Question 1

Which of the following statements about buying centers is true?

Accepted Answer

Buying centers often involve members from different departments or functions within an organization, forming a cross-functional team to make purchasing decisions.

Question 2

A rifle manufacturer needs muzzles,trigger mechanisms,and wooden gunstocks to produce rifles.Without these items the manufacturer cannot produce its rifles and will reduce its demand for trigger mechanisms and gunstocks if suppliers are unable to sell the muzzles it needs.This is an example of demand.

Accepted Answer

This is an example of joint demand, where the demand for one product is directly linked to the demand for another product. In this case, the demand for muzzles, trigger mechanisms, and gunstocks are interdependent because they are all necessary components to produce rifles.

Question 3

What of the following statements does NOT apply to the North American Industry Classification System (NAICS)?

Accepted Answer

NAICS is not a consumer buying directory; it is a system for classifying industries to facilitate the collection, analysis, and publication of statistical data related to the economy.

Question 4

The can be especially useful for companies that need to secure communications between the company and its dealers,distributors,and/or franchisees.

Accepted Answer

An extranet is a private network that allows authorized external users, such as dealers, distributors, or franchisees, to access certain parts of a company's information system, facilitating secure communication and collaboration.

Question 5

Business buyers often develop ,written descriptions of the quality,size,weight,warranty,and delivery requirements for the purchase.

Accepted Answer

Product specifications are detailed descriptions of the requirements for a product, including quality, size, weight, warranty, and delivery, which are used by business buyers to ensure they purchase the correct product.

Question 6

Hackers breaking into company sites and destroying company records is a technology .

Accepted Answer

This is a security issue because it involves unauthorized access and damage to company data, which are key aspects of cybersecurity.

Question 7

Many businesses today are abandoning the traditional business attire and allowing their employees to come to work in business casual that typically does not include ties,cufflinks,or business suits.There has been a decrease in the sale of silk ties as a result of this cultural trend.A decrease in consumer demand for silk ties has led to a decrease in demand for silk because the demand for silk is .

Accepted Answer

The demand for silk is derived because it depends on the demand for products made from silk, such as silk ties. When the demand for silk ties decreases, the demand for silk also decreases.

Question 8

Tricon Restaurant International,parent company of Taco Bell,has found a good way to communicate with franchisees.

Accepted Answer

Extranets are private networks that allow companies to communicate and share information securely with their business partners, such as franchisees.

Question 9

When a product has demand,an increase or decrease in the price of the product has little or no effect on the demand for the product.

Accepted Answer

Inelastic demand means that changes in price have little or no effect on the quantity demanded.

Question 10

The is the member of the buying center who controls the flow of information to other members.

Accepted Answer

The gatekeeper is responsible for controlling the flow of information to other members of the buying center.

Question 11

A patient of Dr.Albrecht told the dentist he needed to buy a machine that would sterilize his dental tools without using any water because water tends to cause the tools to rust or corrode over time.The dentist,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 center,Dr.Albrecht had the role of .

Accepted Answer

Dr. Albrecht made the final decision to purchase the machine, which makes him the decider in the buying center.

Question 12

Which of the following statements about security issues on the Internet is true?

Accepted Answer

All the statements A, B, C, and D are false. Companies face significant security risks on the Internet, hackers are interested in all types of transactions, employees can be a significant source of security issues, and firewalls alone do not provide complete security.

Question 13

means scrambling a message so that only another individual or computer that has the right "key" for deciphering it can unscramble it.

Accepted Answer

Encryption is the process of converting information or data into a code, especially to prevent unauthorized access, and requires a key to decrypt it.

Question 14

What is the next step in the business buying decision process after writing the product specifications?

Accepted Answer

After writing the product specifications, the next step is to obtain written or verbal bids from suppliers to find the best option that meets the specifications.

Question 15

PPG,a producer of glass for windows,is engaged in ,which is the marketing of goods and services that businesses and other organizations buy for purposes other than personal consumption.

Accepted Answer

PPG is involved in business-to-business marketing, which refers to the marketing of goods and services to other businesses and organizations for purposes other than personal consumption.

Question 16

Sometimes supplier selection is based on ,which means a buyer and a seller agree to purchase each other's goods and services even though the terms of the sales may not be the best available.

Accepted Answer

Reciprocity refers to a mutual exchange where a buyer and a seller agree to purchase each other's goods and services, often regardless of whether the terms are the most favorable.

Question 17

PPG Industries buys silicon and uses it to manufacture glass for windows.PPG is a .

Accepted Answer

PPG Industries is a producer because it uses raw materials like silicon to manufacture products, in this case, glass for windows.

Question 18

A patient of Dr.Albrecht's told the dentist he needed to 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 center,the patient had the role of .

Accepted Answer

The patient acted as an influencer by suggesting the need for a specific type of sterilization machine, impacting the dentist's purchasing decision.

Question 19

Although much of the equipment used by dentists is thrown away after one use,many of the instruments used to clean teeth,fill cavities,and deal with impactions and other dental problems are made of steel and must be sterilized.A dentist is considering replacing his conventional steam sterilizer with a chemical sterilizer that cleans without rusting or corroding instruments.Because the dentist is already familiar with sterilizers,he is looking to find the best price possible on a chemical sterilizer.He is engaged in a _ _.

Accepted Answer

The dentist is considering a new type of sterilizer, which is a modification from the conventional one he is used to, making it a modified rebuy.

Question 20

An Internet research firm projects that B2B sales transactions will take place through .

Accepted Answer

The firm projects that B2B sales transactions will occur through a combination of auctions, bids, and exchanges, which are common methods for conducting business-to-business transactions online.

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