BUS 346 Ch. 6 (Davis Ch. 7) – Flashcards

Unlock all answers in this set

Unlock answers
question
Business-to-business marketing involves buying and selling goods or services to be used by
answer
Retailers Manufacturers Wholesalers Producers --(answer on test: "all of these")
question
Business-to-business marketing involves buying and selling goods or services by all of the following except:
answer
Consumers
question
Derek bought a pick-up truck to transport his equipment to fishing tournaments. He also bought a pick-up for his lawn maintenance business. His purchases were:
answer
B2B and B2C respectively
question
Jackie works as a sales rep for a company that produces and sells steel used in building construction. Jackie is in ______________________ sales.
answer
B2B
question
Sales of electric components manufactured by Rick's company depend on sales of new cars. Rick's company faces ________________ demand.
answer
Derived
question
Paula has developed a successful business selling appliances to homebuilders. She carefully monitors the issuance of new home permits to anticipate how many appliances she will need to buy in order to supply her customers. Paula is concerned with ______________.
answer
Derived demand
question
Whether targeting consumers or B2B Markets, marketers need to focus on:
answer
Creating value for their customers
question
Unlike manufacturers, _________________ buy products from other businesses but do not significantly alter the form of the products they buy.
answer
Resellers
question
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.
answer
Wholesaler
question
Malcolm buys overrun clothing from factories around the South. He sells the clothes to discount retailers. Malcolm is a:
answer
Reseller
question
Hospitals, schools, and religious organizations are examples of ____________ buyers.
answer
Insititutional
question
Which of the following is an example of an institutional buyer?
answer
Mayo Clinic Hospital
question
Which of the following is an example of a government buyer?
answer
US Marine Corps
question
In most countries, ________________ is one of the largest purchasers of goods and services.
answer
The central gov't
question
Both the B2B and B2C buying processes begin with
answer
Need recognition
question
Compared to the B2C process, the information search and alternative evaluation steps in the B2B process are:
answer
More formal and structured
question
Typically, B2B buyers ask potential suppliers to:
answer
Submit formal proposals
question
B2B buying decisions are often made by:
answer
Committees
question
When Goodwish Marketing decided to upgrade its network, many people were involved in the decision. In B2B buying systems decisions are often made:
answer
By a committee after considerable deliberation
question
The first stage of the B2B buying process is:
answer
Need recognition
question
Judy knows it is important to approach business buyers at the right time, which is often during the first stage of their buying process. She stays in touch with her customers, hoping to find out when they are going through:
answer
Need recognition
question
Edward, the leading salesperson for Harry's Honda dealership, began hearing customers asking for hybrid automobiles several years ago. Edward alerted Harry, and Harry pre-ordered many Honda hybrids before they became available. In this case, the source of need recognition was:
answer
Customers
question
After need recognition, a business develops ____________ that suppliers might use to develop their proposals.
answer
Product specifications
question
After Hurricane Katrina, many states re-evaluated their coastal area building requirements. These new building codes represented ________________ that building materials companies used in developing new products
answer
Product specifications
question
Charlie is hoping to get a chance to bid on supplying key components to Ned's business. He is eager to move forward, but he must wait until:
answer
Ned develops a list of product specifications
question
After need recognition and product specification, many firms using the B2B buying process:
answer
Issue a request for proposals from invited suppliers
question
During the RFP stage, B2B buyers:
answer
Invite suppliers to bid on supplying what is requested
question
Frequently a B2B buyer will post its RFP:
answer
On its website
question
Thomas wants to get a number of bids for parts and components for the specialty food-processing equipment his firm will manufacture. He has developed detailed product specifications and has developed an RFP. How will he distribute the RFP to ensure a reasonable supply at a reasonable cost?
answer
-Use his company's website -Contact potential suppliers directly -Invite current suppliers to bid -Network through his trade association or Chamber of Commerce --(answer on test: "all of these")
question
After posting an RFP for telecommunication equipment, USF received six proposals from qualified vendors. Next, USF will:
answer
Evaluate proposals and narrow the choice to a few suppliers
question
After evaluating proposals they received for new telecommunication equipment, the buying center for USF Corporation will probably discuss ___________ with qualified suppliers.
answer
Price Quality Delivery schedule Financing --(answer on test: "all of these")
question
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.
answer
Vendor negotiation
question
When reviewing her firm's business buying process, Carla noticed a company requirement that they have at least three qualified bids from suppliers for any purchase over $50,000. This requirement is designed to:
answer
Keep suppliers on their toes
question
As the buyer in Northrop's buying center team, when a decision is made, Craig will specify:
answer
Price Quantity Deliver schedule Nonperformance penalties --(answer on test: "all of these")
question
Frieda has just received a major order from Northrop Corporation for her firm's hydraulic lift equipment. After reviewing the order information, Frieda will:
answer
Send an acknowledgement that the order has been received
question
When Jerry was negotiating a total renovation for the local health care clinic, he knew every month the clinic was closed he would lose $10,000 in rent from the various tenants in the clinic. Jerry shrewdly included ___________________ in the renovation contract to encourage the vendor to finish on schedule.
