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Exam 7: Business Markets and Business Buyer Behaviour

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Question 51

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Someone who provides information for evaluating the alternative purchase decisions and helps define and set specifications for evaluating alternatives for purchasing is often called a(n)________.

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Question 52

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In routine buying situations,which members of the buying centre have formal or informal power to select or approve the final suppliers?

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

F) All of the above
G) C) and E)

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Question 53

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You regularly purchase cleaning supplies for your custodial staff,using the same vendor and ordering relatively consistent amounts of the same products with each purchase.This is an example of a ________ situation.

During which stage of the business buying process is a buyer most likely to conduct a value analysis,carefully studying components to determine if they can be redesigned,standardized,or made less expensively?

Worthington Farm raises chickens.For years,it has used wooden coops for hauling its poultry to market.When Bob Worthington went to reuse some of his coops,he noticed many of them could not be sufficiently cleaned for reuse and needed to be replaced.Worthington was at which stage of the business buying process when he decided to replace his old coops?

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

You call in a department manager to assist in a purchase of industrial equipment.You are considering a change in product specifications,terms,and possibly suppliers.This is most likely a ________ situation.

The main differences between business and consumer markets include market structure and demand,the nature of the buying unit,and the types of decisions.

Online purchasing is standard procedure for most companies today.

Proposals should be marketing documents and not just technical documents.

In which stage of the business buying process is a supplier's task to make sure that the supplier is giving the buyer the expected satisfaction?

A business marketer normally deals with far fewer buyers than the consumer marketer does.

The business buying decision process is often more ________ than the consumer buying decision process is.For example,large business purchasers usually call for detailed product specifications,written purchase orders,careful supplier searches,and formal approval where small purchasers may not.

Business demand ultimately derives from the demand for consumer goods and services.

Demand in business markets is subject to more fluctuation than in consumer markets.

How can marketers influence business buyers who are in the problem recognition stage?

To ensure an adequate and available supply of key scarce materials,many companies are now willing to ________.

Sage Inc.provides food services to schools,hospitals,and nursing homes in the Midwest.Management at Sage is involved in the ________ market.

Which environmental factor is the reason that many companies now are more willing to buy and hold larger inventories of scarce materials to ensure adequate supply?

During the ________ stage of the business buying decision process,the buying centre assesses the proposals.