Question 1

One of Dr.Albrecht's dental assistants told the dentist he should buy a machine that would sterilize his tools without using any water because water tends to cause the tools to rust or corrode over time.In terms of the buying centre,the dental assistant had the role of ________.

Accepted Answer

The answer of One of Dr.Albrecht's dental assistants told the...

Question 2

The ______________ factors influencing a buying centre are often the most difficult factors for marketers to assess.

Accepted Answer

The answer of The ______________ factors influencing a buying centre...

Question 3

Which of the following is an example of an internal stimulus that might lead to the business buying process stage of problem recognition?

Accepted Answer

An internal stimulus such as dissatisfaction with a current supplier's price can internally motivate a business to recognize a problem or need, leading to the initial stage of the business buying process. Choices A, B, D, and E involve external stimuli from advertisements, trade shows, sales calls, and conventions.

Question 4

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?

Accepted Answer

Shortages in key materials have led companies to buy and hold larger inventories to ensure they have an adequate supply, as this helps mitigate the risk of running out of essential components for their production processes.

Question 5

When suppliers' offers are very similar,business buyers have little basis for strictly ________.

Accepted Answer

The answer of When suppliers' offers are very similar,business buyers...

Question 6

One of Dr.Albrecht's dental assistants told the dentist he should buy a machine that would sterilize his tools without using any water because water tends to cause the tools to rust or corrode over time.Dr.Albrecht,who runs a solo practice in a small rural town,located some articles on the chemical sterilizer and read about how the machine works.After gathering more information and talking to salespeople,Dr.Albrecht placed his order for the machine.In terms of the buying centre,Dr.Albrecht had the role of ________.

Accepted Answer

The answer of One of Dr.Albrecht's dental assistants told the...

Question 7

When competing products differ greatly,business buyers are more accountable for their purchase choices and tend to pay more attention to ________.

Accepted Answer

The answer of When competing products differ greatly,business buyers are...

Question 8

The major influences on the buying process at General Aeronautics include company policies and systems,technological change,and economic developments.The influences on the buying process in this scenario are most accurately categorized as ________ and ________.

Accepted Answer

The answer of The major influences on the buying process...

Question 9

The first step of the business buying process is ________.

Accepted Answer

The answer of The first step of the business buying...

Question 10

A buying centre is not a fixed,formally identified unit within an organization but,rather,a set of ________ assumed by different people for different purchases.

Accepted Answer

The answer of A buying centre is not a fixed,formally...

Question 11

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

Accepted Answer

The answer of To ensure an adequate and available supply...

Question 12

Don Brady is responsible for obtaining price quotations from various vendors.After reviewing them,Don then determines whether or not to include the vendor on the approved vendor list.Don apparently plays two roles,that of ________ and ________.

Accepted Answer

The answer of Don Brady is responsible for obtaining price...

Question 13

Often people who have formal authority to select the suppliers and arrange terms of purchase for items a company uses are called ________.

Accepted Answer

The answer of Often people who have formal authority to...

Question 14

Policies,procedures,and systems are all examples of ________ influences on business buyer behaviour.

Accepted Answer

The answer of Policies,procedures,and systems are all examples of ________...

Question 15

Which of the following accurately describes a cultural difference international marketers should be aware of?

Accepted Answer

Japanese culture places a significant emphasis on hierarchy and rank within both social and business contexts. This cultural trait impacts business interactions, negotiations, and the overall approach to professional relationships in Japan.

Question 16

Status,empathy,and persuasiveness are all examples of ________ influences on business buyer behaviour.

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The answer of Status,empathy,and persuasiveness are all examples of ________...

Question 17

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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The answer of Someone who provides information for evaluating the...

Question 18

Charlie Nolan,executive vice-president of National Central Bank,is going through all of the stages of the buying process to purchase a computer system for the bank.Charlie is facing a(n)________ situation.

Accepted Answer

The answer of Charlie Nolan,executive vice-president of National Central Bank,is...

Question 19

Business marketers that alert customers to potential problems and then show how their products provide solutions are trying to influence the ________ stage of the business buying process.

Accepted Answer

The answer of Business marketers that alert customers to potential...

Question 20

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

Accepted Answer

The answer of A trucking company is considering purchasing new...

Quiz 7: Business Markets and Business Buyer Behaviour