour

Serving Global Markets

Marketing Research, Decision Support Systems, and Sales Forecasting

Market Segmentation, Targeting, and Positioning

Product and Service Strategies

Developing and Managing Brand and Product Strategies

Marketing Channels and Supply Chain Management

Retailers Wholesalers and Direct Marketers

Integrated Marketing Communications

Advertising and Digital Communications

Personal Selling and Sales Promotion

Pricing Concepts and Strategies

TB Boone 3Ce final

Filters