MKT101 C6B

To ensure an adequate and available supply of key scarce materials, many companies are now willing to ________.
A) decrease levels of demand
B) buy and hold large inventories of the materials
C) eliminate distribution and warehousing partners
D) experiment with just-in-time technologies
E) reduce the length of the supply chain

• E) expand the length of the supply chain
• D) implement just-in-case inventory management
• C) outsource production to other countries
• A) increase levels of demand
• B) buy and hold large inventories of the materials

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 ________.
A) individual; environmental
B) organizational; interpersonal
C) individual; organizational
D) environmental; interpersonal
E) organizational; environmental

• A) individual; environmental
• B) organizational; interpersonal
• C) individual; organizational
• D) environmental; interpersonal
• E) organizational; environmental

Which of the following types of factors influencing members of a buying center are typically the most difficult for marketers to assess?
A) economic
B) technological
C) interpersonal
D) organizational
E) political

• B) technological
• A) economic
• C) interpersonal
• E) political
• D) organizational

Policies, procedures, and systems are all examples of ________ influences on business buyer behavior.
A) environmental
B) authoritative
C) interpersonal
D) organizational
E) cultural

• E
• A
• D
• B
• C

Which of the following accurately describes a cultural difference international marketers should be aware of?
A) Outside of English-speaking countries, most business leaders do not speak English.
B) British businesspeople are accustomed to making more business deals over the telephone than in person.
C) German people tend to be impressed by overstatement and showiness.
D) Japanese people tend to put a high value on rank.
E) French businesspeople are accustomed to building relationships between buyer and seller through quick and easy familiarity.

• D) Japanese people tend to put a high value on rank.

• C) German people tend to be impressed by understatement and subtlety.
• A) Outside of English-speaking countries, most business leaders do speak English.
• B) British businesspeople are accustomed to making more business deals in person than over the telephone.
• E) French businesspeople are accustomed to building relationships between buyer and seller through formality and distance.

Which of the following is the best advice for an international marketer planning to interact with businesspeople from many different cultures?
A) Trust your instincts and behave as you normally do.
B) Remember that countries all over the world are fascinated with American culture.
C) Cultures really are different, so do your best to learn about those differences.
D) Use the same strategies with all of your clients, no matter what their cultural backgrounds are.
E) Assume that businesspeople from different cultures will make accommodations for you.

• A) Always assume that everyone will understand your cultural references.
• B) Use the same communication style with everyone, regardless of their cultural background.
• E) Expect everyone to conform to your cultural norms.
• D) Ignore cultural differences and focus on universal business practices.
• C) Cultures really are different, so do your best to learn about those differences.

Status, empathy, and persuasiveness are all examples of ________ influences on business buyer behavior.
A) environmental
B) individual
C) interpersonal
D) organizational
E) cultural

• D
• A
• E
• C
• B

Charlie Van Dusen, executive vice president of National Central Bank, is going through all of the stages of the buying process to purchase a computer system for the bank. Charlie is facing a(n) ________ situation.
A) straight rebuy
B) modified rebuy
C) new-task buying
D) limited budget
E) independent buying

• B) modified rebuy
• A) straight rebuy
• E) independent buying
• D) limited budget
• C) new-task buying

Which of the following is an example of an internal stimulus that might lead to the business buying process stage of problem recognition?
A) A buyer gets a new idea from an advertisement.
B) A buyer gets a new idea at a trade show.
C) A buyer is unhappy with a current supplier's price.
D) A buyer receives a call from a salesperson offering better service terms.
E) A buyer learns about a new product at an industry convention.

• D) A buyer receives a call from a salesperson offering better service terms.
• A) A buyer gets a new idea from an advertisement.
• C) A buyer is unhappy with a current supplier's price.
• E) A buyer learns about a new product at an industry convention.
• B) A buyer gets a new idea at a trade show.

The first step of the business buying process is ________.
A) general need description
B) alternative evaluations
C) problem recognition
D) order-routine specification
E) performance review

• A
• B
• E
• C
• D