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

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.Dr.Albrecht, who runs a solo practice in a small town, located some articles on the chemical sterilizer and read about how the suggested machine works.After gathering more information and talking to salespeople, Dr.Albrecht placed his order for the machine.In terms of the buying centre, Dr.Albrecht had the role of ________.

(Multiple Choice)

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Question 61

Aeroxchange.com was founded by thirteen airline companies as a Web site where the companies could purchase all the goods and services for their operations, excluding aircraft and fuel.Selected suppliers were invited to partner with these airlines at this site.Items that are traded through Aeroxchange include a wide range of airline-specific products and services, such as engine components and maintenance.Aeroxchange is an example of a(n) ________.

(Multiple Choice)

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Question 62

Which of the following is geared primarily to corporate professionals?

(Multiple Choice)

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Question 63

________ do not actually produce goods, but they do provide their customers with the time, place, and possession utility by making goods available when and where consumers want them.

(Multiple Choice)

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Question 64

Identify and then explain which of the three business-to-business buy classes applies to the following scenario.Although companies have purchased printers and copiers before, Xerox now offers them a multitasking machine that prints, copies, scans, and faxes.

(Essay)

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Question 65

A company uses a(n)________ to allow certain suppliers, customers, and others outside the organization to access its internal system.

(Multiple Choice)

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Question 66

Identify and then explain which of the three business-to-business buyclasses applies to the following scenario.A growing business that needs an advertising agency for the first time seeks exhaustive information from several agencies before selecting one.

(Essay)

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Question 67

The success of one company in one industry may depend on another company in a different industry.This dependence creates ________.

(Multiple Choice)

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Question 68

During the ________ stage of the business buying decision process, total spending for the product is considered.

(Multiple Choice)

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Question 69

Identify two postpurchase evaluation metrics that may be used in the B2B buying process.

(Essay)

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Question 70

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

(True/False)

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Question 71

What are the steps in the business-to-business buying decision process? Discuss how they are different from the steps in the consumer decision process.

(Essay)

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Question 72

Inelastic demand for a product means that if the product's price goes up, demand for it increases, but if a product's price goes down, demand decreases.

(True/False)

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Question 73

A consumer products company contracts with several advertising agencies to promote its brands at home and around the globe.An opera buys costumes, sets, and programs.Mister's Diner buys a case of canned peas from JQ's Wholesale Club.The U.S.government places an order for 3,000 new computers.What does each of the transactions have in common? Explain.

(Essay)

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Question 74

Which of the following is a job title for a professional buyer?

(Multiple Choice)

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Question 75

When a business needs to make a complex purchase, it is most likely to form a buying centre during the ________ stage of the business buying decision process.

(Multiple Choice)

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Question 76

To purchase an item from an Internet site, you will be asked to provide a credit card number.Because of ________, a computer hacker who intercepts this number as it is being sent to the seller would likely see £D¥$&0PDJLJL, or something equally as meaningless.

(Multiple Choice)

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Question 77

Which of the following statements about buying centres is true?

(Multiple Choice)

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Question 78

A patient of Dr.Albrecht told the dentist he needed to buy a machine that would sterilize his tools without using any water because water tends to cause the tools to rust or corrode over time.In terms of the buying centre, the patient had the role of ________.

(Multiple Choice)

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Question 79

Don Brady is responsible for obtaining price quotations from various vendors.After reviewing them, Don then determines whether or not to include the vendor on the approved vendor list.Don apparently plays two roles in the buying centre, that of and .

(Multiple Choice)

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Question 80

Showing 61 - 80 of 150

Which of the following is geared primarily to corporate professionals?

________ do not actually produce goods, but they do provide their customers with the time, place, and possession utility by making goods available when and where consumers want them.

Identify and then explain which of the three business-to-business buy classes applies to the following scenario.Although companies have purchased printers and copiers before, Xerox now offers them a multitasking machine that prints, copies, scans, and faxes.

A company uses a(n)________ to allow certain suppliers, customers, and others outside the organization to access its internal system.

Identify and then explain which of the three business-to-business buyclasses applies to the following scenario.A growing business that needs an advertising agency for the first time seeks exhaustive information from several agencies before selecting one.

The success of one company in one industry may depend on another company in a different industry.This dependence creates ________.

During the ________ stage of the business buying decision process, total spending for the product is considered.

Identify two postpurchase evaluation metrics that may be used in the B2B buying process.

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

What are the steps in the business-to-business buying decision process? Discuss how they are different from the steps in the consumer decision process.

Inelastic demand for a product means that if the product's price goes up, demand for it increases, but if a product's price goes down, demand decreases.

Which of the following is a job title for a professional buyer?

When a business needs to make a complex purchase, it is most likely to form a buying centre during the ________ stage of the business buying decision process.

To purchase an item from an Internet site, you will be asked to provide a credit card number.Because of ________, a computer hacker who intercepts this number as it is being sent to the seller would likely see £D¥$&0PDJLJL, or something equally as meaningless.

Which of the following statements about buying centres is true?

A patient of Dr.Albrecht told the dentist he needed to buy a machine that would sterilize his tools without using any water because water tends to cause the tools to rust or corrode over time.In terms of the buying centre, the patient had the role of ________.

Don Brady is responsible for obtaining price quotations from various vendors.After reviewing them, Don then determines whether or not to include the vendor on the approved vendor list.Don apparently plays two roles in the buying centre, that of and .

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?

Which of the following is geared primarily to corporate professionals?

________ do not actually produce goods, but they do provide their customers with the time, place, and possession utility by making goods available when and where consumers want them.

Identify and then explain which of the three business-to-business buy classes applies to the following scenario.Although companies have purchased printers and copiers before, Xerox now offers them a multitasking machine that prints, copies, scans, and faxes.

A company uses a(n)________ to allow certain suppliers, customers, and others outside the organization to access its internal system.

Identify and then explain which of the three business-to-business buyclasses applies to the following scenario.A growing business that needs an advertising agency for the first time seeks exhaustive information from several agencies before selecting one.

The success of one company in one industry may depend on another company in a different industry.This dependence creates ________.

During the ________ stage of the business buying decision process, total spending for the product is considered.

Identify two postpurchase evaluation metrics that may be used in the B2B buying process.

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

What are the steps in the business-to-business buying decision process? Discuss how they are different from the steps in the consumer decision process.

Inelastic demand for a product means that if the product's price goes up, demand for it increases, but if a product's price goes down, demand decreases.

Which of the following is a job title for a professional buyer?

When a business needs to make a complex purchase, it is most likely to form a buying centre during the ________ stage of the business buying decision process.

To purchase an item from an Internet site, you will be asked to provide a credit card number.Because of ________, a computer hacker who intercepts this number as it is being sent to the seller would likely see £D¥$&0PDJLJL, or something equally as meaningless.

Which of the following statements about buying centres is true?

A patient of Dr.Albrecht told the dentist he needed to buy a machine that would sterilize his tools without using any water because water tends to cause the tools to rust or corrode over time.In terms of the buying centre, the patient had the role of ________.

Don Brady is responsible for obtaining price quotations from various vendors.After reviewing them, Don then determines whether or not to include the vendor on the approved vendor list.Don apparently plays two roles in the buying centre, that of ________ and ________.

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

Don Brady is responsible for obtaining price quotations from various vendors.After reviewing them, Don then determines whether or not to include the vendor on the approved vendor list.Don apparently plays two roles in the buying centre, that of and .