Question 1

The buying center is a fixed and formally identified unit within the buying organization.

Accepted Answer

A) True 
 B)False  False

Question 2

The stage of the business buying process in which the chosen supplier(s) is given the final order is the ________ stage.

Accepted Answer

A)  performance review 
B)  proposal solicitation 
C)  order-routine specification 
D)  vendor-managed inventory 
E)  product specification 
A)  performance review 
B)  proposal solicitation 
C)  order-routine specification 
D)  vendor-managed inventory 
E)  product specification C

Question 3

The decision-making unit of a purchasing organization is called its ________.

Accepted Answer

A)  value chain 
B)  buying center 
C)  customer support system 
D)  quality center 
E)  innovation center 
A)  value chain 
B)  buying center 
C)  customer support system 
D)  quality center 
E)  innovation center B

Question 4

Since business marketers have fewer buyers than consumer marketers, business buyers often face ________ than do consumer buyers.

Accepted Answer

A)  less complex buying decisions 
B)  shorter buying processes 
C)  informal buying processes 
D)  more complex buying decisions 
E)  fewer product details 
A)  less complex buying decisions 
B)  shorter buying processes 
C)  informal buying processes 
D)  more complex buying decisions 
E)  fewer product details

Question 5

Refer to the scenario below to answer the following question(s).
Alpha Stampings Inc. produces 14 metal stampings for the automotive industry. Due to industry design changes and consumer demands, for the next financial year, six of those stampings will require a slight change: two will have an extra hole punched through the side, two will require an extra plating process, and two will require an additional weld operation.
In the meantime, purchasing agent Richard Koehl has been asked to reduce the number of Alpha's steel suppliers in an effort to cut costs. After obtaining updated price quotations and steel samples from his current suppliers, Richard faced a dilemma. Until now, he had selected his suppliers based on quality and price, but the major consideration had been the type of steel required and the specialized production processes of his respective suppliers. Not all of Alpha's suppliers could produce the exact grades of steel needed; some suppliers were better at producing certain types of steel than others.
Richard contacted several employees at Alpha who had worked with the various types of steel in the past. The quality control manager and line inspector, for example, could help to determine which suppliers had the capabilities of producing specific types of steel. The production control manager could provide input regarding which types of steel worked best in which presses. The warehouse foreman gave inputs regarding how long various types of steel could be held in inventory before rust spots began to form on their surfaces. Each person contributed the necessary information to help Richard in making his decision.
-The management's directive to reduce the number of steel suppliers refers to the influence of ________ factors affecting the business buying behavior of Alpha.

Accepted Answer

A)  political 
B)  organizational 
C)  interpersonal 
D)  individual 
E)  cultural 
A)  political 
B)  organizational 
C)  interpersonal 
D)  individual 
E)  cultural

Question 6

During proposal solicitation, the buying center often will draw up a list of desired supplier attributes and their relative importance.

Accepted Answer

A) True 
 B)False

Question 7

________ may help shape product specifications, but their major role is to select vendors and to negotiate.

Accepted Answer

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

Question 8

The demand for many business goods tends to change more slowly than the demand for consumer goods.

Accepted Answer

A) True 
 B)False

Question 9

Pace Hardware uses Learningnow.com to improve sales force effectiveness and facilitate sharing of expertise. It allows Pace retailers to connect with each other for seeking managerial and marketing advice. It also allows Pace retailers to ask their suppliers about product usage, deliveries, and warranties, and send new-product information directly to the retailers. In this instance, Pace Hardware is facilitating communication through ________.

Accepted Answer

A)  extranet links 
B)  podcasts 
C)  search engines 
D)  trading exchanges 
E)  reverse auctions 
A)  extranet links 
B)  podcasts 
C)  search engines 
D)  trading exchanges 
E)  reverse auctions

Question 10

Attributes that a buying center may look for in a supplier include all of the following EXCEPT ________.

Accepted Answer

A)  product quality 
B)  off-shore manufacturing 
C)  service quality 
D)  on-time delivery 
E)  competitive prices 
A)  product quality 
B)  off-shore manufacturing 
C)  service quality 
D)  on-time delivery 
E)  competitive prices

Question 11

________ refers to buying a packaged solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation.

Accepted Answer

A)  Systems selling 
B)  Performance review 
C)  Problem recognition 
D)  Proposal solicitation 
E)  General need specification 
A)  Systems selling 
B)  Performance review 
C)  Problem recognition 
D)  Proposal solicitation 
E)  General need specification

Question 12

Which of the following plays the most important role in government buying?

Accepted Answer

A)  price 
B)  product differentiation 
C)  advertising 
D)  personal selling 
E)  customer relationship management 
A)  price 
B)  product differentiation 
C)  advertising 
D)  personal selling 
E)  customer relationship management

Question 13

How does the buying process typically begin?

Accepted Answer

The buying process begins when

Question 14

In ________, companies work together to facilitate the trading process.

Accepted Answer

A)  reverse auctions 
B)  trading exchanges 
C)  procurement 
D)  supplier selection 
E)  order-routine specification 
A)  reverse auctions 
B)  trading exchanges 
C)  procurement 
D)  supplier selection 
E)  order-routine specification

Question 15

In the ________ stage of the buying process, the alert business marketer can help the buyers define their needs and provide information about the value of different product characteristics.

