Exam 3: Understanding Buyers

Chindanel Hotels,a chain of luxury hotels,wants to install new security systems in all of its franchises.Based on the specifications provided by Chindanel,a few companies have submitted tenders to acquire the contract.Chindanel Hotels has shortlisted one company and has decided to give the contract to it.Now,Chindanel Hotels should begin:​

When a buyer's desired state and the actual state are at the same level,the buyer is not motivated to make a purchase.

In the context of purchasing decisions,a person purchasing daily groceries from a shopping mart is engaged in a(n)_________.

Buyers who are less responsive are mostly task-oriented.

In the context of communication styles,_____ are low on responsiveness but high on assertiveness.​

Which of the following is a difference between situational needs and social needs?​

A business buyer's purchase process ends with:​

The multiattribute model for evaluating solution alternatives is rarely used by business organizations because it involves complex math.

_________ refers to the degree to which a person holds opinions about issues and attempts to dominate or control situations by directing the thoughts and actions of others.

The overall evaluation scores of a turbine blade as per ease of application,maximum speed attaining time,durability,reliability,and shelf-life in storage are 81,83,85,72,and 63 respectively.In a sales presentation,a salesperson should emphasize the durability of the turbine blade.

The first step in applying the multiattribute model is to assess the relative importance of each characteristic specified by suppliers.

An individual buying office supplies for an organization is operating in the consumer market.

_________ are teams of individuals in organizations that incorporate the expertise and multiple buying influences of people from different departments throughout the organization.

Which of the following is a difference between functional needs and psychological needs?​

Suppliers have more time to devote to postsale services because:​

Powell Motors is interested in purchasing new air filters for its automobiles.To select a supplier,the company is to consider two characteristics: reliability and durability.The purchase decision lies on the performance score and importance weight of each characteristic.The performance score with respect to reliability of supplier 1,supplier 2,supplier 3,supplier 4,and supplier 5 are 10,9,8,6,and 7,respectively.The performance score with respect to durability of supplier 1,supplier 2,supplier 3,supplier 4,and supplier 5 are 5,7,8,8,and 6,respectively.The company,however,scores the importance weight of reliability as 9 against the score of 8 for durability.According to the multiattribute model,Powell Motors should select _____.​

Due to a high usage of information technology in the buying process:​

Jennifer just moved to a job as a retail salesperson in the same company where she was previously working as a business-to-business salesperson.Which of the following changes can she expect?​

When the consumer demand for vehicle tires increases,the demand for rubber also goes up.This increased demand for rubber due to the increase in demand for tires shows the effect of _____ on business markets.​

Data collected on customer demographics,sales and customer service histories,and marketing preferences and customer feedback can be easily accumulated through a _________ system and used to better understand customers and provide customized offerings to best serve their needs.