Question 1

Since buying centers involve multiple people making a decision, the personalities of individual members will not have much of an impact on the decision being made.

Accepted Answer

Since buying centers involve multiple people making a decision, the personalities of individual members will have an impact on the decision and the process used in making the decision.

Question 2

Recommendations and comments made by an individual with informal power will carry considerably more weight than comments by others within a buying center.

Accepted Answer

Recommendations and comments made by an individual with informal power will carry considerably more weight than comments by others within a buying center, because of the respect the individual has from others.

Question 3

Personal objectives such as seeking a promotion, building a good reputation with the boss, or making a rival look bad can influence how a person acts within a buying center.

Accepted Answer

Personal objectives can impact decision-making and behavior in a buying center, as individuals may prioritize their own goals over the organization's needs.

Question 4

The more an individual has at stake in a purchase decision, the higher will be his or her involvement in the decision and the more forceful he or she will be during the decision-making deliberations.

Accepted Answer

The more an individual has at stake in a purchase decision, the higher will be his or her involvement in the decision and the more forceful he or she will be during the decision-making deliberations to ensure the outcome will not have an adverse impact on his/her job position.

Question 5

Factors determining who will be involved in the actual decision include such things as the type of purchase situation, the buying center composition, social norms, the relative cost of the product, and past experiences of the members of the buying center.

Accepted Answer

The decision-making process in a buying center is influenced by various factors such as the type of purchase, the composition of the buying center, social norms, the cost of the product, and past experiences of the members involved.

Question 6

In terms of the buying decision, the purchase decision in straight-rebuy and modified-rebuy situations will tend to be made by one person while the new-task buy decision will be made by the group or by at least several members of the buying center.

Accepted Answer

In terms of the buying decision, the purchase decision in straight-rebuy situations will tend to be made by one person while the modified rebuy or the new-task buy decision will be made by the group or by at least several members of the buying center.

Question 7

If company executives or high-ranking personnel are members of the buying center, joint decisions are more likely.

Accepted Answer

If company executives or high-ranking personnel are members of the buying center, joint decisions are not as likely. Members of the buying center will be fearful of speaking up due to the legitimate power of the company executive.

Question 8

For a new-buy situation, all seven steps in the business-to-business buying process are followed, while, for the modified rebuy situation, only 2 or 3 steps are followed.

Accepted Answer

For a new-buy situation, all seven steps in the business-to-business buying process are followed, while, for the straight rebuy situation, only 2 or 3 steps are followed.

Question 9

The involvement of members of the buying center in the b-to-b purchasing process will vary depending on the purchase situation and the makeup of the company.

Accepted Answer

The involvement of members of the buying center in the b-to-b purchasing process will vary depending on the purchase situation, the makeup of the company, and the type of product being purchased.

Question 10

In situations where the specifications of a product need a greater level of modification before an order can be placed with a current vendor, a firm will usually enter into the new-buy situation, which involves examining other alternatives and vendors.

Accepted Answer

In situations where the specifications of a product need a greater level of modification before an order can be placed with a current vendor, a firm will usually enter into a modified-rebuy situation, which involves examining other alternatives and vendors.

Question 11

To ensure that a bias towards a particular vendor does not adversely impact a purchase decision, all vendors who are bidding should be asked to participate in setting the specifications.

Accepted Answer

To ensure that a bias towards a particular vendor does not adversely impact a purchase decision, the vendor selection criteria should be set in advance before vendors are analyzed.

Question 12

Reciprocity is the practice of one business making a purchase from another business, that, in turn, patronizes the first business.

Accepted Answer

Reciprocity involves mutual exchange, where businesses engage in transactions that benefit both parties, often by purchasing from each other.

Question 13

Evaluation of vendors normally occurs at three levels: the initial evaluation screening, vendor analysis, and vendor audit.

Accepted Answer

Vendor evaluation typically involves an initial screening to assess basic qualifications, a detailed analysis to compare vendors against specific criteria, and an audit to ensure compliance and performance standards are met.

Question 14

The initial screening evaluation of vendors during the evaluation of vendor stage is normally done by the entire buying center.

Accepted Answer

The initial screening evaluation of vendors during the evaluation of vendor stage is normally done by one or two members of the buying center.

Question 15

The purpose of the initial screening evaluation during the evaluation of vendors is to reduce the list of potential vendors to a smaller, more manageable set of vendors.

Accepted Answer

The purpose of the first step, the initial screening evaluation, of the evaluation of vendors is to reduce the list of potential vendors to a smaller, more manageable set of vendors who meet the specifications and are attractive choices.

Question 16

There are three levels of evaluation during the evaluation of vendors stage of the b-to-b business process. The formal evaluation of each vendor takes places in the last level of this evaluation, the vendor analysis level.

Accepted Answer

There are three levels of evaluation during the evaluation of vendors stage of the b-to-b business process: initial screening of candidates, vendor analysis, and the vendor audit or presentation.

Question 17

The advantage of choosing one vendor as a supplier is that it offers lower prices through quantity discounts, but the disadvantage is the greater risk incurred if, for some reason, the vendor cannot fill all of the orders needed or is late with a shipment.

Accepted Answer

The advantage of choosing one vendor as a supplier is that it offers lower prices through quantity discounts, but the disadvantage is the greater risk incurred if, for some reason, the vendor cannot fill all of the orders needed or is late with a shipment. The company does not have another vendor as a backup.

Question 18

For most purchase situations, the last step, negotiation of purchase terms, is a formality.

Accepted Answer

For most purchase situations, the last step, negotiation of purchase terms, is a formality since details of the purchase have already been discussed.

Question 19

The purchase of _____ is often the result of strategic decisions by top management and normally involves some type of financing beyond the company's current funds.

Accepted Answer

The purchase of major equipment, buildings, and land is often the result of strategic decisions by top management and normally involves some type of financing beyond the company's current funds, primarily because of the high dollar amount involved.

Question 20

Scallon Distributors needs to purchase two new forklifts for their distribution center. This would be an example of a(n) _____ purchase.

Accepted Answer

The answer of Scallon Distributors needs to purchase two new...

Quiz 5: Business-To-Business Behavior