Exam 3: Understanding Buyers

Buying teams will always include someone characterized as the User.

Individuals within an organization who actually use the product being purchased are called _________.

The strategic coordination and integration of purchasing with other functions within the buying organization as well as external organizations is called _______________________________.

RFP stands for request for proposal.

Needs which represent the desire for personal development and information are called?

A market composed of firms, institutions, and governments who acquire goods and services to use as input into their own manufacturing processes is called the ___________________ market.

Outsourcing allows organizations to focus on their distinctive competencies.

_________________refers to the process of giving to a supplier certain activities that were previously performed by the buying organization.

The first step of the buying decision process is __________________________.

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because it is the one best suited for performing a particular task. Which of the following needs is the buyer expressing?

____________ needs refers to the desire for feelings of assurance, risk reduction, as well as positive emotions and feelings such a success, joy, excitement, and stimulation.

The desire to belong to a particular reference group leads to social needs.

When buyers begin the process of searching for and qualifying potential solution providers, they're likely to use which of the following sources of information?

Members of the business markets include:

Individuals who are low on responsiveness and high on assertiveness are referred to as _________.

The category of attributes referring to what the product actually does or is expected to do is called functional attributes.

Individuals within an organization who are in a position to control the flow of information to and between vendors and other buying center members are called __________________.

One way to influence a buyer utilizing the multi-attribute model for purchase decision making, is to call attention to __________________ attributes. These are attributes that may have a greater influence on the overall solution than the buyer previously thought.

Individuals within an organization who identify a need are called _______________.

Which the following is not a step in the buying process?