Exam 6: Business-To-Business Markets: How and Why Organizations Buy

The monitors and controls all traffic between the Internet and the intranet to restrict access.

A(n)is a system that links invited groups of suppliers and partners over the web.It allows companies to collaborate with suppliers they trust-- without having to share sensitive information with others.

Problem recognition is the first step in the buying decision process in the business market.

Prudential Health Care's _ allows its corporate customers to enroll new employees and check eligibility and claim status themselves.

A identifies the degree of effort required of the firm's personnel to collect information and make a purchase decision.

A patient of Dr.Albrecht told the dentist he needed to buy a machine that would sterilize his dental tools without using any water because water tends to cause the tools to rust or corrode over time.The dentist,who runs a solo practice in a small rural town,located some articles on the chemical sterilizer and read about how the machine works.After gathering more information and talking to salespeople,Dr.Albrecht placed his order for the machine.In terms of the buying center,Dr.Albrecht had the role of .

Fluctuating demand in business markets can be partially explained by the infrequency of the purchases.

Which of the following statements about the product and supplier selection stage of the business buying decision process is true?

Tri Restaurant,Inc.is the parent company of three chains of restaurants.How would Tri Restaurant,Inc.utilize the company extranet when sending corporate messages to each restaurant location?

Which of the following statements about organizational marketing is NOT true?

Worthington Farm raises chickens.For years,it has used wooden coops for hauling 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 _.

Any sales rep of a particular computer company that has a question about a product's capability,its delivery date,or the status of a customer's order can use a website of the organization's that allows its employees to be able to link with any of the company's databases.

Can encryption software be a form of a firewall? Explain your response.

Johnson Controls,Inc.produces the seats for the Dodge Neon.Although Johnson initially was able to meet Dodge's cost target,it was not able to meet its safety,weight,and comfort specifications.Engineers from Dodge visited the Johnson plant and worked with its design people to create a seat that met all of the technical requirements at a cost that both could agree on.Johnson Controls and Dodge engaged in .

Most newspapers such as the New York Times and the Memphis Commercial Appeal rely on and use several different suppliers to provide the tons of paper that they use annually.

Companies find that their Internet site is NOT important for _ _.

Which of the following is NOT an example of business- to- business marketing?

Keeping customer records secure is a primary concern with B2B e- commerce.

The buying center role of gatekeeper does not exist in not- for- profit organizations.

One year many customers' machinery is wearing out and needs replacing.The following year no customers need new machinery.This is an example of demand.