Question 1

Government purchases differ from the purchases made by institutional organizations in that institutional organizations:

Accepted Answer

A)  make relatively large purchases and consider a wide range of factors in their purchases. 
B)  may not always purchase from the vendor with the lowest price. 
C)  need to make purchases that comply with the policy guidelines and trade rules set by the World Trade Organization. 
D)  have relatively small budgets and therefore seek the best value when buying products and services. 
E)  have to disclose their purchase decisions and practices to the public. 
A)  make relatively large purchases and consider a wide range of factors in their purchases. 
B)  may not always purchase from the vendor with the lowest price. 
C)  need to make purchases that comply with the policy guidelines and trade rules set by the World Trade Organization. 
D)  have relatively small budgets and therefore seek the best value when buying products and services. 
E)  have to disclose their purchase decisions and practices to the public.

Question 2

The buyer is often the only member of the buying centre involved in the process in a:

Accepted Answer

A)  modified rebuy. 
B)  supplier buy. 
C)  straight rebuy. 
D)  new buy. 
E)  discount buy. 
A)  modified rebuy. 
B)  supplier buy. 
C)  straight rebuy. 
D)  new buy. 
E)  discount buy.

Question 3

A car company invites bids from suppliers for leather to make seat covers.The company receives several proposals,out of which three of the bids comply with its requirements.Kim,who heads the selection panel,finalizes a particular supplier after the negotiations.Kim is a(n):

Accepted Answer

A)  initiator. 
B)  decider. 
C)  buyer. 
D)  influencer. 
E)  mediator. 
A)  initiator. 
B)  decider. 
C)  buyer. 
D)  influencer. 
E)  mediator.

Question 4

Which of the following marketing intermediaries resell manufactured products without significantly altering their form?

Accepted Answer

A)  Gatekeepers 
B)  Producers 
C)  Buyers 
D)  Wholesalers 
E)  Users 
A)  Gatekeepers 
B)  Producers 
C)  Buyers 
D)  Wholesalers 
E)  Users

Question 5

Which of the following examples is similar to the decision-making process in a consultative buying centre?

Accepted Answer

A)  James,the head of the core committee of a manufacturing firm,decides on the final value of the bid in a proposal without consulting the committee members. 
B)  Charles,a member of the expert committee consisting of 12 members,decides on a particular advertisement to be used in a marketing campaign,as the ad has been approved by 4 members of the committee. 
C)  Mark,who heads a team of qualified professionals,decides on a particular design for a product,after receiving input from the other members of the team. 
D)  David,the chief editor of a magazine,has the complete authority to make the final decision about which articles will be published in the magazine without informing the writers. 
E)  Kenneth,the head of an expert committee in a construction company,decides to buy raw materials from a particular supplier after all the experts agree that the firm will benefit from a deal with this particular supplier. 
A)  James,the head of the core committee of a manufacturing firm,decides on the final value of the bid in a proposal without consulting the committee members. 
B)  Charles,a member of the expert committee consisting of 12 members,decides on a particular advertisement to be used in a marketing campaign,as the ad has been approved by 4 members of the committee. 
C)  Mark,who heads a team of qualified professionals,decides on a particular design for a product,after receiving input from the other members of the team. 
D)  David,the chief editor of a magazine,has the complete authority to make the final decision about which articles will be published in the magazine without informing the writers. 
E)  Kenneth,the head of an expert committee in a construction company,decides to buy raw materials from a particular supplier after all the experts agree that the firm will benefit from a deal with this particular supplier.

Question 6

A mining corporation is negotiating the terms of sale with one of the vendors that has responded to its request for proposal (RFP).In which of the following stages of the business-to-business (B2B)buying process is this negotiation activity found?

Accepted Answer

A)  Purchase 
B)  Need recognition 
C)  RFP process 
D)  Proposal analysis and supplier selection 
E)  Vendor performance assessment 
A)  Purchase 
B)  Need recognition 
C)  RFP process 
D)  Proposal analysis and supplier selection 
E)  Vendor performance assessment

Question 7

The first stage of the B2B buying process involves:

Accepted Answer

A)  consideration of alternative solutions to derive potential specifications. 
B)  posting of RFP needs on the company website to invite alternative suppliers. 
C)  analysis of RFP proposals. 
D)  vendor negotiation and selection. 
E)  need recognition through either internal or external sources. 
A)  consideration of alternative solutions to derive potential specifications. 
B)  posting of RFP needs on the company website to invite alternative suppliers. 
C)  analysis of RFP proposals. 
D)  vendor negotiation and selection. 
E)  need recognition through either internal or external sources.

Question 8

How does business-to-business (B2B)buying behaviour differ from B2C buying behaviour in marketing?

Accepted Answer

In B2B markets: • direct selling is the

Question 9

Arthur,an executive who works for a pizza chain,determines that the cheese used in the company's pizzas should be bought from a particular vendor,White Cubes Inc.He believes that White Cubes produces cheese that has a great taste and texture and that it suits the recipes that consumers enjoy at his outlets.The role played by Arthur is that of a(n):

Accepted Answer

A)  influencer. 
B)  buyer. 
C)  mediator. 
D)  decider. 
E)  user. 
A)  influencer. 
B)  buyer. 
C)  mediator. 
D)  decider. 
E)  user.

Question 10

Graelona Stores receives a number of responses to its request for proposal (RFP).On what basis will Graelona Stores choose a particular supplier from all the proposals it receives in response to its RFP?

Accepted Answer

Graelona Stores,in conjunction with its

Question 11

One of the roles of the decider in a buying centre is to:

Accepted Answer

A)  consume the product or service purchased by the gatekeeper. 
B)  determine how to buy a product. 
C)  suggest buying a particular product. 
D)  control information or access to influencers. 
E)  handle the paperwork of the purchase. 
A)  consume the product or service purchased by the gatekeeper. 
B)  determine how to buy a product. 
C)  suggest buying a particular product. 
D)  control information or access to influencers. 
E)  handle the paperwork of the purchase.

Question 12

Which of the following is true about a straight buy?

Accepted Answer

A)  The buyer orders a previously purchased product with some modifications. 
B)  The buyer is often the only member of the buying centre involved in the process. 
C)  The buying centre is likely to proceed through all six steps of the buying process. 
D)  The buying organization does not have any experience with the ordered product. 
E)  The buying process involves many people in the buying decision. 
A)  The buyer orders a previously purchased product with some modifications. 
B)  The buyer is often the only member of the buying centre involved in the process. 
C)  The buying centre is likely to proceed through all six steps of the buying process. 
D)  The buying organization does not have any experience with the ordered product. 
E)  The buying process involves many people in the buying decision.

Question 13

Frank is an administrative assistant at a university.He has access to all the records and information pertaining to students,such as race,social class,family connections,and athletic ability.He restricts administrators from accessing this information,so that the admission process is not affected by these factors and is fair to students.In a buying centre context,Frank's role is similar to the role of a(n):

Accepted Answer

A)  influencer. 
B)  decider. 
C)  initiator. 
D)  user. 
E)  gatekeeper. 
A)  influencer. 
B)  decider. 
C)  initiator. 
D)  user. 
E)  gatekeeper.

Question 14

An influencer is a buying centre participant who:

Accepted Answer

A)  handles the paperwork of the actual purchase. 
B)  ultimately determines the entire buying process. 
C)  controls information or access,or both,to decision makers. 
D)  consumes or uses the product or service. 
E)  persuades other members in making the final decision with his or her views. 
A)  handles the paperwork of the actual purchase. 
B)  ultimately determines the entire buying process. 
C)  controls information or access,or both,to decision makers. 
D)  consumes or uses the product or service. 
E)  persuades other members in making the final decision with his or her views.

Question 15

The stage of the business-to-business buying process in which companies invite alternative suppliers to bid on supplying their required components is referred to as:

Accepted Answer

A)  product specification. 
B)  proposal analysis. 
C)  supplier selection. 
D)  order specification. 
E)  the request-for-proposals process. 
A)  product specification. 
B)  proposal analysis. 
C)  supplier selection. 
D)  order specification. 
E)  the request-for-proposals process.

Question 16

All business-to-business purchases go through each stage of the buying process with the same intensity.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following is the most complete source of Canadian public tenders,private tenders,U.S.tenders,and private sector construction news available in Canada?

Accepted Answer

A)  Statistics Canada 
B)  Business Exchange Magazine 
C)  NAFTA 
D)  MERX 
E)  Business Access Canada 
A)  Statistics Canada 
B)  Business Exchange Magazine 
C)  NAFTA 
D)  MERX 
E)  Business Access Canada

Question 18

Which stages in the B2B buying process are more formal and structured compared to the B2C buying process?

Accepted Answer

A)  Sales strategy and postpurchase evaluation 
B)  Customer value creation and government regulation 
C)  Information search and alternative evaluation 
D)  Need recognition and alternative evaluation 
E)  Order specification and performance analysis 
A)  Sales strategy and postpurchase evaluation 
B)  Customer value creation and government regulation 
C)  Information search and alternative evaluation 
D)  Need recognition and alternative evaluation 
E)  Order specification and performance analysis

Question 19

In comparison with purchases made by government organizations,which of the following statements is true of institutional buyers?

