Question 1

The group of people in the organization who participate in the purchase decision-making process is referred to as the ________.

Accepted Answer

A) buyer institution 
B) resource centre 
C) buying centre 
D) purchasing hierarchy 
E) purchasing office 
A) buyer institution 
B) resource centre 
C) buying centre 
D) purchasing hierarchy 
E) purchasing office

Question 2

The ________ is the member of the buying centre whose primary function is handling the details of the transaction.

Accepted Answer

A) buyer 
B) gatekeeper 
C) decider 
D) initiator 
E) influencer 
A) buyer 
B) gatekeeper 
C) decider 
D) initiator 
E) influencer

Question 3

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

Accepted Answer

A) True 
 B)False

Question 4

Organizational markets differ from consumer markets in that organizational markets ________.

Accepted Answer

A) have a high number of purchases that are low risk and low cost 
B) have derived demand 
C) are not geographically concentrated 
D) have a single individual in the role of decision maker 
E) involve more frequent purchases 
A) have a high number of purchases that are low risk and low cost 
B) have derived demand 
C) are not geographically concentrated 
D) have a single individual in the role of decision maker 
E) involve more frequent purchases

Question 5

Not-for-profit institutions such as the Salvation Army and the Red Cross belong to the ________ class of B2B consumers.

Accepted Answer

A) raw material 
B) producer 
C) organization 
D) commerce 
E) reseller 
A) raw material 
B) producer 
C) organization 
D) commerce 
E) reseller

Question 6

When a product has ________ demand, an increase or decrease in the price of the product has little or no effect on the demand for the product.

Accepted Answer

A) elastic 
B) joint 
C) derived 
D) inelastic 
E) fixed 
A) elastic 
B) joint 
C) derived 
D) inelastic 
E) fixed

Question 7

One year many customers' machinery wears out and needs to be replaced.The following year no customers need new machinery.This is an example of ________ demand.

Accepted Answer

A) inelastic 
B) fluctuating 
C) elastic 
D) consumer 
E) static 
A) inelastic 
B) fluctuating 
C) elastic 
D) consumer 
E) static

Question 8

Which of the following would most likely be used by a hacker to intercept and read online communications?

Accepted Answer

A) back-translation 
B) encryption 
C) a sniffer 
D) authentication 
E) a firewall 
A) back-translation 
B) encryption 
C) a sniffer 
D) authentication 
E) a firewall

Question 9

The first step in the business buying decision process is ________.

Accepted Answer

A) recognize the problem 
B) current vendor analysis 
C) search for information 
D) select the supplier 
E) evaluate the alternatives 
A) recognize the problem 
B) current vendor analysis 
C) search for information 
D) select the supplier 
E) evaluate the alternatives

Question 10

Suppliers, customers, and employees have ready access to a company's intranet.

Accepted Answer

A) True 
 B)False

Question 11

When a dentist's office manager orders latex gloves, disposable masks, file folders, and complementary toothbrushes to give to patients, he is most likely making a(n)________.

Accepted Answer

A) straight rebuy 
B) complex-task purchase 
C) modified rebuy 
D) new-task purchase 
E) intranet exchange 
A) straight rebuy 
B) complex-task purchase 
C) modified rebuy 
D) new-task purchase 
E) intranet exchange

Question 12

An intranet would NOT be used for which of the following?

Accepted Answer

A) videoconferencing 
B) communicating with geographically dispersed branches of an organization 
C) training employees 
D) distributing internal documents 
E) communicating with the supplier network 
A) videoconferencing 
B) communicating with geographically dispersed branches of an organization 
C) training employees 
D) distributing internal documents 
E) communicating with the supplier network

Question 13

How does reverse marketing work?

Accepted Answer

Reverse marketing changes the marketing

Question 14

Identify an advantage and disadvantage of implementing multiple sourcing.

Accepted Answer

Multiple sourcing means buying a product

Question 15

Which of the following are tools used by hackers and Internet criminals to disrupt individual computers and entire company systems?

Accepted Answer

A) encryption and authentication 
B) worms and viruses 
C) sniffers and webinars 
D) firewalls and decoders 
E) passwords and private exchanges 
A) encryption and authentication 
B) worms and viruses 
C) sniffers and webinars 
D) firewalls and decoders 
E) passwords and private exchanges

Question 16

In what type of purchase would one person most likely assume all or most buying centre roles?

Accepted Answer

One person will likely play al

Question 17

Another name for business-to-business markets is organizational markets.

Accepted Answer

A) True 
 B)False

Question 18

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

Accepted Answer

A) needs hierarchy 
B) purchase continuum 
C) buy class framework 
D) buying centre continuum 
E) need-response framework 
A) needs hierarchy 
B) purchase continuum 
C) buy class framework 
D) buying centre continuum 
E) need-response framework

Question 19

Explain the buyer centre role of the influencer.

