Question 1

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

Accepted Answer

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

Question 2

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 3

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

Accepted Answer

Buying centers are the groups within organizations responsible for making purchasing decisions. They consist of all the members of an organization who become involved in the buying process for a particular product or service.

Question 4

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.

Accepted Answer

Dana is acting as a gatekeeper because she controls the flow of information to Professor Sterling, including which calls from publishers reach her. This role involves filtering out irrelevant or less important information, allowing the professor to focus on more pertinent matters.

Question 5

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 6

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

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

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

Accepted Answer

Initiators are the individuals within an organization who first identify the need for a product or service and initiate the buying process.

Question 8

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?

Accepted Answer

Carol is initiating the purchasing process by recognizing the need for widgets and taking the first step to address this need, which classifies her role as the Initiator.

Question 9

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

Accepted Answer

Influencers are individuals who have the power to affect the purchasing decisions of others because of their authority, knowledge, position, or relationship with their audience. They may not directly use the product but can sway potential buyers through their recommendations or advice.

Question 10

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 11

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

Accepted Answer

Professional buyers are responsible for negotiating prices, delivery dates, and payment terms with suppliers to ensure their organization receives goods and services at the best possible terms.

Question 12

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 13

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

Accepted Answer

Gatekeepers are individuals within an organization who control the flow of information to others, particularly decision-makers or members of the buying center. They can influence if and when sellers have access to key people involved in the purchasing process.

Question 14

Purchasing agents for merchandises are known as _____.

Accepted Answer

Purchasing agents for merchandises are known as professional buyers because they are responsible for selecting and purchasing products for their companies or organizations to sell.

Question 15

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 _____.

Accepted Answer

The CEO is the decider because they have the final authority on the purchasing decisions, overriding any other considerations or inputs from the market trends or other individuals within the organization.

Question 16

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

Accepted Answer

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

Question 17

_____ make the final purchasing decision.

Accepted Answer

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

Question 18

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?

Accepted Answer

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

Question 19

Buying centers are groups of people within organizations who _____.

Accepted Answer

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

Question 20

List the duties of a professional buyer.

Accepted Answer

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

Quiz 4: Business Buying Behavior

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