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WorksheetsChap 6
Total questions: 39
Worksheet time: 20mins
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.
supplier development team
cross functional team
quality management centre
buying centre
partnership management team
The decision making unit of a buying organisation is called the ________.
supplier-development centre
business buyer
buying centre
buying system
business-to-business market
Diana Dion is currently researching data sources from within her company to make marketing decisions. Diana is making use of ________ databases
Internal
Online
External
Public
In which of the following would the buyer reorder a product without any modifications?
new task
reverse auction
solution selling
straight rebuy
Sigma Inc., a software firm based in California, reordered 50 printers from the designated provider without any modifications. This is an example of
derived demand
inelastic demand
a straight rebuy
a new task
a modified rebuy
Which of the following is most likely true about a straight rebuy?
Suppliers are not required to focus on the quality of products or services delivered.
A straight rebuy is far more complex than a new-task situation.
A straight rebuy is handled on a routine basis by the purchase department.
Purchasing, often called e-procurement, has grown rapidly in recent years.
TRUE
FALSE
The decision-making unit of a purchasing organization is called its
value chain
buying center
customer support system
quality center
innovation center
The Bentley department store chain makes extensive use of e-procurement. As a buyer, the store should expect to enjoy all of these benefits of e-procurement EXCEPT ________.
greater access to new suppliers
lower purchasing costs
hastened order processing and delivery
elimination of inventory problems
Economic, technological, and political factors are all ________ that affect the business buying process.
interpersonal influences
organizational factors
individual influences
environmental factors
marketing stimuli
The refer(s) to all the individuals and units that play a role in the purchase decision-making process.
users
influencers
buying center
gatekeepers
systems sellers
The decider is the person in the business buying process who controls the flow of information to others involved.
False
True
A(n) controls the flow of information to others in the buying center.
influencer
user
decider
gatekeeper
buyer
... may help shape product specifications, but their major role is to select vendors and to negotiate.
Gatekeepers
Buyers
Deciders
Influencers
Users
Dora 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 a(n) ...
user
decider
influencer
buyer
gatekeeper
Many institutional markets are characterised by ________ and ________.
low budgets; vague criteria
special needs; vague criteria
low budgets; captive patrons
captive patrons; limited access
Paul, a purchasing agent for Kiel Inc., has the authority to prevent salespersons from seeing the decision makers in his organization. Which of the following best describes Paul's position?
buyer
influencer
decider
gatekeeper
user
...... ..... need for new product or production equipment
External stimuli
Internal stimuli
Product specification
General need
Ross Stuart is a purchasing manager in a Texas-based manufacturing company. He sources most of the raw materials needed by his company from Kramer Corp. However, Ross is unhappy with Kramer's prices. Additionally, he thinks that the quality of the raw materials supplied by Kramer is substandard. Which of the following stages in the business buying process is Ross' company currently in?
general needs description
product specification
problem recognition
order-routine specification
performance review
What are the specifications according to the order process?
the final order with the chosen supplier and lists all of the specifications and terms of the purchase
describes the characteristics and quantity
the process of requesting proposals from qualified suppliers
The buying process starts with ________, in which the buyer recognizes a problem.
need recognition
information
product awareness
product interest
The first step of the business buying process is
general needs description
product specification
order-routine specification
problem recognition performance review
Phoi Nguyen, a manufacturing mechanic, determines that the molds for manufacturing plastic jar lids are wearing out sooner than expected. Phoi contacts her manager to request that the parts be reordered. In this instance, Phoi played the role of a(n) ...
user
buyer
gatekeeper
influencer
decider
What is value analysis?
is an approach to cost reduction where components are studied to determine if they can be redesigned, standardised, or made with less costly methods of production
is the process of requesting proposals from qualified suppliers
is the final order with the chosen supplier and lists all of the specifications and terms of the purchase
Which of the following is most likely the final stage of the business buying decision process?
supplier performance review
proposal solicitation
product specification
problem recognition
Which of the following is the means by which companies post purchase requests online and invite suppliers to bid for their business?
extranet links
intranet connections
trading exchanges
reverse auctions
What is supplier selection?
the process of requesting proposals from qualified suppliers
the process when the buying centre creates a list of desired supplier attributes and negotiates with preferred suppliers for favourable terms and conditions
final order with the chosen supplier and lists all of the specifications and terms of the purchase
describes the technical criteria
which is not a disadvantage of e-Shopping?
Can erode relationships as buyers search for new suppliers
Security
Access to new suppliers
Business buying behavior refers to the buying behavior of organizations that buy all of the following EXCEPT ________.
products for use in production of other products
products purchased for personal consumption
products purchased to rent to others
services for use in production of other services
products purchased to resell to others
In which type of buying situation would a supplier most likely focus on maintaining product and service quality?
straight rebuy
systems task
modified rebuy
new task
solutions task
........is the final order with the chosen supplier and lists all of the specifications and terms of the purchase
Value analysis
supplier selection
Order-routine specifications
Performance review
Your company decides to use only internal sources for developing new-product ideas. Which of the following would NOT be consulted?
suppliers
executives and professionals
salespeople
What does performance evaluation involve?
final order with the chosen supplier
a critique of supplier performance to the purchase terms
preferred suppliers for favourable terms and conditions
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 ________.
retail buyer behaviour
post purchase dissonance
interpretive business research
consumer buying behaviour
business buyer behaviour
What does the institutional market consist of?
all answers
nursing homes
hospitals
prisons
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.
solution selling
modified rebuy
straight rebuy
value analysis
new task
A business marketer normally deals with far fewer buyers than the consumer marketer does.
True
False
What does the product specification describe?
quantity
technical criteria
characteristics
needed items
When companies set prices, the government and social concerns are two (a) factors affecting pricing decisions
