Marketing - Ch. 7 - Business-to-Business Marketing

Name

1. Which could be part of a Business-to-Business transaction?

• Resellers
• Manufacturers
• Institutions/Government
• All of the above

2. A type of reseller that resells manufactured products without significantly altering their form; often buy from manufacturers and sell to other businesses like retailers in a B2B transaction.

• Distributor
• Retailer
• Decision Maker
• Institution

3. A reseller that buys, often stores, and physically handles goods in large quantities; then resells the goods (usually in smaller quantities) to retailers or industrial or business users.

• Distributor
• Wholesaler
• Buying Center
• Consensus Buying Decision

4. This sequence describes what? 1. Need recognition 2. Product specification 3. RFP process 4. Proposal analysis and supplier selection 5. Order specification 6. Vendor/performance assessment using metrics

• RFP
• New Buy
• B2B Buying Process
• Consumer Buying Process

5. A process through which buying organizations invite suppliers/providers to bid on supplying their required specifications.

• Research Proposal
• Request In Process (RIP)
• Buying Criteria
• Request For Proposal (RFP)

6. A group of people typically responsible for the buying decisions in large organizations.

• Straight Buy
• Buying Center
• Autocratic Buying Center
• Resellers

7. The buying center participant who first suggests buying the particular product or service

• Influencer
• Decider
• Initiator
• User

8. The buying center participant whose views influence other members of the buying center in making the final decision.

• Initiator
• User
• Buyer
• Influencer

9. In a B2B setting, a purchase of a good or service for the first time; the buying decision is likely to be quite involved because the buyer or the buying organization does not have any experience with the item.

• Wholesaler
• Democratic Buying Center
• New Buy
• Straight Buy