answer
Nonperformance penalty
question
While consumers weigh postpurchase dissonance, business buyers:
answer
Conduct venor analysis
question
Vendor analysis often involves ____________________ important to the buyer.
answer
Specifications and weighting of issues
question
As purchasing manager for Avalon Electronics, Carrie is required to submit a vendor performance analysis every three months. To meet this requirement, Carrie will probably:
answer
Specify the weight and performance factors in weight and performance factors to quantify results
question
In most large organizations, several people are responsible for making a purchase decision. This group is called the:
answer
Buying center
question
Which of the following is NOT one of the roles typically played by one of the members of a buying center?
answer
Auctioneer
question
Melissa is the director of human resources, but is known throughout the firm as being one of the first to hear about and use new kinds of communications technologies. When the firm wants to upgrade its network, Melissa will probably function in what role in the firm's buying center?
answer
Influencer
question
Carlos recently graduated with a degree in marketing, and he has taken an attractive sales position with a B2B firm. He did quite well in school, but one of his strongest assets is the way he works with people. In the firms he plans to visit, he has planned to focus most of his attention on:
answer
Gatekeepers Initiators Buyers Deciders --(answer on test: "Carlos should focus on all of these")
question
Raycom Construction needs heavy-duty equipment to install a new pipeline in northern Alaska. Raycom engineers will be asked to evaluate the equipment needs and provide detailed specifications and recommendations. The Raycom engineers will primarily play the ____________ role in the company's buying center
answer
Influencer
question
At many universities, education faculty members were among the first to ask for personal computers. These faculty members were _____________ in the buying center.
answer
Initiators
question
Raycom Construction needs heavy-duty equipment to install a new pipeline in northern Alaska. Raycom engineers will specify the type of equipment to be purchased. When the decision is made, Reginald will handle the paperwork and send out the purchase order. Reginald plays the ______________ in the buying center.
answer
Buyer
question
Which of the following is NOT an ethical concern in the pharmaceutical industry?
answer
All of these are ethical issues
question
Whenever Kim, a textbook publisher's representative, calls on the business faculty at General University, her first stop is to chat with Frank, the business department secretary. From Frank, Kim learns which professors have left or are new, and what courses will be taught next semester. Frank also helps Kim to make appointments to see professors to discuss textbook choices. Frank acts as the _____________ in the business department buying center.
answer
Gatekeeper
question
Whenever Kim, a textbook publisher's representative, calls on the business faculty at General University, she also meets with several students to get their feedback on the textbooks used by the department. The students are the ____________ in the buying center.
answer
Users
question
Many health insurance policies require patients to call and get pre-approval for tests or procedures, or else pay a much higher co-payment. The health insurance company acts as a __________________ for the purchase of medical services.
answer
Gatekeeper
question
Unlike a firm's mission statement or employee handbook, a firm's culture often:
answer
Exists as a set of unspoken guidelines
question
An organization's culture reflects the _____________________ that guide its employees' behavior.
answer
Set of values, traditions, and customs
question
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:
answer
Culture
question
While training for her new job as a pharmaceutical sales representative, Mallory spent several days shadowing an experienced company rep. She watched the rep focusing on the benefits of the new drugs while not volunteering pricing information, side effects, or comparison data. Mallory accepted this as being part of the pharmaceutical firm's:
answer
Culture
question
Which of the following is NOT one of the four general types of organizational cultures?
answer
Capitalist
question
Knowing which type of buying center culture is prevalent in a given organization helps sellers to decide:
answer
How to approach a particular client How to deliver pertinent information To whom to deliver pertinent information To whom to make the sales presentation --(answer on test: "all of these")
question
Olivia knows that one person, who makes all major purchase decisions, dominates the firm she is calling on today. Knowing the type of buying center she is calling on will help Olivia to decide:
answer
How to approach a particular client How to deliver pertinent information To whom to deliver pertinent information To whom to make the sales presentation --(answer on test: "all of these")
question
The customer Carlotta is calling on today has a(n) __________ buying center culture. This means that the decision process will involve reaching agreement among all members of the buying center.
answer
Consensus
question
Markham Publishing is known for its consultative buying center culture. Recognizing this corporate culture, someone attempting to sell to Markham Publishing should:
answer
address the concerns of all members of the buying center with particular attention to those of the decision maker
question
Fordham Hardware is known for its consensus buying center culture. Recognizing this corporate culture, someone attempting to sell to Fordham Hardware should:
answer
work to facilitate the collective agreement of all members of the buying center
question
At the main campus of a large university, faculty always refer to each other as Doctor, wear suits, and guard their academic domains against each other. This leads to frequent name-calling and strenuous debates. Meanwhile, at the various branch campuses, faculty members call each other by their first names, dress casually, and supported each other's scholarly efforts. This example illustrates the differences in ___________________ that can exist within an organization.
