Question 1

As a member of the buying center for Mentone Plastics, Kevin is concerned that the price quoted by one possible vendor will increase the cost of the product, thus reducing the company's profit margins. While he agrees the higher-priced product will improve quality, he does not think increasing cost is a wise decision. Kevin is being influenced by

Accepted Answer

Organizational factors influence Kevin's decision because he is concerned about the impact of the higher price on the company's profit margins.

Question 2

As a member of the buying center for Mentone Plastics, Kevin is highly respected by the other members of the buying center because he has worked with Mentone for 26 years and has the most knowledge about plastics and the process of making plastics. Kevin's influence on the purchase decision is an example of

Accepted Answer

Kevin's influence is due to his individual expertise and experience, making it an example of individual factors.

Question 3

As a member of the buying center for Mentone Plastics, Kevin is very concerned about the decision the group will make regarding a new vendor for a critical raw material because he has hopes to be promoted to Vice-President in the near future. Kevin's influence on the purchase decision is an example of

Accepted Answer

Kevin's influence is driven by his personal aspirations and career goals, which are individual factors affecting the decision-making process.

Question 4

As a member of the buying center for Mentone Plastics, Kevin is very concerned about Carla's view regarding one of the vendors bidding on the contract. While he disagrees with her view, he does not want to say anything because he is afraid it will offend her. Kevin's lack of action is an example of

Accepted Answer

Kevin's lack of action is influenced by social factors, as he is concerned about maintaining a good relationship with Carla and avoiding conflict.

Question 5

The first step in the business-to-business buying process is the

Accepted Answer

The first step in the business-to-business buying process is identifying the needs of the organization, which sets the stage for the subsequent steps in the purchasing process.

Question 6

The second step in the business-to-business buying process is the

Accepted Answer

The answer of The second step in the business-to-business buying...

Question 7

In terms of establishing specifications during the b-to-b purchasing process, in _____ situation the specifications remain the same or are only slightly modified.

Accepted Answer

In a straight rebuy situation, the buyer reorders a product or service without any modifications, meaning the specifications remain the same.

Question 8

In _____ situations, firms may not know what specifications should be established and will, therefore, invite bidding firms to help in setting specifications.

Accepted Answer

In new task buying situations, firms may not know what specifications should be established and will, therefore, invite bidding firms to help in setting specifications.

Question 9

The third step in the business-to-business buying process is the

Accepted Answer

The third step in the business-to-business buying process is the identification of feasible solutions, which includes both internal and external options.

Question 10

During the _____ step in the business-to-business buying process, a business examines whether to purchase a product from an external source, produce the product internally, or lease the product.

Accepted Answer

During the "identification of feasible solutions" step, a business evaluates different options for acquiring a product, including purchasing externally, producing internally, or leasing.

Question 11

Tracy has gathered information on leasing a piece of equipment that is critical to the assembly line process where she works. The option of leasing would be examined during the _____ step of the business-to-business buying process.

Accepted Answer

Tracy has gathered information on leasing a piece of equipment that is critical to the assembly line process where she works. The option of leasing would be examined during the third step of the business-to-business buying process, identification of feasible solutions.

Question 12

Kari has been asked to identify possible vendors for a high-speed package sorting machine to be used at the company's distribution center. This would be done during the _____ step of the business-to-business buying process.

Accepted Answer

Kari is tasked with identifying possible vendors, which aligns with the step of identifying feasible vendors in the business-to-business buying process.

Question 13

During the _____ step of the business-to-business buying process, someone in the buying center will screen from a list of possible vendors those that are not acceptable because they do not meet some preset criteria.

Accepted Answer

During the "identification of feasible vendors" step, the buying center screens potential vendors to eliminate those that do not meet the preset criteria, narrowing down the list to those that are acceptable.

Question 14

The initial screening of possible vendors who do not meet the selection criteria will occur during the _____ step of the business-to-business buying process.

Accepted Answer

The initial screening of possible vendors who do not meet the selection criteria occurs during the identification of feasible vendors step, where the focus is on narrowing down the list to those who meet the basic requirements.

Question 15

The screening evaluation of vendors who are qualified and meet the minimum specifications occurs during the _____ step of the business-to-business buying process.

Accepted Answer

The initial screening evaluation of vendors who are qualified and meet the minimum specifications occurs during the fifth step of the business-to-business buying process, evaluation of vendors.

Question 16

The first step in the evaluation of vendors stage of the b-to-b purchasing process is

Accepted Answer

The first step in the evaluation of vendors stage of the b-to-b purchasing process is the initial screening of vendors who are qualified and who do meet the minimum specifications. The goal is to narrow the list down to just a few feasible companies.

Question 17

The second level of evaluation conducted during the evaluation of vendors stage of the b-to-b purchasing process is

Accepted Answer

The second level of evaluation conducted during the evaluation of vendors stage of the b-to-b purchasing process is the vendor analysis. During this step, possible vendors are formally evaluated by the buying center.

Question 18

For a new buy situation, the vendor analysis normally will involve _____ of the buying center.

Accepted Answer

For a new buy situation, the vendor analysis normally will involve all of the members of the buying center since this is a strategic, high dollar value purchase.

Question 19

During the _____ step of the business-to-business buying process, company officials may visit the prospective vendor's business to make the final evaluation.

Accepted Answer

During the evaluation of vendors step of the business-to-business buying process, company officials may visit the prospective vendor's business to make the final evaluation.

Question 20

The third level of evaluation conducted during the evaluation-of-vendors stage of the b-to-b purchasing process is

Accepted Answer

The third level of evaluation conducted during the evaluation-of-vendors stage of the b-to-b purchasing process is vendor audit or presentation, which involves visiting the vendor's place of business or asking the vendor to make a formal presentation.

Quiz 5: Business-To-Business Behavior