Question 1

1. Business-to-business marketing refers to buying and selling goods or services to be used by final consumers.

Accepted Answer

False

Question 2

2. B2B marketing involves manufacturers, wholesalers, and service firms.

Accepted Answer

True

Question 3

3. Resellers differ from producers in that resellers significantly alter the form of goods they sell.

Accepted Answer

False

Question 4

4. The B2B buying process tends to be more formal than B2C buying.

Accepted Answer

True

Question 5

6. A university\'s purchasing department is required to get at least three bids for any purchase greater than $3,000. This requirement is used to keep suppliers \"on their toes.\"

Accepted Answer

True

Question 6

8. Organizational culture may vary by geography.

Accepted Answer

True

Question 7

10. In both new buy and straight rebuy situations, all members of a buying center will be intensely involved in the purchasing decision.

Accepted Answer

False

Question 8

11. An architect working for a large firm requests specific computer software to produce designs, drawings, and other technical information for his clients. The architect probably serves as a gatekeeper in the buying center.

Accepted Answer

False

Question 9

13. A buying center whose members reach a decision based on a collective agreement is known as an autocratic buying center.

Accepted Answer

False

Question 10

14. A small business decides to upgrade its aging phone system. The business will probably place a straight rebuy order.

Accepted Answer

False

Question 11

15. Business-to-business marketing involves buying and selling goods or services by all of the following     EXCEPT

Accepted Answer

B. consumers.

Question 12

17. Jackie works as a sales rep for a company that produces and sells steel used in building construction. Jackie is in __________ sales.

Accepted Answer

C. B2B

Question 13

18. Sales of electric components manufactured by Rick\'s company depend on sales of new cars. Rick\'s company faces __________ demand.

Accepted Answer

E. derived

Question 14

20. Whether targeting consumers or resellers, marketers need to focus on

Accepted Answer

A. creating value for their customers.

Question 15

22. A __________ is a type of reseller, a business that buys from other businesses but does not significantly alter the form of the products it buys.

Accepted Answer

D. wholesaler

Question 16

24. Hospitals, schools, and religious organizations are examples of __________ buyers.

Accepted Answer

C. institutional

Question 17

26. Which of the following is an example of a government buyer?

Accepted Answer

C. U.S. Marine Corps

Question 18

28. Both the B2B and B2C buying processes begin with

Accepted Answer

B. need recognition.

Question 19

29. Compared to the B2C process, the information search and alternative evaluation steps in the B2B process are

Accepted Answer

D. more formal and structured.

Question 20

31. B2B buying decisions are often made by

Accepted Answer

C. committees.

Question 21

33. The first stage of the B2B buying process is

Accepted Answer

E. need recognition.

Question 22

35. Edward, the leading salesperson for Harry\'s Honda dealership, began hearing customers asking for hybrid automobiles several years ago. Edward alerted Harry, and Harry preordered many Honda hybrids before they became available. In this case, the source of need recognition was

Accepted Answer

C. customers.

Question 23

36. After need recognition, a business develops __________ that suppliers might use to develop their proposals.

Accepted Answer

D. product specifications

Question 24

37. After Hurricane Katrina, many states reevaluated their coastal area building requirements. These new building codes represented __________ that building materials companies used to develop new products.

Accepted Answer

D. product specifications

Question 25

39. After need recognition and product specification, many firms using the B2B buying process

Accepted Answer

B. issue a request for proposals from invited suppliers.

Question 26

41. Frequently a B2B buyer will post its RFP

Accepted Answer

D. on its website.

Question 27

43. The buying center for USF Corporation is in the process of discussing price, quality, and delivery schedules with potential suppliers. They are in the __________ stage of the business-to-business buying process.

Accepted Answer

A. vendor negotiation

Question 28

46. While consumers weigh postpurchase dissonance, business buyers

Accepted Answer

C. conduct vendor analysis.

Question 29

48. In most large organizations, several people are responsible for making a purchase decision. This group is called the

Accepted Answer

D. buying center.

Question 30

50. Melanie is the director of human resources for a small manufacturing firm. She has a strong personal interest in technology, and is known throughout the firm as one of the first to hear about and use new kinds of communications technologies. If the firm decides to upgrade its network, Melanie will probably function in what role in the firm\'s buying center?

Accepted Answer

C. Influencer

Question 31

52. At many universities, education faculty members were among the first to ask for personal computers. These faculty members were __________ in the buying center.

