Question 1

What information is a buyer likely to include in the general need description?

Accepted Answer

The answer of What information is a buyer likely to...

Question 2

Which of the following is NOT included in the decision- making unit of a buying organization?

Accepted Answer

A) individuals who use the product or service 
B) individuals who influence the buying decision 
C) individuals who make the buying decision 
D) individuals who control buying information 
E) individuals who supply the product

Question 3

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

Accepted Answer

A) True 
 B)False

Question 4

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

Accepted Answer

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

Question 5

In routine buying situations,which members of the buying center have formal or informal power to select or approve the final suppliers?

Accepted Answer

A) buyers 
B) influencers 
C) users 
D) deciders 
E) gatekeepers

Question 6

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-...

Question 7

In which stage of the business buying process is a supplier most likely to provide a buyer with information about the importance of different product characteristics?

Accepted Answer

A) supplier search 
B) general need description 
C) order- routine specification 
D) problem recognition 
E) supplier selection

Question 8

Worthington Farm raises chickens.For years,it has used wooden coops to haul its poultry to market.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) value analysis 
B) straight rebuy 
C) solution selling situation 
D) new task 
E) modified rebuy

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

Many institutional markets are characterized by and .

Accepted Answer

A) captive patrons;limited access 
B) mismanagement;disgruntled workers 
C) special needs;vague criteria 
D) low budgets;vague criteria 
E) low budgets;captive patrons

Question 11

Why is the new- task buying situation both a great opportunity and a challenge for a marketer?

Accepted Answer

The answer of Why is the new- task buying situation...

Question 12

The owners of the company you work for have developed a core network of suppliers they are working closely with to ensure an appropriate and dependable supply of products.This is an example of management.

Accepted Answer

A) value chain 
B) network relationship 
C) core channel 
D) channel captain 
E) supplier development

Question 13

Refer to the scenario below to answer the following questions.
A- 1 Stampings,Inc.produces 14 metal stampings for the automotive industry.Due to industry design changes,for the next model year,six of those stampings will require a slight change: two will have an extra hole punched through the side,two will require an extra plating process,and two will require an additional weld operation.
In the meantime,the purchasing agent Richard Koehl has been asked to reduce the number of A- 1's steel suppliers in an effort to cut costs.After obtaining updated price quotations and steel samples from his current suppliers,Richard faced a dilemma.Until now,he had selected his suppliers based on quality and price,but a major consideration had been the type of steel required and the specialized production processes of his respective suppliers.Not all of A- 1's suppliers could produce the exact grades of steel needed;some suppliers were better at producing certain types of steel than others.
Richard contacted several employees at A- 1 who had worked with the various types of steel in the past.The quality control manager and line inspector,for example,could help to determine which suppliers had the capabilities of producing specific types of steel.The production control manager could provide input regarding which types of steel worked best in which presses.Even the warehouse foreman gave input regarding how long various types of steel could be held in inventory before rust spots began to form on their surfaces.Each person contributed the necessary information to help Richard in making his decision.
-Demand for outboard motors depends on consumers purchasing fishing boats.This is an example of demand.

Accepted Answer

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

Question 14

The leading barrier to expanding electronic links with customers and partners online is .

Accepted Answer

A) concern over security 
B) lack of trained personnel 
C) lack of evidence of efficiencies gained through e- procurement 
D) lack of knowledge 
E) cost

Question 15

Which of the following is the best advice for an international marketer planning to interact with businesspeople from many different cultures?

Accepted Answer

A) Trust your instincts and behave as you normally do. 
B) Assume that businesspeople from different cultures will make accommodations for you. 
C) Remember that countries all over the world are fascinated with American culture. 
D) Cultures really are different,so do your best to learn about those differences. 
E) Use the same strategies with all of your clients,no matter what their cultural backgrounds are.

Question 16

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

Accepted Answer

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

Question 17

Demand in business markets is subject to more fluctuation than in consumer markets.

Accepted Answer

A) True 
 B)False

Question 18

A buyer would be most likely to review trade directories in which stage of the business buying process?

Accepted Answer

A) product specification 
B) general need description 
C) supplier search 
D) problem recognition 
E) supplier selection

Question 19

Which of the following is an example of an internal stimulus that might lead to the business buying process stage of problem recognition?

Accepted Answer

A) A buyer gets a new idea from an advertisement. 
B) A buyer receives a call from a salesperson offering better service terms. 
C) A buyer is unhappy with a current supplier's price. 
D) A buyer learns about a new product at an industry convention. 
E) A buyer gets a new idea at a trade show.

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

What information is a buyer likely to include in the general need description?

Which of the following is NOT included in the decision- making unit of a buying organization?

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

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

In routine buying situations,which members of the buying center have formal or informal power to select or approve the final suppliers?

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

In which stage of the business buying process is a supplier most likely to provide a buyer with information about the importance of different product characteristics?

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

Many institutional markets are characterized by and .

Why is the new- task buying situation both a great opportunity and a challenge for a marketer?

The owners of the company you work for have developed a core network of suppliers they are working closely with to ensure an appropriate and dependable supply of products.This is an example of management.

The leading barrier to expanding electronic links with customers and partners online is .

Which of the following is the best advice for an international marketer planning to interact with businesspeople from many different cultures?

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

Demand in business markets is subject to more fluctuation than in consumer markets.

A buyer would be most likely to review trade directories in which stage of the business buying process?

Which of the following is an example of an internal stimulus that might lead to the business buying process stage of problem recognition?

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.