Question 1

Straight rebuy is a business buying situation in which the buyer routinely reorders something without any modifications.

Accepted Answer

A) True 
 B)False

Question 2

Buying centre participants with the highest rank always have the most influence.

Accepted Answer

A) True 
 B)False

Question 3

It is rare that noneconomic factors play a role in government buying.

Accepted Answer

A) True 
 B)False

Question 4

Provide a brief explanation of the major influences on business buyers.

Accepted Answer

Both economic and personal factors play

Question 5

In the generally accepted stages of the business buying process,the step following product specification is ________.

Accepted Answer

The answer of In the generally accepted stages of the...

Question 6

A supplier will most likely focus on maintaining product and service quality in the __________ type of buying situation.

Accepted Answer

The answer of A supplier will most likely focus on...

Question 7

Business buyers usually face more complex buying decisions than do consumer buyers.

Accepted Answer

A) True 
 B)False

Question 8

A trucking company is considering purchasing new trucks that are powered by ethanol instead of diesel fuel.In terms of the buying centre,the truck drivers who must make sure that the trucks do not run out of fuel are the ________.

Accepted Answer

The answer of A trucking company is considering purchasing new...

Question 9

Which of the following accurately describes a cultural difference international marketers should be aware of?

Accepted Answer

A) 	Outside of English-speaking countries, most business leaders do not speak English. 
B) 	British businesspeople are accustomed to making more business deals over the telephone than in person. 
C) 	German people tend to be impressed by overstatement and showiness. 
D) 	Japanese people tend to put a high value on rank. 
E) 	French businesspeople are accustomed to building relationships between buyer and seller through quick and easy familiarity. 
A) 	Outside of English-speaking countries, most business leaders do not speak English. 
B) 	British businesspeople are accustomed to making more business deals over the telephone than in person. 
C) 	German people tend to be impressed by overstatement and showiness. 
D) 	Japanese people tend to put a high value on rank. 
E) 	French businesspeople are accustomed to building relationships between buyer and seller through quick and easy familiarity.

Question 10

E-procurement shaves transaction costs and results in more efficient purchasing for both buyers and suppliers,and it also reduces the time between order and delivery.

Accepted Answer

A) True 
 B)False

Question 11

Why is demand in the business market mostly inelastic?

Accepted Answer

The demand in business-to-business marke

Question 12

A small percentage increase in consumer demand can cause large increases in business demand.

Accepted Answer

A) True 
 B)False

Question 13

Why would it be a mistake for a marketer to assume that the major influences on business purchases are economic?

Accepted Answer

Business buyers are subject to many infl

Question 14

Why is it difficult to assess interpersonal factors that influence the business buying process?

Accepted Answer

Interpersonal factors-such as who is lik

Question 15

Which of the following would allow a company to create direct procurement accounts with suppliers such as Dell or Office Depot through which company buyers can purchase equipment,materials,and supplies directly?

Accepted Answer

A) 	An intranet 
B) 	An extranet 
C) 	Buying centres 
D) 	A reverse auction 
E) 	A trading exchange 
A) 	An intranet 
B) 	An extranet 
C) 	Buying centres 
D) 	A reverse auction 
E) 	A trading exchange

Question 16

Total government spending is determined by ________ rather than by any ________ to develop this market.

Accepted Answer

elected of

Question 17

The ______________ factors influencing a buying centre are often the most difficult factors for marketers to assess.

Accepted Answer

The answer of The ______________ factors influencing a buying centre...

Question 18

When conducting a performance review,the seller monitors different factors than those monitored by the buyer to make sure that the seller is giving the expected satisfaction.

Accepted Answer

A) True 
 B)False

Question 19

According to the text,the majority of large companies sell to ________ as a part of their normal operations.

Accepted Answer

The answer of According to the text,the majority of large...

Question 20

In what type of buying situation would a seller most likely send only a catalogue to the buyer during the proposal solicitation stage of the business buying process?

Accepted Answer

A) 	New task 
B) 	Modified rebuy 
C) 	Straight rebuy 
D) 	Solution selling 
E) 	Independent task 
A) 	New task 
B) 	Modified rebuy 
C) 	Straight rebuy 
D) 	Solution selling 
E) 	Independent task

Straight rebuy is a business buying situation in which the buyer routinely reorders something without any modifications.