Accepted Answer

B. initiators

Question 32

53. Raycom Construction needs heavy-duty equipment to install a new pipeline in northern Alaska. After a vendor is chosen, Reginald will handle the paperwork and send out the purchase order. Reginald plays the __________ in the buying center.

Accepted Answer

A. buyer

Question 33

55. Kim is the sales representative for a major textbook publisher. When she calls on the business faculty at General University, she also tries to meet with several students to get their feedback on textbooks. She passes this feedback to her managers to guide the development of the publisher\'s future textbooks. The students are the __________ in the buying center.

Accepted Answer

D. users

Question 34

59. While no one in the firm has discussed it, Brad notices everyone else seems to dress more casually on Fridays during the summer. Brad is observing part of his firm\'s

Accepted Answer

A. culture.

Question 35

61. Which of the following is NOT one of the four general types of organizational cultures?

Accepted Answer

D. capitalist

Question 36

63. Markham Publishing is known for its consultative buying center culture. Recognizing this corporate culture, someone attempting to sell to Markham Publishing should

Accepted Answer

B. address the concerns of all members of the buying center with particular attention to those of the

Question 37

66. Not knowing the roles of key players in the buying process could cause a sales representative to

Accepted Answer

D. waste time and alienate people.

Question 38

68. Jenny was feeling frustrated. \"What\'s taking them so long to make a decision? It\'s been weeks since I first met with them, and they all seem interested in the product. I\'ve also jumped through all their paperwork hoops.\" Jenny is likely selling to a firm in what kind of buying situation?

Accepted Answer

A. New buy

Question 39

69. Most B2B buying situations can be categorized as new buys, modified rebuys, and

Accepted Answer

B. straight rebuys.

Question 40

70. The RFP stage of the B2B buying process is NOT required for

Accepted Answer

C. a straight rebuy.

Question 41

74. Olga is the sales rep for ATV Communication Systems. She wants to bid on the RFP issued by Manitoba University for distance learning technology. She knows she will need to provide considerable information and demonstrations of her firm\'s technology because Manitoba University is in a new buy situation and does not have

Accepted Answer

B. any experience with the product they wish to purchase.

Question 42

78. When Walmart considers reordering items for its stores, its buyers are instructed to negotiate price concessions, quality improvements, and/or added options. In this situation, Walmart buyers are engaged in a(n) __________ situation.

Accepted Answer

B. modified rebuy

Question 43

83. Yvonne uses her customer relationship management (CRM) system to predict when her business customers will need more of her company\'s packaging materials. When she thinks a customer should be ready to make another order, she contacts them. Yvonne is using CRM to encourage customers to engage in a(n)

Accepted Answer

D. straight rebuy.

Question 44

85. When a business customer engages in a straight rebuy, the member of the buying center most likely to be involved in the purchase is the

Accepted Answer

E. buyer.

Question 45

87. The three types of buying situations

Accepted Answer

E. call for different marketing and selling strategies.

Question 46

89. A(n) __________ situation in B2B marketing is similar to limited problem solving in the B2C process.

Accepted Answer

C. modified rebuy

Question 47

95. A buying center that makes its decisions by majority vote is a(n) __________ buying center.

Accepted Answer

A. democratic

Question 48

98. The chair of the board of the local Humane Society chose the bank where the organization keeps its money; however, the office manager is the primary person who makes deposits, writes checks, and balances the account every month. The office manager is the __________ in the buying center for the bank account.

Accepted Answer

A. user

Question 49

100.A wholesaler is an example of a

Accepted Answer

A. reseller.

Question 50

103.Firms typically repurchase office supplies (paper, ink cartridges, pens, etc.) through straight rebuys on their supplier\'s website. Should an office supplies sales rep stay in close touch with his/her current customers, and why or why not?

Accepted Answer

D. Yes; the sales rep might learn about a new opportunity in the need recognition stage.

Question 51

105.Because they do so much driving while visiting doctors\' offices and hospitals, pharmaceutical sales representatives are often given company cars to drive. When a pharmaceutical company like Merck is preparing to purchase new company cars, sales reps\' feedback will be sought on car models and features, but the final decision will be made by higher levels of management. What role(s) do the sales reps play in the buying center?

Accepted Answer

D. Users and influencers

Question 52

108.Which of the following is NOT true about web portals?

Accepted Answer

C. Portals are strictly for buying and selling tangible products.

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