Question 1

The individual who develops the product specifications for a complex product would likely assume the role of influencer in the buying center.

Accepted Answer

The individual who develops the product specifications for a complex product typically has a significant impact on the buying decision, and therefore assumes the role of influencer in the buying center.

Question 2

In terms of the buyclass framework,the purchase of paper towels and toilet paper to restock an employee restroom would be an example of a modified rebuy.

Accepted Answer

This scenario is an example of a straight rebuy, as it involves routine purchase of standard items that the company regularly restocks.

Question 3

GolfSeb.com,a popular site for golfing enthusiasts to trade tips and war stories about the best courses and the toughest holes,is an example of B2B e-commerce.

Accepted Answer

GolfSeb.com is a platform for golf enthusiasts to discuss and share information about golf courses, which makes it an example of B2C (business-to-consumer) e-commerce, not B2B (business-to-business).

Question 4

Explain the advantages a firm may achieve through engaging in B2B e-commerce.

Accepted Answer

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Question 5

What are the steps in the business-to-business buying decision process? Discuss how they are different from the steps in the consumer decision process.

Accepted Answer

The answer of What are the steps in the business-to-business...

Question 6

Paperspace.com is a place where invited paper manufacturers and pulp mill operations around the world can collaborate and trade with one another.Paperspace.com is an example of a private exchange.

Accepted Answer

As Paperspace.com is exclusive for invited members only and is not open to the public, it is considered a private exchange.

Question 7

Porsche purchases thousands of different parts such as stereos to manufacture their cars.Explain derived demand in this situation.

Accepted Answer

The answer of Porsche purchases thousands of different parts such...

Question 8

What is the difference between extranets and intranets? Discuss how each system is used.

Accepted Answer

The answer of What is the difference between extranets and...

Question 9

Explain the North American Industry Classification System (NAICS).How do companies use it?

Accepted Answer

The answer of Explain the North American Industry Classification System...

Question 10

Why is the demand in business-to-business markets mostly inelastic?

Accepted Answer

The answer of Why is the demand in business-to-business markets...

Question 11

Why are materials that represent only a small percentage of the total cost of manufacturing a product more likely to have inelastic demand than major components?

Accepted Answer

The answer of Why are materials that represent only a...

Question 12

Tri Restaurant,Inc.is the parent company of three chains of restaurants.How might Tri Restaurant,Inc.utilize the company extranet?

Accepted Answer

The answer of Tri Restaurant,Inc.is the parent company of three...

Question 13

Briefly describe the roles in the buying center.

Accepted Answer

The answer of Briefly describe the roles in the buying...

Question 14

How does the problem recognition stage of the business buying decision process differ for straight rebuys and new-task buys?

Accepted Answer

The answer of How does the problem recognition stage of...

Question 15

PPG Industries is a producer of glass for windows.It sells products in the consumer market.

Accepted Answer

The answer of PPG Industries is a producer of glass...

Question 16

What is the difference between producers and resellers?

Accepted Answer

The answer of What is the difference between producers and...

Question 17

How are consumer demand and business-to-business demand of goods and services related?

Accepted Answer

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Question 18

A consumer products company contracts with several advertising agencies to promote its brands at home and around the globe.An opera buys costumes,sets,and programs.Mister's Diner buys a case of canned peas from JQ's Wholesale Club.The U.S.government places an order for 3,000 new computers.What does each of the transactions have in common? Explain.

Accepted Answer

The answer of A consumer products company contracts with several...

Question 19

Compare the three business-to-business buyclasses.

Accepted Answer

The answer of Compare the three business-to-business buyclasses....

Question 20

Discuss the security issues of B2B e-commerce and how companies address those issues.

Accepted Answer

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