Question 1

The _________ buying situation is both the marketer's greatest opportunity and also its greatest challenge.

Accepted Answer

The answer of The _________ buying situation is both the...

Question 2

When you are considering the actual users of products,those who control buying information,those who influence the decisions,those who do the actual buying,and those who make the buying decisions you are considering the _____________.

Accepted Answer

The answer of When you are considering the actual users...

Question 3

Bernie's Funeral Home produces caskets,a product with a very stable demand even though the price has changed several times in the past two years.Caskets are a product with ________ demand.

Accepted Answer

The answer of Bernie's Funeral Home produces caskets,a product with...

Question 4

The EPA has mandated that,in order to reduce local pollution,your printing plant switch from oil-based to water-based inks.This will require entirely new printing presses and a new printing plate technology.After carefully searching through numerous manufacturers' equipment descriptions and gathering opinions from all relevant parties related to the work,the printing plant's buying centre will be ready to make this ________ purchase.

Accepted Answer

The answer of The EPA has mandated that,in order to...

Question 5

In routine buying situations,which members of the buying centre have formal or informal power to select or approve the final suppliers?
A)	Users
B)	Influencers
C)	Gatekeepers
D)	Deciders
E)	Buyers

Accepted Answer

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

Question 6

____________ is when a company provides a complete system to meet the customer's needs and solve the customer's problems.

Accepted Answer

The answer of ____________ is when a company provides a...

Question 7

In most organizations the buying activity can be divided into the buying ________ and the buying ________.

Accepted Answer

The answer of In most organizations the buying activity can...

Question 8

Business goods and services demand tends to change more,and more quickly,than the demand for consumer goods and services does.This type of changing demand is referred to as ________ demand.

Accepted Answer

The answer of Business goods and services demand tends to...

Question 9

Which of the following statements about buying centres is true?
A)	The buying centre is like a standing committee.
B)	The buying centre roles are specified on the organizational chart.
C)	The typical buying centre has five employees, one to assume each of the buying centre's roles.
D)	An individual's role in the buying centre does not change.
E)	The buying centre may involve informal participants who are not obvious to sellers.

Accepted Answer

The buying centre concept in organizational buying behavior includes both formal and informal participants. These participants may not be officially designated or visible to sellers, reflecting the dynamic and sometimes informal nature of organizational purchasing decisions.

Question 10

ABC Enterprises sold 9000 units @ $2.99/unit in July.The firm sold 9000 units @ $4.29/unit in August.This illustrates ________ demand.

Accepted Answer

The answer of ABC Enterprises sold 9000 units @ $2.99/unit...

Question 11

The business buying decision process is often more ________ than the consumer buying decision process is.For example,large business purchasers usually call for detailed product specifications,written purchase orders,careful supplier searches,and formal approval where small purchasers may not.

Accepted Answer

The answer of The business buying decision process is often...

Question 12

A supplier will most likely focus on maintaining product and service quality in the __________ type of buying situation.

Accepted Answer

The answer of A supplier will most likely focus on...

Question 13

Which of the following is most likely true about a straight rebuy?
A)	It requires little customer relationship management.
B)	It is more complex than a new-task situation.
C)	It often involves products with low risks.
D)	It occurs when a buyer wants to locate the best deal on the market.
E)	It involves more opportunities for "out" buyers than other types of purchasing situations do.

Accepted Answer

A straight rebuy typically involves routine purchases of products that are low risk and have been previously bought, requiring minimal evaluation or decision-making.

Question 14

UPS serves both consumer and business markets,but most of its revenues come from its business customers.UPS has become a strategic logistics ally for many of its business customers,going far beyond offering delivery services to offering inventory management,international trade management,and even financing to its commercial customers.This is an example of which of the following differences between the consumer and business markets?
A)	Business purchases involve more buyers.
B)	Buyers and sellers in the business market build close, long-term relationships.
C)	Business markets contain more and larger buyers.
D)	Business buyer demand is derived.
E)	Demand in business markets is inelastic.

Accepted Answer

Buyers and sellers in the business market often develop close, long-term relationships, as illustrated by UPS offering extensive services beyond delivery to its business customers, indicating a partnership rather than a simple transactional relationship.

Question 15

Another name for solutions selling is ________ selling.

Accepted Answer

The answer of Another name for solutions selling is ________...

Question 16

You regularly purchase cleaning supplies for your custodial staff,using the same vendor and ordering relatively consistent amounts of the same products with each purchase.This is an example of a ________ situation.

Accepted Answer

The answer of You regularly purchase cleaning supplies for your...

Question 17

The buying centre of a buying organization is also called the ________.

Accepted Answer

The answer of The buying centre of a buying organization...

Question 18

You call in a department manager to assist in a purchase of industrial equipment.You are considering a change in product specifications,terms,and possibly suppliers.This is most likely a ________ situation.

Accepted Answer

The answer of You call in a department manager to...

Question 19

Worthington Farm raises chickens.For years,it has used wooden coops for hauling its poultry to market.The owner of the farm needs to buy some replacement coops and is considering buying plastic coops that are slightly more expensive than wooden ones but much easier to clean after use.This purchase of coops is an example of a ________.

Accepted Answer

The answer of Worthington Farm raises chickens.For years,it has used...

Question 20

A(n)________ controls the flow of information to others in the buying centre.

Accepted Answer

The answer of A(n)________ controls the flow of information to...

Quiz 7: Business Markets and Business Buyer Behaviour