Question 1

_____ are the people within the organization that first see the need for the product.
A) Users
B) Gatekeepers
C) Deciders
D) Initiators
E) Influencers

Accepted Answer

Initiators are the people within the organization who first see the need for the product and initiate the purchase process. They may be users or others who recognize a problem or opportunity for improvement that can be addressed by the product. Gatekeepers control the flow of information within the organization, Deciders make the final purchasing decision, and Influencers can sway the opinions of others involved in the decision-making process.

Question 2

_____ are people who will decide if and when the sellers get access to members of the buying center.
A) Influencers
B) Gatekeepers
C) Deciders
D) Users
E) Retailers

Accepted Answer

Gatekeepers are individuals within the buying center who control the flow of information to other members of the group. They are responsible for deciding if and when sellers have access to the other members of the buying center.

Question 3

Duties of a professional buyer include negotiating prices,delivery dates,and payment terms for goods and services.

Accepted Answer

This is correct. Professional buyers are responsible for managing vendor relationships and securing the best terms and prices for goods and services needed by their organization.

Question 4

The head of the art department makes the final decision on which textbooks are included in the curriculum.As an associate art professor,Howard refers to these books while teaching his class.Which of the following roles does Howard play in the purchasing process of the textbooks?
A) Reseller
B) User
C) Influencer
D) Gatekeeper
E) Wholesaler

Accepted Answer

Howard uses the textbooks in his teaching, making him a user in the purchasing process.

Question 5

Buying centers are groups of people within organizations who _____.

Accepted Answer

The answer of Buying centers are groups of people within...

Question 6

Which of the following is the role of a user in the buying process?
A) They provide expertise that helps to improve the buying process.
B) They control which sellers get access to members of the buying center.
C) They make the final decision on what is bought.
D) They have the responsibility of implementing what is purchased.
E) They are the first people to see the need for a product.

Accepted Answer

Users are typically the individuals or group within an organization who will directly utilize the purchased product or service. Their role often involves providing feedback on requirements and functionality, and they are responsible for implementing or using what is bought in their daily tasks or operations.

Question 7

The _____ are the ones that start the buying process,whether they make the final purchasing decision or not.

Accepted Answer

The answer of The _____ are the ones that start...

Question 8

Explain the factors that can lead to sub-par purchase decisions.

Accepted Answer

The answer of Explain the factors that can lead to...

Question 9

Dana works as the secretary to Professor Sterling.Part of her job is to screen calls from publishers who want Sterling to include their books in her curriculum.Dana is,therefore,acting as a(n)_____ in the purchasing process.
A) decider
B) influencer
C) user
D) initiator
E) gatekeeper

Accepted Answer

Dana is acting as a gatekeeper in the purchasing process by screening calls from publishers who want Professor Sterling to include their books in her curriculum. As a gatekeeper, she controls access to Professor Sterling and influences which publishers and books are presented to her for consideration.

Question 10

In a buying center,_____ have the responsibility for implementing what is purchased.

Accepted Answer

The answer of In a buying center,_____ have the responsibility...

Question 11

_____ are groups of people within organizations who make purchasing decisions.
A) Resellers
B) Buying centers
C) Producers
D) Wholesalers
E) Marketers

Accepted Answer

Buying centers are groups of individuals within an organization who are involved in making purchasing decisions. They may include purchasing managers, users, influencers, and decision makers. Resellers, producers, wholesalers, and marketers may be involved in the buying process, but they are not the specific groups of individuals making the purchasing decisions.

Question 12

Carol feels that her company needs to start purchasing widgets in order to stay competitive in the market.She contacts the buyers within the company to get the ball rolling.Which of the following best describes Carol's role in the purchasing process?
A) Influencer
B) Gatekeeper
C) Initiator
D) Decider
E) User

Accepted Answer

Carol is the one who has identified the need for purchasing widgets and has taken action to initiate the purchasing process. Therefore, her role in the purchasing process can be best described as an initiator.