Accepted Answer

A)  problem recognition 
B)  general needs description 
C)  supplier search 
D)  supplier selection 
E)  order-routine specification 
A)  problem recognition 
B)  general needs description 
C)  supplier search 
D)  supplier selection 
E)  order-routine specification

Question 16

Business demand that ultimately comes from the demand for consumer goods is known as ________ demand.

Accepted Answer

A)  derived 
B)  negative 
C)  primary 
D)  consumer 
E)  elastic 
A)  derived 
B)  negative 
C)  primary 
D)  consumer 
E)  elastic

Question 17

Which of the following is true about business purchases?

Accepted Answer

A)  Business purchases involve more professional purchasing effort than consumer purchases. 
B)  Business purchases involve fewer participants in decision making compared to consumer purchases. 
C)  Purchasing agents are absent in business purchases. 
D)  Business purchases involve less technical and economic considerations compared to consumer purchases. 
E)  Business purchases are usually quicker and more informal than are consumer purchases. 
A)  Business purchases involve more professional purchasing effort than consumer purchases. 
B)  Business purchases involve fewer participants in decision making compared to consumer purchases. 
C)  Purchasing agents are absent in business purchases. 
D)  Business purchases involve less technical and economic considerations compared to consumer purchases. 
E)  Business purchases are usually quicker and more informal than are consumer purchases.

Question 18

Many buyers prefer multiple sources of supplies ________.

Accepted Answer

A)  to avoid being totally dependent on one supplier 
B)  to keep companies interested in doing business with them 
C)  to ensure that suppliers do not become complacent 
D)  to encourage their salespeople to develop broader networks of contacts 
E)  to prepare in case of a work stoppage 
A)  to avoid being totally dependent on one supplier 
B)  to keep companies interested in doing business with them 
C)  to ensure that suppliers do not become complacent 
D)  to encourage their salespeople to develop broader networks of contacts 
E)  to prepare in case of a work stoppage

Question 19

Digital and social media's role in business-to-business marketing enhances all of the following EXCEPT ________.

Accepted Answer

A)  targeting individuals that affect buying decisions within the target businesses 
B)  facilitating anytime and anywhere connections between people at the selling and buying organizations 
C)  giving sellers more control of and access to important information 
D)  meeting in person with customers at trade shows or conferences 
E)  giving buyers more control of and access to important information 
A)  targeting individuals that affect buying decisions within the target businesses 
B)  facilitating anytime and anywhere connections between people at the selling and buying organizations 
C)  giving sellers more control of and access to important information 
D)  meeting in person with customers at trade shows or conferences 
E)  giving buyers more control of and access to important information

Question 20

In the business buying process, business buyers determine which products and services their organizations need to purchase.

Accepted Answer

A) True 
 B)False

The buying center is a fixed and formally identified unit within the buying organization.

The stage of the business buying process in which the chosen supplier(s) is given the final order is the ________ stage.

The decision-making unit of a purchasing organization is called its ________.

Since business marketers have fewer buyers than consumer marketers, business buyers often face ________ than do consumer buyers.

During proposal solicitation, the buying center often will draw up a list of desired supplier attributes and their relative importance.

________ may help shape product specifications, but their major role is to select vendors and to negotiate.

The demand for many business goods tends to change more slowly than the demand for consumer goods.

Attributes that a buying center may look for in a supplier include all of the following EXCEPT ________.

________ refers to buying a packaged solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation.

Which of the following plays the most important role in government buying?

How does the buying process typically begin?

In ________, companies work together to facilitate the trading process.

In the ________ stage of the buying process, the alert business marketer can help the buyers define their needs and provide information about the value of different product characteristics.

Business demand that ultimately comes from the demand for consumer goods is known as ________ demand.

Which of the following is true about business purchases?

Many buyers prefer multiple sources of supplies ________.

Digital and social media's role in business-to-business marketing enhances all of the following EXCEPT ________.

In the business buying process, business buyers determine which products and services their organizations need to purchase.

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Buyer Behavior

Customer Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Personal Selling and Sales Promotion

Direct, Online, Social Media, and Mobile Marketing

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

Exam 6: Business Markets and Business Buyer Behavior

The buying center is a fixed and formally identified unit within the buying organization.

The stage of the business buying process in which the chosen supplier(s) is given the final order is the ________ stage.

The decision-making unit of a purchasing organization is called its ________.

Since business marketers have fewer buyers than consumer marketers, business buyers often face ________ than do consumer buyers.

During proposal solicitation, the buying center often will draw up a list of desired supplier attributes and their relative importance.

________ may help shape product specifications, but their major role is to select vendors and to negotiate.

The demand for many business goods tends to change more slowly than the demand for consumer goods.

Attributes that a buying center may look for in a supplier include all of the following EXCEPT ________.

________ refers to buying a packaged solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation.

Which of the following plays the most important role in government buying?

How does the buying process typically begin?

In ________, companies work together to facilitate the trading process.

In the ________ stage of the buying process, the alert business marketer can help the buyers define their needs and provide information about the value of different product characteristics.

Business demand that ultimately comes from the demand for consumer goods is known as ________ demand.

Which of the following is true about business purchases?

Many buyers prefer multiple sources of supplies ________.

Digital and social media's role in business-to-business marketing enhances all of the following EXCEPT ________.

In the business buying process, business buyers determine which products and services their organizations need to purchase.

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Buyer Behavior

Customer Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Personal Selling and Sales Promotion

Direct, Online, Social Media, and Mobile Marketing

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters