Question 1

Although there are many differences between business buying behavior and consumer buying behavior,both respond to the same four stimuli: product,price,promotion,and .

Accepted Answer

The fourth stimulus that both business buying behavior and consumer buying behavior respond to is "place," which refers to the distribution channels used to make the product available to the customer. Personal relationships, precision, publicity, and packaging may also be important factors in buying behavior, but they are not considered one of the four main stimuli that influence it.

Question 2

Which of the following is NOT included in the decision- making unit of a buying organization?

Accepted Answer

Suppliers are not typically included in the decision-making unit of a buying organization. The decision-making unit typically consists of individuals who use the product or service, those who influence the buying decision, those who make the buying decision, and those who control buying information.

Question 3

Charlie Van Dusen,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 fact that Charlie is going through all stages of the buying process indicates that he is engaging in a new-task buying situation. This means that he is purchasing a product that the organization has not purchased before, which requires more extensive decision making and evaluation. The other options (limited budget, straight rebuy, modified rebuy, independent buying) do not accurately describe the situation described in the scenario.

Question 4

Refer to the scenario below to answer the following questions.
A- 1 Stampings,Inc.produces 14 metal stampings for the automotive industry.Due to industry design changes,for the next model year,six of those stampings will require a slight change: two will have an extra hole punched through the side,two will require an extra plating process,and two will require an additional weld operation.
In the meantime,the purchasing agent Richard Koehl has been asked to reduce the number of A- 1's steel suppliers in an effort to cut costs.After obtaining updated price quotations and steel samples from his current suppliers,Richard faced a dilemma.Until now,he had selected his suppliers based on quality and price,but a major consideration had been the type of steel required and the specialized production processes of his respective suppliers.Not all of A- 1's suppliers could produce the exact grades of steel needed;some suppliers were better at producing certain types of steel than others.
Richard contacted several employees at A- 1 who had worked with the various types of steel in the past.The quality control manager and line inspector,for example,could help to determine which suppliers had the capabilities of producing specific types of steel.The production control manager could provide input regarding which types of steel worked best in which presses.Even the warehouse foreman gave input regarding how long various types of steel could be held in inventory before rust spots began to form on their surfaces.Each person contributed the necessary information to help Richard in making his decision.
-In this scenario,which of the following had the greatest influence on the business buying behavior at A- 1 Stampings?

Accepted Answer

The scenario states that industry design changes require slight changes to six of A-1 Stampings' products. This suggests that there have been technological changes in the automotive industry, which have influenced A-1's business buying behavior. Richard Koehl's task of reducing steel suppliers also shows how technological changes can impact a company's procurement decisions.

Question 5

B- to- B e- procurement yields many benefits.These include all of the following EXCEPT _ _.

Accepted Answer

The benefits of B-to-B e-procurement include the elimination of paperwork, reduced order processing costs, reduced transaction costs, and more efficient purchasing. However, it does not eliminate inventory problems as it solely focuses on the procurement aspect of the supply chain. Inventory management is a separate function that requires different solutions.

Question 6

In what type of buying situation would a seller most likely send only a catalog to the buyer during the proposal solicitation stage of the business buying process?

Accepted Answer

In a straight rebuy situation, the buyer simply reorders from the same supplier without much involvement in the decision-making process. In this case, the seller would most likely just send a catalog to the buyer as they are already familiar with the product and have no need for a more detailed proposal or negotiation.

Question 7

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

Accepted Answer

The buying center assesses the proposals during the supplier selection stage of the business buying decision process.

Question 8

The world's largest buyer of products and services is .

Accepted Answer

The U.S. government is the world's largest buyer of products and services, purchasing a wide range of goods and services to support its operations and fulfill its various functions.

Question 9

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 is a change in a person's internal state that leads to a need or want. In this case, the buyer being unhappy with a current supplier's price could lead to the recognition of a problem and the need to consider alternative suppliers or products. The other options all involve external stimuli, such as advertising, sales calls, and industry events.

Question 10

In one way or another,most large companies sell to .