Accepted Answer

A)  They rarely disclose their purchase decisions and practices. 
B)  They are subject to heavy public scrutiny. 
C)  They are less likely to engage in reciprocal buying. 
D)  They usually opt for a supplier that quotes the highest price. 
E)  They traditionally make much larger purchases. 
A)  They rarely disclose their purchase decisions and practices. 
B)  They are subject to heavy public scrutiny. 
C)  They are less likely to engage in reciprocal buying. 
D)  They usually opt for a supplier that quotes the highest price. 
E)  They traditionally make much larger purchases.

Question 20

What is business-to-business (B2B)marketing?

Accepted Answer

Business-to-business marketing refers to

Government purchases differ from the purchases made by institutional organizations in that institutional organizations:

The buyer is often the only member of the buying centre involved in the process in a:

A car company invites bids from suppliers for leather to make seat covers.The company receives several proposals,out of which three of the bids comply with its requirements.Kim,who heads the selection panel,finalizes a particular supplier after the negotiations.Kim is a(n):

Which of the following marketing intermediaries resell manufactured products without significantly altering their form?

Which of the following examples is similar to the decision-making process in a consultative buying centre?

A mining corporation is negotiating the terms of sale with one of the vendors that has responded to its request for proposal (RFP).In which of the following stages of the business-to-business (B2B)buying process is this negotiation activity found?

The first stage of the B2B buying process involves:

How does business-to-business (B2B)buying behaviour differ from B2C buying behaviour in marketing?

Graelona Stores receives a number of responses to its request for proposal (RFP).On what basis will Graelona Stores choose a particular supplier from all the proposals it receives in response to its RFP?

One of the roles of the decider in a buying centre is to:

Which of the following is true about a straight buy?

An influencer is a buying centre participant who:

The stage of the business-to-business buying process in which companies invite alternative suppliers to bid on supplying their required components is referred to as:

All business-to-business purchases go through each stage of the buying process with the same intensity.

Which of the following is the most complete source of Canadian public tenders,private tenders,U.S.tenders,and private sector construction news available in Canada?

Which stages in the B2B buying process are more formal and structured compared to the B2C buying process?

In comparison with purchases made by government organizations,which of the following statements is true of institutional buyers?

What is business-to-business (B2B)marketing?

Overview of Marketing

Developing Marketing Strategies and a Marketing Plan

Marketing Ethics

Analyzing the Market Environment

Business-To-Business Marketing

Global Marketing

Segmentation, Targeting, and Positioning

Marketing Research

Product, Branding, and Packaging Decisions

Developing New Products

Services: The Intangible Product

Pricing Concepts for Establishing Value

Strategic Pricing Methods

Supply Chain and Channel Management

Retailing and Multichannel Marketing

Integrated Marketing Communications

Advertising, Public Relations, and Sales Promotions

Filters

Exam 5: Consumer Behavior

Government purchases differ from the purchases made by institutional organizations in that institutional organizations:

The buyer is often the only member of the buying centre involved in the process in a:

A car company invites bids from suppliers for leather to make seat covers.The company receives several proposals,out of which three of the bids comply with its requirements.Kim,who heads the selection panel,finalizes a particular supplier after the negotiations.Kim is a(n):

Which of the following marketing intermediaries resell manufactured products without significantly altering their form?

Which of the following examples is similar to the decision-making process in a consultative buying centre?

A mining corporation is negotiating the terms of sale with one of the vendors that has responded to its request for proposal (RFP).In which of the following stages of the business-to-business (B2B)buying process is this negotiation activity found?

The first stage of the B2B buying process involves:

How does business-to-business (B2B)buying behaviour differ from B2C buying behaviour in marketing?

Graelona Stores receives a number of responses to its request for proposal (RFP).On what basis will Graelona Stores choose a particular supplier from all the proposals it receives in response to its RFP?

One of the roles of the decider in a buying centre is to:

Which of the following is true about a straight buy?

An influencer is a buying centre participant who:

The stage of the business-to-business buying process in which companies invite alternative suppliers to bid on supplying their required components is referred to as:

All business-to-business purchases go through each stage of the buying process with the same intensity.

Which of the following is the most complete source of Canadian public tenders,private tenders,U.S.tenders,and private sector construction news available in Canada?

Which stages in the B2B buying process are more formal and structured compared to the B2C buying process?

In comparison with purchases made by government organizations,which of the following statements is true of institutional buyers?

What is business-to-business (B2B)marketing?

Overview of Marketing

Developing Marketing Strategies and a Marketing Plan

Marketing Ethics

Analyzing the Market Environment

Business-To-Business Marketing

Global Marketing

Segmentation, Targeting, and Positioning

Marketing Research

Product, Branding, and Packaging Decisions

Developing New Products

Services: The Intangible Product

Pricing Concepts for Establishing Value

Strategic Pricing Methods

Supply Chain and Channel Management

Retailing and Multichannel Marketing

Integrated Marketing Communications

Advertising, Public Relations, and Sales Promotions

Filters