Question 13

_____ make the final purchasing decision.

Accepted Answer

The answer of _____ make the final purchasing decision....

Question 14

Although Morrison and Sons,Inc.takes into account current market trends when buying products,the CEO of the company has the final say on what gets purchased or not.Therefore,the CEO acts as the _____.
A) initiator
B) influencer
C) user
D) decider
E) gatekeeper

Accepted Answer

The CEO is the final decision maker in purchasing decisions, therefore acting as the decider.

Question 15

When asking for an expert opinion prior to buying a car,John is utilizing the knowledge of a(n)_____.
A) influencer
B) gatekeeper
C) professional buyer
D) user
E) seller

Accepted Answer

The answer of When asking for an expert opinion prior...

Question 16

List the duties of a professional buyer.

Accepted Answer

The answer of List the duties of a professional buyer....

Question 17

Purchasing agents for merchandises are known as _____.
A) professional buyers
B) retailers
C) resellers
D) gatekeepers
E) influencers

Accepted Answer

Purchasing agents for merchandises are commonly referred to as professional buyers. Retailers are businesses that sell products directly to consumers. Resellers are businesses that buy products from manufacturers and sell them to other businesses or consumers. Gatekeepers and influencers are roles played by individuals in the decision-making process for a purchase, but they are not specifically related to the purchasing agent or buyer for a merchandise.

Question 18

Influencers are people who will decide if and when you get access to members of the buying center.

Accepted Answer

Influencers are individuals who can affect the buying decision, but they do not control access to members of the buying center; their role is more about persuasion and influence within the decision-making process.

Question 19

As a(n)_____,Susie has to track advertisements in newspapers and other media to check competitors' sales activities.

Accepted Answer

The answer of As a(n)_____,Susie has to track advertisements in...

Question 20

_____ are people who may or may not use the product but have experience or expertise that can help improve the buying decision.
A) Initiators
B) Deciders
C) Retailers
D) Gatekeepers
E) Influencers

Accepted Answer

Influencers are individuals who may or may not directly use a product or service, but their expertise or experience can influence the buying decision of others. They may be friends, family members, colleagues, or industry experts who provide recommendations or advice on products or services. Therefore, influencers can play a critical role in determining the success of a marketing campaign or product launch.

Quiz 4: Business Buying Behavior

_____ are the people within the organization that first see the need for the product.

_____ are people who will decide if and when the sellers get access to members of the buying center.

Duties of a professional buyer include negotiating prices,delivery dates,and payment terms for goods and services.

The head of the art department makes the final decision on which textbooks are included in the curriculum.As an associate art professor,Howard refers to these books while teaching his class.Which of the following roles does Howard play in the purchasing process of the textbooks?

Buying centers are groups of people within organizations who _____.

Which of the following is the role of a user in the buying process?

The _____ are the ones that start the buying process,whether they make the final purchasing decision or not.

Explain the factors that can lead to sub-par purchase decisions.

Dana works as the secretary to Professor Sterling.Part of her job is to screen calls from publishers who want Sterling to include their books in her curriculum.Dana is,therefore,acting as a(n) _____ in the purchasing process.

In a buying center,_____ have the responsibility for implementing what is purchased.

_____ are groups of people within organizations who make purchasing decisions.

Carol feels that her company needs to start purchasing widgets in order to stay competitive in the market.She contacts the buyers within the company to get the ball rolling.Which of the following best describes Carol's role in the purchasing process?

_____ make the final purchasing decision.

Although Morrison and Sons,Inc.takes into account current market trends when buying products,the CEO of the company has the final say on what gets purchased or not.Therefore,the CEO acts as the _____.

When asking for an expert opinion prior to buying a car,John is utilizing the knowledge of a(n) _____.

List the duties of a professional buyer.

Purchasing agents for merchandises are known as _____.

Influencers are people who will decide if and when you get access to members of the buying center.

As a(n)_____,Susie has to track advertisements in newspapers and other media to check competitors' sales activities.

_____ are people who may or may not use the product but have experience or expertise that can help improve the buying decision.