Question 1

Which of the following is the role of a user in the buying process?

Accepted Answer

A) They provide expertise that helps to improve the buying process. 
B) They control which sellers get access to members of the buying center. 
C) They make the final decision on what is bought. 
D) They have the responsibility of implementing what is purchased. 
E) They are the first people to see the need for a product. 
A) They provide expertise that helps to improve the buying process. 
B) They control which sellers get access to members of the buying center. 
C) They make the final decision on what is bought. 
D) They have the responsibility of implementing what is purchased. 
E) They are the first people to see the need for a product. D

Question 2

_____ are the people within the organization that first see the need for the product.

Accepted Answer

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

Question 3

_____ are Web-based auctions that occur between businesses.

Accepted Answer

B2B auctions

Question 4

Explain the concept of fluctuating demand.How does it affect firms in the B2B market?

Accepted Answer

Fluctuating demand is a characteristic o

Question 5

Hot Rods,Inc.is an automobile manufacturing company that obtains its automotive parts from the same supplier.The price,quantity,and other terms of purchase remain the same each time the company buys from the supplier.This situation can be termed as a _____.

Accepted Answer

A) straight rebuy 
B) reverse auction 
C) new buy 
D) B2B auction 
E) modified rebuy 
A) straight rebuy 
B) reverse auction 
C) new buy 
D) B2B auction 
E) modified rebuy

Question 6

A(n)_____ is an invitation to submit a bid to supply the good or service.

Accepted Answer

request fo

Question 7

The head of the art department makes the final decision on which textbooks are included in the curriculum.As an associate art professor,Howard refers to these books while teaching his class.Which of the following roles does Howard play in the purchasing process of the textbooks?

Accepted Answer

A) Reseller 
B) User 
C) Influencer 
D) Gatekeeper 
E) Wholesaler 
A) Reseller 
B) User 
C) Influencer 
D) Gatekeeper 
E) Wholesaler

Question 8

E-commerce is conducted over the ______.

Accepted Answer

The answer of E-commerce is conducted over the ______....

Question 9

In B2B markets,_____ include wholesalers,brokers,and retailers.

Accepted Answer

The answer of In B2B markets,_____ include wholesalers,brokers,and retailers....

Question 10

A _____ occurs when a purchaser buys the same product in the same quantities from the same vendor.

Accepted Answer

The answer of A _____ occurs when a purchaser buys...

Question 11

Carol feels that her company needs to start purchasing widgets in order to stay competitive in the market.She contacts the buyers within the company to get the ball rolling.Which of the following best describes Carol's role in the purchasing process?

Accepted Answer

A) Influencer 
B) Gatekeeper 
C) Initiator 
D) Decider 
E) User 
A) Influencer 
B) Gatekeeper 
C) Initiator 
D) Decider 
E) User

Question 12

A _____ occurs when a firm purchases a product for the first time.

Accepted Answer

The answer of A _____ occurs when a firm purchases...

Question 13

As a(n)_____,Susie has to track advertisements in newspapers and other media to check competitors' sales activities.

Accepted Answer

The answer of As a(n)_____,Susie has to track advertisements in...

Question 14

The business market is characterized as having:

Accepted Answer

A) many customers,geographically dispersed. 
B) longer decision cycles. 
C) smaller total dollar amounts due to fewer transactions. 
D) more reliance on advertising,Web sites,and retailing. 
E) more reliance on mass marketing. 
A) many customers,geographically dispersed. 
B) longer decision cycles. 
C) smaller total dollar amounts due to fewer transactions. 
D) more reliance on advertising,Web sites,and retailing. 
E) more reliance on mass marketing.

Question 15

Ethical dilemmas do not occur in business-to-business markets.

Accepted Answer

A) True 
 B)False

Question 16

B2B markets differ from B2C markets because:

Accepted Answer

A) salespeople personally call on business customers to a far greater extent than they do consumers. 
B) many more products are sold in B2C markets than B2B. 
C) business products are often much less complex than consumer products. 
D) B2C transactions occur prior to B2B transactions. 
E) there are fewer B2B transactions resulting in smaller dollar amounts. 
A) salespeople personally call on business customers to a far greater extent than they do consumers. 
B) many more products are sold in B2C markets than B2B. 
C) business products are often much less complex than consumer products. 
D) B2C transactions occur prior to B2B transactions. 
E) there are fewer B2B transactions resulting in smaller dollar amounts.

Question 17

The strategic marketing approach focused on creating and distributing valuable,relevant,and consistent content to attract and retain a clearly-defined audience is known as _____.

Accepted Answer

A) content marketing 
B) e-marketing 
C) complex marketing 
D) info marketing 
E) networked marketing 
A) content marketing 
B) e-marketing 
C) complex marketing 
D) info marketing 
E) networked marketing

Question 18

Explain the factors that can lead to sub-par purchase decisions.

