Question 1

Who among the following does NOT participate in the purchase decision process of a buying organization?

Accepted Answer

A)  individuals who use the product or service 
B)  individuals who influence the buying decision 
C)  individuals who make the buying decision 
D)  individuals who supply raw materials 
E)  individuals who control the flow of information to others

Question 2

A marketer wanting to determine business buyer behavior is most likely to ask which of the following questions?

Accepted Answer

A)  Are buyers sensitive toward price changes in consumer markets? 
B)  What are the major influences on buyers? 
C)  Are niche markets more profitable than mass markets? 
D)  How do interpersonal factors affect organizational performance? 
E)  Is the role of gatekeepers relevant in the international business environment?

Question 3

Which of the following is an environmental factor that influences business buyers?

Accepted Answer

A)  organizational procedures 
B)  individual motives 
C)  organizational objectives 
D)  supply of key materials 
E)  group dynamics

Question 4

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.
-In this scenario, which of the following had the greatest influence on the business buying behavior at Alpha Stampings?

Accepted Answer

A)  individual preferences 
B)  organizational structure 
C)  interpersonal influences 
D)  technological changes 
E)  cultures and customs

Question 5

Solutions selling ________.

Accepted Answer

A)  is often a key business marketing strategy for winning and holding accounts 
B)  refers to a business buying situation in which the buyer purchases a product or service for the first time 
C)  refers to a business buying situation in which the buyer wants to modify product specifications, prices, terms, or suppliers 
D)  is equivalent to cold calling 
E)  refers to a business buying situation in which the buyer routinely reorders something without any modifications

Question 6

Most businesses that manufacture products for the consumer market also sell directly to consumers.

Accepted Answer

A) True 
 B)False

Question 7

Peter Adams, an entrepreneur, decided to start a new technology venture. As he needed servers and computers for his company, he decided to order these from a local vendor who was offering attractive discounts. In this instance, Peter ________.

Accepted Answer

A)  faces a new task situation 
B)  faces a modified rebuy situation 
C)  is most likely to benefit the most from reverse auction 
D)  faces the need for product differentiation 
E)  plans to attract customers by offering products at below-market prices

Question 8

All of the following are difficulties associated with selling to government buyers EXCEPT ________.

Accepted Answer

A)  excessive paperwork 
B)  bureaucracy 
C)  strict regulations 
D)  high advertising costs 
E)  decision-making delays

Question 9

In which of the following would the buyer reorder a product without any modifications?

Accepted Answer

A)  reverse auction 
B)  solution selling 
C)  new task 
D)  straight rebuy 
E)  modified rebuy

Question 10

Which of the following is NOT part of the business market?

Accepted Answer

A)  Kruger Group sells interior security systems to resorts. 
B)  A country club buys safety equipment for its swimming pool. 
C)  Maria Theresa shops for her family's groceries at the local Whole Foods store. 
D)  A firm buys laptops from Dell for company salespeople to use when traveling. 
E)  Airmark sells a vinyl printing press to a manufacturer of plastic storage containers.

Question 11

In the performance review stage, the seller or the buyer may modify, continue, or cancel the business arrangement.

Accepted Answer

A) True 
 B)False

Question 12

Phoi Nguyen, a manufacturing mechanic, determines that the molds for manufacturing plastic jar lids are wearing out sooner than expected. Phoi contacts her manager to request that the parts be reordered. In this instance, Phoi played the role of a(n) ________.

Accepted Answer

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

Question 13

Rudolf Technologies Inc. decided to enter the automobile service market. Consequently, the company decided to procure the tools and machines needed from a reputable supplier. Rudolf Technologies is facing ________.

Accepted Answer

A)  a new task situation 
B)  a modified rebuy situation 
C)  negative competition 
D)  the need to outsource its primary service offering 
E)  the pressure to diversify its market

Question 14

The ________ refer(s) to all the individuals and units that play a role in the purchase decision-making process.

Accepted Answer

A)  users 
B)  influencers 
C)  buying center 
D)  gatekeepers 
E)  systems sellers

Question 15

Why is the business buying process more formalized than the consumer buying process?

Accepted Answer

The answer of Why is the business buying process more...

Question 16

Business buyers are heavily influenced by factors in the current and expected economic environment, such as ________.

Accepted Answer

A)  level of primary demand 
B)  organizational objectives 
C)  group dynamics 
D)  individual motives 
E)  culture and customs

Question 17

What is product value analysis?

Accepted Answer

The answer of What is product value analysis?...

Question 18

________ refers to the stage of the business buying process in which the buying organization decides on and specifies the best technical product characteristics for a needed item.

Accepted Answer

A)  Performance review 
B)  General needs description 
C)  Product development 
D)  Proposal solicitation 
E)  Product specification

Question 19

________ occurs when someone in the company identifies a need that can be met by acquiring a specific product or service.

Accepted Answer

A)  Solutions selling 
B)  Proposal solicitation 
C)  Problem recognition 
D)  Performance review 
E)  Real-time marketing

Question 20

E-procurement has caused the time between order and delivery to increase significantly.

Accepted Answer

A) True 
 B)False

Exam 6: Business Markets and Business Buyer Behavior

Who among the following does NOT participate in the purchase decision process of a buying organization?

A marketer wanting to determine business buyer behavior is most likely to ask which of the following questions?

Which of the following is an environmental factor that influences business buyers?

Solutions selling ________.

Most businesses that manufacture products for the consumer market also sell directly to consumers.

Peter Adams, an entrepreneur, decided to start a new technology venture. As he needed servers and computers for his company, he decided to order these from a local vendor who was offering attractive discounts. In this instance, Peter ________.

All of the following are difficulties associated with selling to government buyers EXCEPT ________.

In which of the following would the buyer reorder a product without any modifications?

Which of the following is NOT part of the business market?

In the performance review stage, the seller or the buyer may modify, continue, or cancel the business arrangement.

Phoi Nguyen, a manufacturing mechanic, determines that the molds for manufacturing plastic jar lids are wearing out sooner than expected. Phoi contacts her manager to request that the parts be reordered. In this instance, Phoi played the role of a(n) ________.

Rudolf Technologies Inc. decided to enter the automobile service market. Consequently, the company decided to procure the tools and machines needed from a reputable supplier. Rudolf Technologies is facing ________.

The ________ refer(s) to all the individuals and units that play a role in the purchase decision-making process.

Why is the business buying process more formalized than the consumer buying process?

Business buyers are heavily influenced by factors in the current and expected economic environment, such as ________.

What is product value analysis?

________ refers to the stage of the business buying process in which the buying organization decides on and specifies the best technical product characteristics for a needed item.

________ occurs when someone in the company identifies a need that can be met by acquiring a specific product or service.

E-procurement has caused the time between order and delivery to increase significantly.