Buying centre participants with the highest rank always have the most influence.

It is rare that noneconomic factors play a role in government buying.

Provide a brief explanation of the major influences on business buyers.

In the generally accepted stages of the business buying process,the step following product specification is ________.

A supplier will most likely focus on maintaining product and service quality in the __________ type of buying situation.

Business buyers usually face more complex buying decisions than do consumer buyers.

A trucking company is considering purchasing new trucks that are powered by ethanol instead of diesel fuel.In terms of the buying centre,the truck drivers who must make sure that the trucks do not run out of fuel are the ________.

Which of the following accurately describes a cultural difference international marketers should be aware of?

E-procurement shaves transaction costs and results in more efficient purchasing for both buyers and suppliers,and it also reduces the time between order and delivery.

Why is demand in the business market mostly inelastic?

A small percentage increase in consumer demand can cause large increases in business demand.

Why would it be a mistake for a marketer to assume that the major influences on business purchases are economic?

Why is it difficult to assess interpersonal factors that influence the business buying process?

Which of the following would allow a company to create direct procurement accounts with suppliers such as Dell or Office Depot through which company buyers can purchase equipment,materials,and supplies directly?

Total government spending is determined by rather than by any to develop this market.

The ______________ factors influencing a buying centre are often the most difficult factors for marketers to assess.

When conducting a performance review,the seller monitors different factors than those monitored by the buyer to make sure that the seller is giving the expected satisfaction.

According to the text,the majority of large companies sell to ________ as a part of their normal operations.

In what type of buying situation would a seller most likely send only a catalogue to the buyer during the proposal solicitation stage of the business buying process?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Sustainable Marketing: Social Responsibility and Ethics

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Consumer Buyer Behaviour

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products,services,and Brands: Building Customer Value

New-Product Development and Product Life-Cycle Strategies

Pricing

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Personal Selling and Sales Promotion

Direct and Online Marketing: Building Direct Customer Relationships

Creating Competitive Advantage

The Global Marketplace

Filters

Exam 7: Business Markets and Business Buyer Behaviour

Straight rebuy is a business buying situation in which the buyer routinely reorders something without any modifications.

Buying centre participants with the highest rank always have the most influence.

It is rare that noneconomic factors play a role in government buying.

Provide a brief explanation of the major influences on business buyers.

In the generally accepted stages of the business buying process,the step following product specification is ________.

A supplier will most likely focus on maintaining product and service quality in the __________ type of buying situation.

Business buyers usually face more complex buying decisions than do consumer buyers.

A trucking company is considering purchasing new trucks that are powered by ethanol instead of diesel fuel.In terms of the buying centre,the truck drivers who must make sure that the trucks do not run out of fuel are the ________.

Which of the following accurately describes a cultural difference international marketers should be aware of?

E-procurement shaves transaction costs and results in more efficient purchasing for both buyers and suppliers,and it also reduces the time between order and delivery.

Why is demand in the business market mostly inelastic?

A small percentage increase in consumer demand can cause large increases in business demand.

Why would it be a mistake for a marketer to assume that the major influences on business purchases are economic?

Why is it difficult to assess interpersonal factors that influence the business buying process?

Which of the following would allow a company to create direct procurement accounts with suppliers such as Dell or Office Depot through which company buyers can purchase equipment,materials,and supplies directly?

Total government spending is determined by ________ rather than by any ________ to develop this market.

The ______________ factors influencing a buying centre are often the most difficult factors for marketers to assess.

When conducting a performance review,the seller monitors different factors than those monitored by the buyer to make sure that the seller is giving the expected satisfaction.

According to the text,the majority of large companies sell to ________ as a part of their normal operations.

In what type of buying situation would a seller most likely send only a catalogue to the buyer during the proposal solicitation stage of the business buying process?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Sustainable Marketing: Social Responsibility and Ethics

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Consumer Buyer Behaviour

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products,services,and Brands: Building Customer Value

New-Product Development and Product Life-Cycle Strategies

Pricing

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Personal Selling and Sales Promotion

Direct and Online Marketing: Building Direct Customer Relationships

Creating Competitive Advantage

The Global Marketplace

Filters

Total government spending is determined by rather than by any to develop this market.