Accepted Answer

Interpersonal factors such as office pol

Question 19

In a buying center,_____ have the responsibility for implementing what is purchased.

Accepted Answer

The answer of In a buying center,_____ have the responsibility...

Question 20

_____ has inadvertently turned products into commodities,thus making price the most important factor to buyers.

Accepted Answer

The answer of _____ has inadvertently turned products into commodities,thus...

Which of the following is the role of a user in the buying process?

_____ are the people within the organization that first see the need for the product.

_____ are Web-based auctions that occur between businesses.

Explain the concept of fluctuating demand.How does it affect firms in the B2B market?

Hot Rods,Inc.is an automobile manufacturing company that obtains its automotive parts from the same supplier.The price,quantity,and other terms of purchase remain the same each time the company buys from the supplier.This situation can be termed as a _____.

A(n)_____ is an invitation to submit a bid to supply the good or service.

The head of the art department makes the final decision on which textbooks are included in the curriculum.As an associate art professor,Howard refers to these books while teaching his class.Which of the following roles does Howard play in the purchasing process of the textbooks?

E-commerce is conducted over the ______.

In B2B markets,_____ include wholesalers,brokers,and retailers.

A _____ occurs when a purchaser buys the same product in the same quantities from the same vendor.

Carol feels that her company needs to start purchasing widgets in order to stay competitive in the market.She contacts the buyers within the company to get the ball rolling.Which of the following best describes Carol's role in the purchasing process?

A _____ occurs when a firm purchases a product for the first time.

As a(n)_____,Susie has to track advertisements in newspapers and other media to check competitors' sales activities.

The business market is characterized as having:

Ethical dilemmas do not occur in business-to-business markets.

B2B markets differ from B2C markets because:

The strategic marketing approach focused on creating and distributing valuable,relevant,and consistent content to attract and retain a clearly-defined audience is known as _____.

Explain the factors that can lead to sub-par purchase decisions.

In a buying center,_____ have the responsibility for implementing what is purchased.

_____ has inadvertently turned products into commodities,thus making price the most important factor to buyers.

What Is Marketing

Strategic Planning

Consumer Behavior: How People Make Buying Decisions

Market Segmenting, targeting, and Positioning

Creating Offerings

Developing and Managing Offerings

Using Marketing Channels to Create Value for Customers

Using Supply Chains to Create Value for Customers

Gathering and Using Information: Marketing Research and Market Intelligence

Integrated Marketing Communications and Traditional Media Marketing

Digital Marketing

Professional Selling

Customer Satisfaction, loyalty, and Empowerment

Price, the Only Revenue Generator

The Marketing Plan

Filters

Exam 4: Business Buying Behavior

Which of the following is the role of a user in the buying process?

_____ are the people within the organization that first see the need for the product.

_____ are Web-based auctions that occur between businesses.

Explain the concept of fluctuating demand.How does it affect firms in the B2B market?

Hot Rods,Inc.is an automobile manufacturing company that obtains its automotive parts from the same supplier.The price,quantity,and other terms of purchase remain the same each time the company buys from the supplier.This situation can be termed as a _____.

A(n)_____ is an invitation to submit a bid to supply the good or service.

The head of the art department makes the final decision on which textbooks are included in the curriculum.As an associate art professor,Howard refers to these books while teaching his class.Which of the following roles does Howard play in the purchasing process of the textbooks?

E-commerce is conducted over the ______.

In B2B markets,_____ include wholesalers,brokers,and retailers.

A _____ occurs when a purchaser buys the same product in the same quantities from the same vendor.

Carol feels that her company needs to start purchasing widgets in order to stay competitive in the market.She contacts the buyers within the company to get the ball rolling.Which of the following best describes Carol's role in the purchasing process?

A _____ occurs when a firm purchases a product for the first time.

As a(n)_____,Susie has to track advertisements in newspapers and other media to check competitors' sales activities.

The business market is characterized as having:

Ethical dilemmas do not occur in business-to-business markets.

B2B markets differ from B2C markets because:

The strategic marketing approach focused on creating and distributing valuable,relevant,and consistent content to attract and retain a clearly-defined audience is known as _____.

Explain the factors that can lead to sub-par purchase decisions.

In a buying center,_____ have the responsibility for implementing what is purchased.

_____ has inadvertently turned products into commodities,thus making price the most important factor to buyers.

What Is Marketing

Strategic Planning

Consumer Behavior: How People Make Buying Decisions

Market Segmenting, targeting, and Positioning

Creating Offerings

Developing and Managing Offerings

Using Marketing Channels to Create Value for Customers

Using Supply Chains to Create Value for Customers

Gathering and Using Information: Marketing Research and Market Intelligence

Integrated Marketing Communications and Traditional Media Marketing

Digital Marketing

Professional Selling

Customer Satisfaction, loyalty, and Empowerment

Price, the Only Revenue Generator

The Marketing Plan

Filters