question_key2_6Dec_4th

| August 14, 2017

91. Administrative assistants that control the flow of information to other people in theorganization often play the _____ role in the buying center.a) gatekeeperb) userc) influencerd) buyere) controller92. The stages of the business buying decision process, in order, area) recognizing the problem, establishing product specifications, searching for products andevaluating possible suppliers, selecting suppliers and products, and evaluating performance.b) recognizing the problem, searching for products and evaluating possible suppliers, selectingsuppliers and products, establishing product specifications, and evaluating performance.c) recognizing the problem, selecting suppliers and products, evaluating performance,establishing product specifications, and searching for substitute products.d) establishing product specifications, recognizing the problem, searching for products,evaluating possible products and suppliers, selecting suppliers and products, and evaluatingperformance.e) establishing product specifications, searching for products, selecting suppliers and products,evaluating performance, recognizing the problem, and evaluating possible products and suppliers.93. The second stage in the business buying decision process is toa) search for products and suppliers.b) select the most appropriate product.c) develop product specifications.d) evaluate product and supplier performance.e) recognize the problem.94. In its purchase of desktop business computers, Albertson’s asked that potential suppliersprovide information only on units with 4.0 gigabytes of memory. As Albertson’s managementevaluates this purchase, it finds that 4.0 gigabytes are inadequate for many of the softwareprograms used at Albertson’s. In this instance, the firm would need to modify which aspect of thepurchase process?a) Searchingb) Specification developmentc) Alternative evaluationd) Selectione) Performance evaluation95. After deciding to order replacement parts for aging machinery, the buyer for a constructioncompany examines catalogs and trade publications looking for these parts. The buyer is at whichstage in the business buying decision process?a) Problem recognitionb) Product specificationc) Product-supplier search and evaluationd) Product-supplier selectione) Product-supplier post-evaluation96. The third stage in the business buying decision process is toa) evaluate product specifications to solve the problem.b) evaluate products relative to specifications.c) select and order the most appropriate product.d) evaluate product and supplier performance.e) search for products and suppliers.97. Christy Bridgman is considering the purchase of a new fax machine for her real estate office.She is considering a machine that doesn’t have as many functions but is available at a considerablylower price than her current machine. She is engaged in ___________ analysis.a) vendorb) downsizingc) strategicd) valuee) profit98. During the search for products and evaluating possible suppliers stage of the businessbuying decision process, marketers sometimes use _________ analysis to examine the quality,design, materials, and possibly item reduction in order to acquire the product in the most cost-effective way.a) costb) valuec) profitd) strategice) SWOT99. ___________ analysis is a systematic evaluation of current and potential suppliers thatfocuses on many dimensions including price, product quality, delivery service, productdependability, and overall company reliability.a) Valueb) Vendorc) Buying centerd) Strategice) Cost100. An organization that decides to buy all of a certain part from the same company is usinga) single-supplier purchasing.b) multiple sourcing.c) same vendor analysis.d) straight rebuy.e) sole sourcing.101. What are the four major categories of factors that influence business buying decisions?a) Environmental, organizational, interpersonal, and individualb) Environmental, organizational, psychological, and individualc) Environmental, psychological, individual, and technologicald) Technological, organizational, environmental, and interpersonale) Environmental, organizational, technological, and individual102. Individual influencing factors refer toa) relationships among those in the firm’s buying center.b) uncontrollable environmental forces.c) the power an individual controls in the buying center.d) personal characteristics of individuals in the buying center.e) activities of suppliers.103. A buyer for Macy’s Department Stores orders handbags from a supplier because thatsupplier allows the buyer to maintain Macy’s company policy of 30-day advance purchase notice.This is an example of ___________ influence on the business buying decision process.a) environmentalb) organizationalc) interpersonald) individuale) demographic104. Compared with consumer goods, marketers aiming at business customersa) do not need to select target markets.b) have an enormous amount of information available concerning potential customers.c) have more difficulty in determining where their customers are located.d) are restricted in the types of promotion they can use.e) have more difficulty in estimating customers’ purchase potentials.105. Compared with the SIC system, the North American Industry Classification System (NAICS)willa) look at many industries at one time.b) be used throughout the world.c) contain the most up-to-date information for the NAFTA partners.d) provide less information about service industries.e) generate statistics that will not be useful in comparing countries.106. Which one of the following countries will not be included in the data presented in the newindustry classification system that is replacing the SIC?a) Mexicob) Canadac) United Statesd) Japane) All but one NAFTA country107. Analysis of business input-output data by the federal government allows the government tohave a better understanding of thea) cash flows that exist among industries.b) raw materials and labor required to produce a given product.c) amount of reinvestment that different industries use.d) types of industries that purchase particular products.e) growth projections for a given industry.108. Input-output analysis is most likely to yield what type of information?a) Number of employees that a firm hasb) Industries that purchase the major portion of an industry’s outputc) Kinds of returns a firm is getting on its equipment investmentsd) Type of inventory turnover that is characteristic of a firme) Kinds of variables that would be used to segment the target market109. Ben Davideau is assigned by his sales manager to come up with the names and addresses oftwenty firms in his territory that have some potential for using sizable quantities of his firm’sproducts. Wanting to be as efficient as possible, Ben looks ina) Sales & Marketing Management.b) an SIC listing.c) the Census of Business.d) the Census of Manufacturers.e) Standard & Poor’s Register.Use the following to answer questions 110-113:Samsung is entering the home appliance market with its new French Door Refrigerator. In designingthe production facility, it has a need for various pieces of equipment, including the perpetualassembly belt-drive, quasi-assembly pods, and finishing stations. The purchasing agent for theappliance division is inquiring about who will be needed for input on the purchasing decision.Samsung has already contacted several producers of the quasi-assembly pods, and has begunnegotiations with their sales representatives.110. What type of business purchase is Samsung undertaking?a) Modified rebuyb) Straight rebuyc) New-taskd) Straight purchasee) New rebuy111. Which of the following groups should Samsung not include in its buying center for the newequipment?a) Purchasing agents at Samsungb) Eventual users within Samsungc) Potential future Samsung customersd) Gatekeepers within Samsunge) Senior managers at Samsung112. What was the first step of the buying decision process that Samsung went through whenlooking for the quasi-assembly pods?a) Searching for products and suppliersb) Selecting and ordering the most appropriate productc) Recognizing the problem or needd) Establishing product specificationse) Evaluating the product relative to specifications113. There are many factors that would influence Samsung’s business buying decisions. Whichone of the following would not?a) Environmentalb) Organizationalc) Interpersonald) Demographice) IndividualUse the following to answer questions 114-117:Precision Brake Company is a supplier of brake components to the manufacturers of lawn tractorsand 4-wheel ATV’s. It also sells its products to independent repair centers, dealers, and otherwholesalers in the northeast and southern states. Precision Brake has done research on the demandfor lawn tractors and found that most manufacturers are in the states of Kentucky, Tennessee, andAlabama. Research also shows that most of the dealers who sell directly to individual consumers arein the midwestern states, while dealers who sell to small business landscaping companies tend to belocated in the northeastern states. Company executives are considering expansion of its distributionto markets in the midwest.114. When Precision Brake sells to the individual dealers, they would be considered which of thefollowing business types?a) Producerb) Resellerc) Governmentd) Institutionale) Covert115. Given the type of business market in which Precision Brake is currently operating, whichgroup would it be least likely to sell to?a) Producersb) Governmentsc) Retailersd) Consumerse) Institutions116. When Precision Brake’s sales team calls on tractor manufacturing companies, the firstperson they usually talk to is the receptionist. In this example, the receptionists would beconsidered to be ________, part of the buying center.a) gatekeepersb) influencersc) usersd) buyerse) controllers117. Last year, Precision Brake’s sales to the manufacturers of lawn tractors declined, partiallydue to the fact that more consumers were hiring small landscaping businesses to cut their grass.This decline in sales for Precision Brake is an example ofa) Product scarcityb) Joint demandc) Derived demandd) Reciprocity demande) Inelastic demand118. T F Buyers in producer markets purchase either raw materials or semifinished products.119. T F The four categories of consumer markets are producer, reseller, government, andinstitutional.120. T F The owner of a trucking business, who buys gasoline from the nearby service stationfor the company trucks, is a part of a business market.

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