Question 1

The Federal Trade Commission regulates companies:

Accepted Answer

A) in an effort to prevent them from engaging in unfair trade practices. 
B) in order to help them create more aggressive marketing campaigns. 
C) in an effort to reduce competitive business practices. 
D) to enhance customer feedback and value. 
E) to help them increase their profit margin.

Question 2

Allen's company supplies photographic film to larger corporations that package and sell them to consumers,along with their own brand of cameras.In recent years,the sale of photographic film to these firms has fallen drastically because more and more people prefer buying digital cameras.Allen's company suffered a loss of business due to the fall in _____.

Accepted Answer

A) joint demand 
B) price demand 
C) derived demand 
D) induced demand 
E) divided demand

Question 3

_____ are people who may or may not use the product but have experience or expertise that can help improve the buying decision.

Accepted Answer

A) Initiators 
B) Deciders 
C) Retailers 
D) Gatekeepers 
E) Influencers

Question 4

Sell-side auctions are also known as _____.

Accepted Answer

The answer of Sell-side auctions are also known as _____....

Question 5

The _____ are the ones that start the buying process,whether they make the final purchasing decision or not.

Accepted Answer

The answer of The _____ are the ones that start...

Question 6

Resellers are companies that sell goods and services that they have transformed.

Accepted Answer

A) True 
 B)False

Question 7

Provide an example of firms in the same industry clustering together. Why are these companies clustered?

Accepted Answer

The answer of Provide an example of firms in the...

Question 8

_____ are groups of people within organizations who make purchasing decisions.

Accepted Answer

A) Resellers 
B) Buying centers 
C) Producers 
D) Wholesalers 
E) Marketers

Question 9

How has e-commerce affected the pricing of commodities?

Accepted Answer

The answer of How has e-commerce affected the pricing of...

Question 10

Why is it difficult for firms to know what's considered to be ethical behavior and what is not?

Accepted Answer

The answer of Why is it difficult for firms to...

Question 11

In _____ the roles of the buyers and sellers are reversed.

Accepted Answer

A) buy-side auctions 
B) B2B auctions 
C) sell-side sites 
D) B2B exchanges 
E) e-commerce

Question 12

_____ can be either nonprofit or for-profit businesses.

Accepted Answer

A) Consumers 
B) Buying centers 
C) Business buyers 
D) Initiators 
E) Gatekeepers

Question 13

Which of the following businesses can be considered as a reseller?

Accepted Answer

A) A hair salon 
B) A consumer goods retailer 
C) A restaurant 
D) An airline 
E) An auto repair shop.

Question 14

Ethics codes provide employees with general guidelines about how they should behave.

Accepted Answer

A) True 
 B)False

Question 15

_____ are companies that purchase goods and services that they transform into other products.

Accepted Answer

A) Producers 
B) Resellers 
C) Government agencies 
D) Retailers 
E) Institutions

Question 16

B2B exchanges make their money by charging buyers and sellers a fee when they conduct transactions with one another.

Accepted Answer

A) True 
 B)False

Question 17

Fluctuating demand occurs when demand changes slightly in response to a big change in consumer demand.

Accepted Answer

A) True 
 B)False

Question 18

Dana works as the secretary to Professor Sterling.Part of her job is to screen calls from publishers who want Sterling to include their books in her curriculum.Dana is,therefore,acting as a(n)_____ in the purchasing process.

Accepted Answer

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

Question 19

Duties of a professional buyer include negotiating prices,delivery dates,and payment terms for goods and services.

Accepted Answer

A) True 
 B)False

Question 20

Derived demand occurs when demand is derived from the primary buyer of the product.

Accepted Answer

A) True 
 B)False

Exam 4: Business Buying Behavior

The Federal Trade Commission regulates companies:

_____ are people who may or may not use the product but have experience or expertise that can help improve the buying decision.

Sell-side auctions are also known as _____.

The _____ are the ones that start the buying process,whether they make the final purchasing decision or not.

Resellers are companies that sell goods and services that they have transformed.

Provide an example of firms in the same industry clustering together. Why are these companies clustered?

_____ are groups of people within organizations who make purchasing decisions.

How has e-commerce affected the pricing of commodities?

Why is it difficult for firms to know what's considered to be ethical behavior and what is not?

In _____ the roles of the buyers and sellers are reversed.

_____ can be either nonprofit or for-profit businesses.

Which of the following businesses can be considered as a reseller?

Ethics codes provide employees with general guidelines about how they should behave.

_____ are companies that purchase goods and services that they transform into other products.

B2B exchanges make their money by charging buyers and sellers a fee when they conduct transactions with one another.

Fluctuating demand occurs when demand changes slightly in response to a big change in consumer demand.

Dana works as the secretary to Professor Sterling.Part of her job is to screen calls from publishers who want Sterling to include their books in her curriculum.Dana is,therefore,acting as a(n) _____ in the purchasing process.

Duties of a professional buyer include negotiating prices,delivery dates,and payment terms for goods and services.

Derived demand occurs when demand is derived from the primary buyer of the product.