Accepted Answer

Most large companies sell to other organizations as part of B2B (business-to-business) transactions, which are a significant part of their operations.

Question 11

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

Accepted Answer

Deciders have the formal or informal power to select or approve the final suppliers in routine buying situations.

Question 12

There are many sets of purchases made for each set of purchases.

Accepted Answer

In the context of purchases, businesses often make purchases for consumers, and consumers make purchases for businesses.

Question 13

Refer to the scenario below to answer the following questions.
A- 1 Stampings,Inc.produces 14 metal stampings for the automotive industry.Due to industry design changes,for the next model year,six of those stampings will require a slight change: two will have an extra hole punched through the side,two will require an extra plating process,and two will require an additional weld operation.
In the meantime,the purchasing agent Richard Koehl has been asked to reduce the number of A- 1's steel suppliers in an effort to cut costs.After obtaining updated price quotations and steel samples from his current suppliers,Richard faced a dilemma.Until now,he had selected his suppliers based on quality and price,but a major consideration had been the type of steel required and the specialized production processes of his respective suppliers.Not all of A- 1's suppliers could produce the exact grades of steel needed;some suppliers were better at producing certain types of steel than others.
Richard contacted several employees at A- 1 who had worked with the various types of steel in the past.The quality control manager and line inspector,for example,could help to determine which suppliers had the capabilities of producing specific types of steel.The production control manager could provide input regarding which types of steel worked best in which presses.Even the warehouse foreman gave input regarding how long various types of steel could be held in inventory before rust spots began to form on their surfaces.Each person contributed the necessary information to help Richard in making his decision.
-The management directive to reduce the number of steel suppliers is most accurately classified as which type of influence affecting business buying behavior?

Accepted Answer

The directive to reduce the number of steel suppliers is an organizational influence, as it is a decision made by the management of the company to streamline operations and cut costs.

Question 14

Policies,procedures,and systems are all examples of _ influences on business buyer behavior.

Accepted Answer

Policies, procedures, and systems are all part of the organization's structure and can have a significant impact on business buyer behavior. These internal factors influence how decisions are made, how resources are allocated, and how employees carry out their roles within the organization. Environmental factors (B) refer to external factors such as economic conditions, competition, and regulations that may also impact buyer behavior. Interpersonal (C), authoritative (D), and cultural (E) influences may play a role in some cases, but they are not as directly related to organizational processes and procedures.

Question 15

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

Accepted Answer

When suppliers' offers are very similar, there may not be a significant difference between them in terms of personal or emotional preferences. Therefore, the buyer's decision is likely to be based on a rational evaluation of the available options.

Question 16

The owners of the company you work for have developed a core network of suppliers they are working closely with to ensure an appropriate and dependable supply of products.This is an example of management.

Accepted Answer

Supplier development involves working closely with suppliers to improve their performance and ensure a reliable supply of products.

Question 17

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

Accepted Answer

When competing products differ greatly, business buyers tend to focus more on economic factors such as pricing, quality, and value for the money. They are more accountable for their purchase choices and need to make informed decisions based on these factors in order to justify their choice to management or stakeholders. Intuition, emotional choice, creative factors, and personal factors may still play a role, but economic factors are generally the primary consideration.

Question 18

The demand for many business goods and services tends to change more,and more quickly,than the demand for consumer goods and services does.This is referred to as demand.

Accepted Answer

The demand for business goods and services is often more volatile and subject to rapid changes, which is referred to as fluctuating demand.

Question 19

In the generally accepted stages of the business buying process,the step following product specification is .

Accepted Answer

After product specification, the next step in the business buying process is supplier search, where the buyer seeks out potential suppliers to fulfill the specified product requirements.

Question 20

There are many factors considered in government buying,but is typically the most important.

Accepted Answer

Price is typically the most important factor considered in government buying. Government agencies are accountable for their spending and are required to get the best value for taxpayer money, so they often prioritize the lowest price when making purchasing decisions. While other factors like quality, delivery time, and vendor reputation may also be considered, price is usually the determining factor.

Quiz 6: Business Markets and Business Buyer Behavior