Exam 3: Understanding Buyers

RFP stands for "request for proposal."

Business markets are characterized as having multiple buying influences.

Kim is meticulous and inflexible regarding time. She is also confrontational and likes to take risks.With respect to the Communication Styles Matrix, Kim is a(n)__________________

After determining that his computer is no longer working, and that he needs a working computer, Jeff is most likely in which stage of the buying decision process?

There is no difference between a Decider and a Purchaser.

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

Outsourcing refers to the externalizing of a business function that was previously internalized.

Carla is in the market for a new copier that, at a minimum, includes sorting and stapling capabilities. For Carla, sorting and stapling are ______________?

_____________ price refers to the price buyers determine for their final product through information gathered from research in the marketplace.

Individuals within an organization who have the ultimate responsibility of determining which product or service will be purchased are called ________________.

One of the distinguishing characteristics of business markets is that there is a smaller number of larger buyers that account for most of the purchases. This distinguishing characteristic is called ______________demand.

Most consumer markets are characterized as having derived demand.

____________ needs are needs for a specific or task or function to be performed.

Generally speaking, business markets experience higher levels of demand fluctuation than to consumer markets.

Today, organizations are becoming more competitive with their suppliers.

One of the current developments in purchasing is a relationship emphasis on cooperation and ________________.

One way for a salesperson to influence the evaluation of a buyer using the multi-attribute model is to attempt to alter the importance weights.

Members of the buying team will almost always have the same goals.

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

Today, both buyers and sellers are increasingly looking to form mutually satisfying long-term relationships with their suppliers and customers respectively.