MRK 2100 CH 7

The first stage in the eight-stage model of an organizational buying process involves:

• anticipating a problem, need, or opportunity and a general solution.
• determining the characteristics and quantity of a needed good or service.
• searching for and qualifying potential sources.
• establishing specifications for a needed good or service.

Which of the following is most likely to help marketers to segment organizational buyers by purchase categories?

• Customer relationship management
• Business process reengineering
• Value engineering
• Management by objectives

When the B2B market is segmented on the basis of product specifications issued by buyers, it is known as _____ segmentation.

• customer-based
• end-use application
• demographic
• purchase category

Which of the following buying center participants chooses a good or service, although another person may have the formal authority to complete the sale?

• Decider
• Gatekeeper
• Boundary spanner
• Influencer

The interpersonal influences on consumer behavior include a person’s _____.

• family
• attitudes
• perceptions
• self-concept

_____ are trade sector buyers employed by organizations to secure needed products at the best possible prices.

• Merchandisers
• Resellers
• Category advisors
• Influencers

Menhir Systems, an information technology company in Germany has moved its customer service and accounting operations to Austria to take advantage of the low labor costs. Also the closeness in geography and cultural values is an added advantage in choosing Austria for these operations. Menhir Systems is engaging in _____.

• nearshoring
• inshoring
• leasing
• sole sourcing

The practice of using outside vendors to provide goods and services that were formerly produced in-house is known as _____.

• outsourcing
• sole sourcing
• supply chain inversion
• leasing

Efforts to restore worn-out products to like-new condition is called _____.

• remanufacturing
• reverse engineering
• merchandising
• over-engineering