Business Behavior
As a purchasing agent, Benni Lopez buys goods and services for use in the production of products that are sold and supplied to others. Benni is involved in ________.
D) Business Buyer Behavior
The buying center and the buying decision process are affected by all of the following factors EXCEPT ________.
E) Self-concept factors
A buying center is not a fixed, formally identified, unit within an organization, but rather a set of ________ assumed by different people for different purchases.
C) Buying roles
Empire Products has begun a process to find the best suppliers. Empire Products is actively engaged in ________.
C) Supplier Search
Sage, Inc., provides food services to schools, hospitals, and nursing homes in the Midwest. Management at Sage is involved in the ________ market.
D) institutional
Business buying behavior refers to the buying behavior of organizations that buy all of the following EXCEPT ________.
E) Products purchased for personal consumption
You just lost a major account because a competitor provided the most complete system to meet the customer's needs and solve the customer's problems, and made the sale. In other words, the competition beat you with ________.
A) Solutions selling
Which of the following is NOT included in the decision-making unit of a buying organization?
D) Individuals who supply the product
Instead of focusing on managing individual purchases, a seller should focus on managing the ________.
E) Total Customer Relationship
Government organizations tend to favor ________ suppliers over ________ suppliers.
D) domestic / foreign
Which of the following is true about business marketers in comparison to consumer marketers?
A) They deal with far fewer but far larger buyers
A ________ consists of 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.
C) Buying center
The major influences on the buying process at General Aeronautics include company policies and systems, technological change, and economic developments. The types of influences on the buying process in this scenario are most accurately categorized as ________ and ________.
E) Organizational / Environmental
Which of the following can be especially useful for a company that needs to conduct secure and frequent communications and transactions with key suppliers?
B) an extranet
Demand for outboard motors depends on consumers purchasing fishing boats. This is an example of ________ demand.
C) Derived
The Pure Drug Company produces insulin, a product with a very stable demand, even though the price has changed several times in the past two years. Insulin is a product with ________ demand.
C) Inelastic
A(n) ________ controls the flow of information to others in the buying center.
D) Gatekeeper
The first step of the business buying process is ________.
C) Problem Recognition
B-to-B e-procurement yields many benefits. These include all of the following EXCEPT ________.
C) elimination of inventory problems
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.
C) Straight rebuy
Large business purchasers usually call for detailed product specifications, written purchase orders, careful supplier searches, and formal approval. These are all examples of how the business buying decision process is more ________ than the consumer buying decision process is.
A) Formalized
Gretchen Kabor has formal authority to select the suppliers and arrange terms of purchase for many of the items her firm uses. Her role in the buying center is that of ________.
C) Buyer
During which stage of the business buying process is a buyer most likely to conduct a value analysis, carefully studying components to determine if they can be redesigned, standardized, or made less expensively?
E) Product Specification
A problem with the rapidly expanding use of e-purchasing is that it ________.
A) can erode established customer-supplier relationships
Most newspapers rely on ________ so they do not need to rely on only one supplier to provide the tons of paper that they use annually.
B) multiple sourcing