B2B - Chapter 3 Quiz

What influences whether some steps in the organizational buying process are de-emphasized or extended?

• Stakeholder communication

• Involvement

• Market share

• Time frame

Which statement best describes the organizational buying process?

• It is entirely sequential.

• It is more simultaneous than sequential.

• It involves only one buyer.

• It is rarely influenced by stakeholders.

Who are the key contributors in the organizational buying process?

• External consultants

• Stakeholders within the organization

• Only top management

• Market analysts

What drives the participants in the buying center?

• Their personal preferences

• Their specific professional responsibilities

• Market trends

• Organizational politics

What type of needs are involved in the organizational buying process?

• Customer needs, stakeholder needs, and organizational needs

• Product benefits, individual needs, and personal needs

• Market needs, financial needs, and emotional needs

• None of the above

What characterizes a "new task" buying situation?

• Routine buying with few participants

• Previously faced problem with a limited scope

• A situation not previously faced by the organization

• A standard purchasing process with established solutions

What type of buying situation involves fewer people and an abbreviated decision process?

• New task situation

• Straight rebuy

• Modified rebuy

• Complex decision making

What is an RFQ (Request for Quotation) typically associated with?

• Quantitatively defined requirements

• Flexible specifications

• Government regulations

• Complex problem-solving

Which of the following is a key factor to consider in any buying situation?

• Nature of the business

• Personal preferences of the buyer

• The organization’s political standing

• The time of year

How are purchase outcomes typically evaluated by buying organizations?

• Based on profitability, market share, and position

• Based on individual stakeholder satisfaction

• Based on customer satisfaction surveys

• Based on external reviews