Question 1

Which roles in the buying center are likely to change with different purchases?

Accepted Answer

All the roles in the buying center may change from purchase to purchase,it is dependent on the type of purchase a business makes.When the type of purchase changes,roles in the buying center will likely change.

Question 2

Describe two advantages of using multiple source contracts.

Accepted Answer

With multiple source contracts,a buyer avoids being totally dependent on one supplier and can conduct comparisons of prices and performance of several suppliers over time.

Question 3

A business marketer normally deals with far fewer buyers than the consumer marketer does.

Accepted Answer

A) True 
 B)False  True

Question 4

Business buying behavior refers to the buying behavior of organizations that buy ________.

Accepted Answer

A)   goods purchased for the use of production
B)   goods purchased by retailers
C)   goods purchased by wholesalers
D)   services supplied or rented to others
E)   all of the above

Question 5

The business buying process also tends to be more formalized than the consumer buying process.

Accepted Answer

A) True 
 B)False

Question 6

Explain the buyer center role of the influencer.

Accepted Answer

The answer of Explain the buyer center role of the...

Question 7

During which stage of the business buying process is a buyer most likely to conduct a value analysis,carefully studying components to determine if they can be redesigned,standardized,or made less expensively?

Accepted Answer

A)   proposal solicitation
B)   general need description
C)   order-routine specification
D)   performance review
E)   product specification

Question 8

Which of the following is most likely being used when Amazon.com receives orders for 1000 units of its Kindle Fire tablets by a MNC?

Accepted Answer

A)   E-procurement
B)   an intranet
C)   single sourcing
D)   blanket contracting
E)   a reverse auction site

Question 9

Seng Choo Farm raises chickens.The owner of the farm needs to buy some replacement coops and is considering buying plastic coops that are slightly more expensive than wooden ones but much easier to clean after use.This purchase of coops is an example of a ________.

Accepted Answer

A)   modified rebuy
B)   new task
C)   straight rebuy
D)   solution selling situation
E)   value analysis

Question 10

Under a ________,a supplier monitors and replenishes a buyer's stock automatically as needed.

Accepted Answer

A)   vendor-managed inventory
B)   negotiated contract
C)   stand-alone contract
D)   periodic purchase order
E)   blanket contract

Question 11

In the case of maintenance,repair,and operating items,buyers may use a ________ rather than periodic purchase orders.

Accepted Answer

A)   blanket contract
B)   negotiable instrument
C)   binding purchase order
D)   locked-in sale
E)   solutions purchase

Question 12

Most governments do not require considerable paperwork from suppliers.

Accepted Answer

A) True 
 B)False

Question 13

When suppliers' offers are very similar,business buyers have little basis for a strictly ________.

Accepted Answer

A)   emotional choice
B)   rational choice
C)   personal choice
D)   intuitive choice
E)   independent choice

Question 14

Many companies now are more willing to buy more and hold large inventories in order to ________.

Accepted Answer

A)   get low-cost items
B)   ensure a supply of scarce materials
C)   deal with government-regulated materials
D)   handle imported materials
E)   reorder high-theft items

Question 15

In the product specification stage of the business buying process,the buyer ranks the importance of reliability,price,and other desired product characteristics.

Accepted Answer

A) True 
 B)False

Question 16

You regularly purchase cleaning supplies for your cleaning staff,using the same vendor and ordering relatively consistent amounts of the same products with each purchase.This is an example of a ________ situation.

Accepted Answer

A)   modified rebuy
B)   new task
C)   straight rebuy
D)   solution selling
E)   value analysis

Question 17

As a purchasing agent,Benny Lim buys goods and services for use in the production of products that are sold and supplied to others.Benny is involved in ________.

Accepted Answer

A)   consumer buying behavior
B)   post-purchase dissonance
C)   retail buyer behavior
D)   business buyer behavior
E)   interpretive business research

Question 18

What type of non-economic criteria influence government buying?

Accepted Answer

The answer of What type of non-economic criteria influence government...

Question 19

In what type of purchase would one person most likely assume all buying center roles?

Accepted Answer

The answer of In what type of purchase would one...

Question 20

Which of the following is most likely true about a straight rebuy?

Accepted Answer

A)   It requires little customer relationship management.
B)   It is more complex than a new-task situation.
C)   It often involves products without any modification.
D)   It occurs when a buyer wants to locate the best deal on the market.
E)   It involves more opportunities for "out" buyers than other types of purchasing situations do.

Exam 6: Business Markets and Business Buyer Behavior

Which roles in the buying center are likely to change with different purchases?

Describe two advantages of using multiple source contracts.

A business marketer normally deals with far fewer buyers than the consumer marketer does.

Business buying behavior refers to the buying behavior of organizations that buy ________.

The business buying process also tends to be more formalized than the consumer buying process.

Explain the buyer center role of the influencer.

During which stage of the business buying process is a buyer most likely to conduct a value analysis,carefully studying components to determine if they can be redesigned,standardized,or made less expensively?

Which of the following is most likely being used when Amazon.com receives orders for 1000 units of its Kindle Fire tablets by a MNC?

Seng Choo Farm raises chickens.The owner of the farm needs to buy some replacement coops and is considering buying plastic coops that are slightly more expensive than wooden ones but much easier to clean after use.This purchase of coops is an example of a ________.

Under a ________,a supplier monitors and replenishes a buyer's stock automatically as needed.

In the case of maintenance,repair,and operating items,buyers may use a ________ rather than periodic purchase orders.

Most governments do not require considerable paperwork from suppliers.

When suppliers' offers are very similar,business buyers have little basis for a strictly ________.

Many companies now are more willing to buy more and hold large inventories in order to ________.

In the product specification stage of the business buying process,the buyer ranks the importance of reliability,price,and other desired product characteristics.

You regularly purchase cleaning supplies for your cleaning staff,using the same vendor and ordering relatively consistent amounts of the same products with each purchase.This is an example of a ________ situation.

As a purchasing agent,Benny Lim buys goods and services for use in the production of products that are sold and supplied to others.Benny is involved in ________.

What type of non-economic criteria influence government buying?

In what type of purchase would one person most likely assume all buying center roles?

Which of the following is most likely true about a straight rebuy?