Accepted Answer

An influencer provides advice

Question 20

The Green Awning is a flower and gift store.When its owner purchases the green foam used in the bottom of vases of cut flowers, floral tape used in flower arrangements, and gift cards, she is most likely making a ________.

Accepted Answer

A) straight rebuy 
B) complex-task purchase 
C) modified rebuy 
D) new-task buy 
E) gatekeeping buy 
A) straight rebuy 
B) complex-task purchase 
C) modified rebuy 
D) new-task buy 
E) gatekeeping buy

The group of people in the organization who participate in the purchase decision-making process is referred to as the ________.

The ________ is the member of the buying centre whose primary function is handling the details of the transaction.

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

Organizational markets differ from consumer markets in that organizational markets ________.

Not-for-profit institutions such as the Salvation Army and the Red Cross belong to the ________ class of B2B consumers.

When a product has ________ demand, an increase or decrease in the price of the product has little or no effect on the demand for the product.

One year many customers' machinery wears out and needs to be replaced.The following year no customers need new machinery.This is an example of ________ demand.

Which of the following would most likely be used by a hacker to intercept and read online communications?

The first step in the business buying decision process is ________.

Suppliers, customers, and employees have ready access to a company's intranet.

When a dentist's office manager orders latex gloves, disposable masks, file folders, and complementary toothbrushes to give to patients, he is most likely making a(n)________.

An intranet would NOT be used for which of the following?

How does reverse marketing work?

Identify an advantage and disadvantage of implementing multiple sourcing.

Which of the following are tools used by hackers and Internet criminals to disrupt individual computers and entire company systems?

In what type of purchase would one person most likely assume all or most buying centre roles?

Another name for business-to-business markets is organizational markets.

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

Explain the buyer centre role of the influencer.

The Green Awning is a flower and gift store.When its owner purchases the green foam used in the bottom of vases of cut flowers, floral tape used in flower arrangements, and gift cards, she is most likely making a ________.

Welcome to the World of Marketing: Create and Deliver Value

Strategic Market Planning: Take the Big Picture

Marketing Research: Gather, Analyze, and Use Information

Consumer Behaviour: How and Why We Buy ?

Sharpen the Focus: Target Marketing Strategies and Customer Relationship

Create the Product

Manage the Product

Price the Product

One to Many to Many to Many: Traditional and New Media

Advertising, Public Relations, Promotions, Direct Marketing and Personal Selling

Deliver the Value Through Supply Chain Management, Channels of Distribution, and Logistics

Filters

Exam 5: Business-To-Business Markets: How and Why Organizations Buy?

The group of people in the organization who participate in the purchase decision-making process is referred to as the ________.

The ________ is the member of the buying centre whose primary function is handling the details of the transaction.

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

Organizational markets differ from consumer markets in that organizational markets ________.

Not-for-profit institutions such as the Salvation Army and the Red Cross belong to the ________ class of B2B consumers.

When a product has ________ demand, an increase or decrease in the price of the product has little or no effect on the demand for the product.

One year many customers' machinery wears out and needs to be replaced.The following year no customers need new machinery.This is an example of ________ demand.

Which of the following would most likely be used by a hacker to intercept and read online communications?

The first step in the business buying decision process is ________.

Suppliers, customers, and employees have ready access to a company's intranet.

When a dentist's office manager orders latex gloves, disposable masks, file folders, and complementary toothbrushes to give to patients, he is most likely making a(n)________.

An intranet would NOT be used for which of the following?

How does reverse marketing work?

Identify an advantage and disadvantage of implementing multiple sourcing.

Which of the following are tools used by hackers and Internet criminals to disrupt individual computers and entire company systems?

In what type of purchase would one person most likely assume all or most buying centre roles?

Another name for business-to-business markets is organizational markets.

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

Explain the buyer centre role of the influencer.

The Green Awning is a flower and gift store.When its owner purchases the green foam used in the bottom of vases of cut flowers, floral tape used in flower arrangements, and gift cards, she is most likely making a ________.

Welcome to the World of Marketing: Create and Deliver Value

Strategic Market Planning: Take the Big Picture

Marketing Research: Gather, Analyze, and Use Information

Consumer Behaviour: How and Why We Buy ?

Sharpen the Focus: Target Marketing Strategies and Customer Relationship

Create the Product

Manage the Product

Price the Product

One to Many to Many to Many: Traditional and New Media

Advertising, Public Relations, Promotions, Direct Marketing and Personal Selling

Deliver the Value Through Supply Chain Management, Channels of Distribution, and Logistics

Filters