Question 1

Gillette Shows of Pittsfield,Massachusetts,is a touring carnival company.In a season,it will do shows in New York and most of the New England states.The show has nineteen different rides and attractions.The owner made the decision to buy a new ride for the carnival.He paid $405,000 for a ride called The Typhoon,which became its most popular ride.The purchase of The Typhoon is an example of a .

Accepted Answer

The purchase of a new ride for the carnival is an example of a modified rebuy because it is a significant purchase that requires some evaluation and research, but it is not a completely new purchase. The carnival already has 19 different rides and attractions, so it is familiar with the process of purchasing and operating rides. However, the purchase of a new ride is still a significant investment, so the carnival will need to carefully consider its options before making a decision.

Question 2

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

Accepted Answer

The answer of During the stage of the business buying...

Question 3

Intranets and extranets are _ .

Accepted Answer

Intranets and extranets are considered cost-efficient because they streamline communication and collaboration within and between organizations, reducing the need for more expensive communication methods.

Question 4

When companies require employees to use a password to get access to the company's computer database,the company is enforcing .

Accepted Answer

Security is the correct answer because when companies require employees to use a password to get access to the company's computer database, the company is enforcing security measures to protect the data from unauthorized access.

Question 5

Despite the use of software,hackers have been able to steal thousands of credit card numbers from companies including Creditcards.com,Western Union,and online music retailer CD Universe.

Accepted Answer

Encryption is the process of converting data into a form that cannot be easily understood by unauthorized people. It is used to protect sensitive information, such as credit card numbers, from being stolen by hackers.

Question 6

Which of the following statements about the product and supplier selection stage of the business buying decision process is true?

Accepted Answer

Businesses consider multiple factors such as quality, reliability, durability, after-the-sale service, and price before making a purchase decision.

Question 7

A trucking company is considering purchasing new trucks that are powered by ethanol instead of diesel fuel.In terms of the buying center,the truck drivers who must make sure that the trucks' fuel tanks do not run out of fuel would be the .

Accepted Answer

Truck drivers are considered users because they are the ones who will operate the trucks and ensure they are fueled properly.

Question 8

Business- to- business (B2B)e- commerce has .

Accepted Answer

B2B e-commerce has linked marketers directly to customers by enabling businesses to conduct transactions over the internet, streamlining processes and expanding market reach.

Question 9

One year many customers' machinery is wearing out and needs replacing.The following year no customers need new machinery.This is an example of demand.

Accepted Answer

This is an example of fluctuating demand, where the need for machinery varies significantly from one year to the next.

Question 10

A modified rebuy .

Accepted Answer

A modified rebuy requires more time and effort than straight rebuys because it involves some changes to the existing purchase, such as specifications, prices, or suppliers.

Question 11

occurs when firms obtain outside vendors to provide goods or services that might otherwise be supplied in- house.

Accepted Answer

Outsourcing is the practice of obtaining goods or services from outside vendors instead of providing them in-house.

Question 12

Straight rebuys .

Accepted Answer

Straight rebuys often involve routine purchases of products with low risk, where the buyer reorders without modifications.

Question 13

Johnson Controls,Inc.produces the seats for the Dodge Neon.Although Johnson initially was able to meet Dodge's cost target,it was not able to meet its safety,weight,and comfort specifications.Engineers from Dodge visited the Johnson plant and worked with its design people to create a seat that met all of the technical requirements at a cost that both could agree on.Johnson Controls and Dodge engaged in .

Accepted Answer

Reverse marketing involves the buyer (in this case, Dodge) taking the initiative to work with the supplier (Johnson Controls) to develop a product that meets specific requirements.

Question 14

When the Metropolitan Museum of Modern Art buys office supplies,the purchase occurs in the market.

Accepted Answer

The purchase of office supplies by the Metropolitan Museum of Modern Art is an example of an organizational market transaction, where businesses or institutions buy goods or services for operational purposes.

Question 15

During the _ stage of the business buying process,the buying center assesses proposals.

Accepted Answer

During the evaluation of alternatives stage, the buying center assesses and compares different proposals from suppliers to determine the best option.

Question 16

A city decided to build a stadium to hold 19,000 people; it was a difficult decision because the city already had a 70,000 seat dome.City planners convinced the people of the city that the older dome was too large for most touring shows and better suited for sporting events.In terms of the buy class framework,the decision to build an arena for touring shows featuring big- name stars was a .

Accepted Answer

The decision to build a new stadium for touring shows is a new-task buy because it involves a new purchase decision that the city has not made before, requiring significant research and planning.

Question 17

A new- task buy .

Accepted Answer

A new-task buy is characterized by uncertainty and high risk because the buyer is purchasing a product or service for the first time, which involves more research and evaluation.

Question 18

Anyone who has gone to a dentist has seen the drills they use in the first step of filling cavities.One of the major manufacturers of drills for dentists is XGT.In manufacturing its standard drill,it uses three components from other suppliers: an anti- retraction valve,a coupler- based swivel,and a fusion optics system for light.The sale of the anti- retraction valve partly depends on the availability of the lighting system and the swivel because demand for these products is _.

Accepted Answer

The demand for the anti-retraction valve depends on the availability of the lighting system and the swivel, indicating that the demand for these products is joint.

Question 19

Companies find that their Internet site is NOT important for _ _.

Accepted Answer

Face-to-face selling typically requires personal interaction and cannot be effectively conducted through an Internet site.

Question 20

Business- to- business,or organizational,markets do NOT include .

Accepted Answer

Consumers are part of the business-to-consumer market, not the business-to-business or organizational markets.

Quiz 6: Business-To-Business Markets: How and Why Organizations Buy