Question 1

Although a company has purchased printers and copiers before from Xerox."Out" supplier,Canon,now offers the firm a multitasking machine that prints,copies,scans,and faxes.Explain what type of buying situation this is.

Accepted Answer

The answer of Although a company has purchased printers and...

Question 2

Don Gan,in his role on the buying committee,provides information for evaluating the alternative purchase decisions and helps define and set specifications for evaluating alternatives for purchasing.Don is a(n)________.

Accepted Answer

A)  user 
B)  influencer 
C)  decider 
D)  gatekeeper 
E)  buyer

Question 3

Charlie Ho,executive vice president of National Central Bank,is going through all of the stages of the buying process to purchase a computer system for the bank.Charlie is facing a(n)________ situation.

Accepted Answer

A)  straight rebuy 
B)  modified rebuy 
C)  new-task buying 
D)  limited budget 
E)  independent buying

Question 4

Large business purchasers call for detailed product specifications,written purchase orders,careful supplier searches,and formal approval.These are all examples of how the business buying decision process tends to be more _________ than the consumer buying decision process.

Accepted Answer

A)  formalized 
B)  creative 
C)  relationship-oriented 
D)  independent 
E)  concentrated

Question 5

Business customers also tend to be more __________________.

Accepted Answer

A)  geographically concentrated 
B)  reactive to markets 
C)  service oriented 
D)  consumer oriented 
E)  price oriented

Question 6

ABC Enterprises sold 9,000 units @ $2.99/unit in July.The firm sold 9,000 units @ $4.29/unit in August.This illustrates ________ demand.

Accepted Answer

A)  derived 
B)  contrived 
C)  fluctuating 
D)  joint 
E)  inelastic

Question 7

According to the stages of the business buying process,after completing a general need description,a business buyer should next invite qualified suppliers to submit proposals.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following can be useful for a company that needs to conduct secure and frequent communications and transactions with key suppliers to purchase equipment,materials,and supplies?

Accepted Answer

A)  an intranet link 
B)  an extranet link 
C)  buying centers 
D)  a reverse auction 
E)  a trading exchange

Question 9

The buying center is not a fixed or formally identified unit within an organization.

Accepted Answer

A) True 
 B)False

Question 10

There are many factors considered in government buying,but ________ is typically the most important.

Accepted Answer

A)  price 
B)  public relations 
C)  advertising 
D)  personal selling 
E)  packaging

Question 11

The first step of the business buying process is ________.

Accepted Answer

A)  general need description 
B)  alternative evaluations 
C)  problem recognition 
D)  order-routine specification 
E)  performance review

Question 12

In which type of buying situation would a supplier most likely focus on maintaining product and service quality?

Accepted Answer

A)  straight rebuy 
B)  modified rebuy 
C)  new task 
D)  systems task 
E)  solutions task

Question 13

Which of the following is the process of the buying center deciding on the best product characteristics?

Accepted Answer

A)  value analysis 
B)  general need description 
C)  marketing myopia 
D)  purchase order 
E)  product specification

Question 14

In which stage of the business buying process is it a supplier's task to make sure that the buyer has experienced expected satisfaction?

Accepted Answer

A)  problem recognition 
B)  performance review 
C)  supplier search 
D)  supplier selection 
E)  order-routine specification

Question 15

The rapidly expanding use of E-procurement presents some problems to purchasing professionals,including ________.

Accepted Answer

A)  the erosion of long-term relationships 
B)  security problems 
C)  the creation of extensive drudgery work 
D)  A and B 
E)  all of the above

Question 16

Briefly describe the major advantages of business-to-business marketing on the Internet.

Accepted Answer

The answer of Briefly describe the major advantages of business-to-business...

Question 17

Nancy Gomes works for a beverage company.She often helps to define product specifications and also provides information for evaluating alternatives.In this role she is acting as a gatekeeper.

Accepted Answer

A) True 
 B)False

Question 18

Rob Tee is the buyer for Fond Memories.He regularly orders inexpensive merchandise in a fairly routine fashion without any modifications.He may choose other suppliers from time to time.Rob's decisions take the form of a modified rebuy.

Accepted Answer

A) True 
 B)False

Question 19

How is the business buying process more formalized than the consumer buying process?

Accepted Answer

The answer of How is the business buying process more...

Question 20

The business buying process consists of business buyers determining which products and services their organizations need to purchase,and then finding,evaluating,and choosing among alternative suppliers and brands.

Accepted Answer

A) True 
 B)False

Exam 6: Business Markets and Business Buyer Behavior

Although a company has purchased printers and copiers before from Xerox."Out" supplier,Canon,now offers the firm a multitasking machine that prints,copies,scans,and faxes.Explain what type of buying situation this is.

Don Gan,in his role on the buying committee,provides information for evaluating the alternative purchase decisions and helps define and set specifications for evaluating alternatives for purchasing.Don is a(n) ________.

Charlie Ho,executive vice president of National Central Bank,is going through all of the stages of the buying process to purchase a computer system for the bank.Charlie is facing a(n) ________ situation.

Large business purchasers call for detailed product specifications,written purchase orders,careful supplier searches,and formal approval.These are all examples of how the business buying decision process tends to be more _________ than the consumer buying decision process.

Business customers also tend to be more __________________.

ABC Enterprises sold 9,000 units @ $2.99/unit in July.The firm sold 9,000 units @ $4.29/unit in August.This illustrates ________ demand.

According to the stages of the business buying process,after completing a general need description,a business buyer should next invite qualified suppliers to submit proposals.

Which of the following can be useful for a company that needs to conduct secure and frequent communications and transactions with key suppliers to purchase equipment,materials,and supplies?

The buying center is not a fixed or formally identified unit within an organization.

There are many factors considered in government buying,but ________ is typically the most important.

The first step of the business buying process is ________.

In which type of buying situation would a supplier most likely focus on maintaining product and service quality?

Which of the following is the process of the buying center deciding on the best product characteristics?

In which stage of the business buying process is it a supplier's task to make sure that the buyer has experienced expected satisfaction?

The rapidly expanding use of E-procurement presents some problems to purchasing professionals,including ________.

Briefly describe the major advantages of business-to-business marketing on the Internet.

Nancy Gomes works for a beverage company.She often helps to define product specifications and also provides information for evaluating alternatives.In this role she is acting as a gatekeeper.

Rob Tee is the buyer for Fond Memories.He regularly orders inexpensive merchandise in a fairly routine fashion without any modifications.He may choose other suppliers from time to time.Rob's decisions take the form of a modified rebuy.

How is the business buying process more formalized than the consumer buying process?

The business buying process consists of business buyers determining which products and services their organizations need to purchase,and then finding,evaluating,and choosing among alternative suppliers and brands.