Exam 7: Business Buying Behavior

Reciprocal dealing is widespread because it is one of the few avenues not regulated by the FTC,and it facilitates optimal purchases.

What is derived demand?

Most business buying decisions are made by

In a buying center,purchasing agents or purchasing managers are also known as

Collin Roberts of Roberts Construction is planning to buy a piece of used earth-moving equipment.He would most likely base his purchase decision on ____ of the alternative machines.

Many suppliers and their customers invest time and resources to build and maintain mutually beneficial relationships which are often called

Use the following to answer the questions. Samsung is entering the home appliance market with its new French Door Refrigerator.In designing the production facility,it has a need for various pieces of equipment,including the perpetual assembly belt-drive,quasi-assembly pods,and finishing stations.The purchasing agent for the appliance division is inquiring about who will be needed for input on the purchasing decision.Samsung has already contacted several producers of the quasi-assembly pods,and has begun negotiations with their sales representatives. -Refer to Scenario 7.1.What type of business purchase is Samsung undertaking?

Specific details regarding terms,credit arrangements,and technical assistance are worked out during the product specification stage of the buying decision process.

Discuss the differences between business and consumer transactions.

Which of the following statements about business buying is false?

____ is(are)a major threat to the sales success of jointly demanded products.

The student senate at your university has been asked to give input on the purchase of new computers for campus computer labs.In this instance,the student senate would be acting as a(n)____.

What are the major advantages of the North American Industry Classification System (NAICS)compared to the Standard Industrial Classification (SIC)system?

Use the following to answer the questions. Precision Brake Company is a supplier of brake components to the manufacturers of lawn tractors and 4-wheel ATV's.It also sells its products to independent repair centers,dealers,and other wholesalers in the northeast and southern states.Precision Brake has done research on the demand for lawn tractors and found that most manufacturers are in the states of Kentucky,Tennessee,and Alabama.Research also shows that most of the dealers who sell directly to individual consumers are in the midwestern states,while dealers who sell to small business landscaping companies tend to be located in the northeastern states.Company executives are considering expansion of its distribution to markets in the midwest. -Refer to Scenario 7.2.When Precision Brake's sales team calls on tractor manufacturing companies,the first person they usually talk to is the receptionist.In this example,the receptionists would be considered to be ____,part of the buying center.

In the buying decision process,one of the activities included in the search for products and suppliers is examining catalogs and trade publications.

Which method of business buying is necessary when products are highly homogeneous and examination of each item is not feasible?

Demand for business products is also known as ____ demand.

Most businesses try to control the level of quality in the parts they buy from suppliers.Most firms develop standards for ____ in order to achieve their quality goals.

Input-output analysis is most likely to yield what type of information?

Price is of concern to a business marketer primarily because of its psychological impact on purchasing agents.