answer
Organizational culture
question
Not knowing the roles of key players in the buying process could cause a sales representative to:
answer
Waste time and alienate people
question
When she gave her presentation to Harmon's Automotive Supply, Brie did not know the roles of the key players in the buying center. This could cause her to waste a lot of time and to:
answer
Alienate the real decision maker
question
When Leanne gave her presentation to the BigDeal discount buying center team, she treated each member's question seriously and gave equal time to addressing each. Leanne did not realize BigDeal has an autocratic buying center culture and she needed to focus on answering Beverly's questions, since she is the decision maker. In addition to wasting time by not understanding BigDeal's culture, Leanne may have also:
answer
Alienated Beverly, the real decision-maker
question
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?
answer
New buy
question
Most B2B buying situations can be categorized as new buys, modified rebuys, and:
answer
Straight rebuys
question
The RFP buying situation is most likely to be associated with:
answer
Either new buy or modified rebuy
question
The buying decision is likely to be more complex and take longer to complete in a(n) ___________ B2B buying situation.
answer
New buy
question
In which buying situation is the buyer most likely to proceed through all six steps in the buying process?
answer
New buy
question
Manitoba University is buying a distance learning system. Previously, the school had no distance learning technology. For Manitoba University this represents a(n) _______________ situation.
answer
New buy
question
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:
answer
Any experience with the product they wish to purchase
question
When Natasha took over as facilities manager for Burlington Furniture Manufacturing she was shocked to see the factory was still heated with a coal-fired boiler. Immediately, she made a decision to upgrade the heating system to something more efficient. For Natasha, this represented a(n) __________________ situation.
answer
New buy
question
In a(n) _________________ situation, the buyer has purchased a similar product in the past but has decided to change some specifications.
answer
Modified rebuy
question
When a business buyer decides to change specifications such as quality or options associated with products he or she has purchased in the past, the buyer is engaged in a(n) __________ situation.
answer
Modified rebuy
question
When Walmart considers re-ordering items for its stores, its buyers are instructed to negotiate price concession, quality improvements, and/or added options. In this situation, Walmart buyers are engaged in a(n) __________________ situation.
answer
Modified rebuy
question
In a modified rebuy situation, _________________ are likely to have an advantage in getting the order.
answer
Current vendors
question
Which of the following circumstance might trigger a modified rebuy instead of a straight rebuy?
answer
Changing quality levels needed in the product or service Dissatisfaction with the vendor Change in some of the product specifications Changes in the desired price --(answer on test: "all of these")
question
When Val sees the RFP issued by one of his customers, he is concerned that they have changed their specifications since they placed a previous order with him. His company's products do not meet the new specifications. In this situation, being the current vendor:
answer
Will probably not be an advantage in getting the new order
question
A(n) ___________ occurs when the purchasing agent buys additional units of products that have previously been purchased.
answer
Straight rebuy
question
If a B2B customer is satisfied with an existing supplier, it will probably engage in a(n) ___________ to purchase additional quantities of the item.
answer
Straight rebuy
question
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):
answer
Straight rebuy
question
Phil put down the phone and told Alice, "I just love that customer. I got another big order, and they just keep on coming." Phil is likely selling to a firm in what kind of buying situation?
answer
Straight rebuy
question
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:
answer
Buyer
question
In established businesses, a large proportion of B2B purchases fall into the ___________ category.
answer
Straight rebuy
question
The three types of buying situations...
answer
Call for different marketing and selling strategies
question
The _____________ situation usually involves more members of a buying center and involves more time to complete than the other buying situations.
answer
New buy
question
A(n) _______________ situation in B2B marketing is similar to limited problem solving in the B2C process.
answer
Modified rebuy
question
Kimberly has just learned that B&B Coffee Supply is looking for a new source of commercial-grade coffee makers, one of the products she sells. She knows B&B has been in business for many years, but she has not been able to get any business from them. When developing her marketing strategy, Kimberly will probably assume that this represents a ___________________ situation for B&B Coffee Supply, and she will want to find out why B&B Coffee Supply is considering alternatives.
answer
Modified rebuy
question
For B2B salespeople, usually the easiest sale is a(n) __________________ situation.
answer
Straight rebuy
question
Normally, BC bottling company attaches plastic labels to its bottles. However, a new company is launching a product that requires the use of fabric labels. In order to use this latest innovation, BC bottling company must now source these fabric labels from another company. This is an example of:
answer
B2B marketing
question
The office policy and procedure states that any purchase requisitions that are $3,000 and over must be given to Ms. Reynolds, who will then get authorization from the CFO for the purchase request. Ms. Reynolds serves as a ___________ in the buying center
answer
Gatekeeper
question
The president of the Northwoods University student body made a formal request to the IT department for additional computers in the main computer lab. The student body president is the ________ in the buying center.
answer
Initiator
question
The Northwoods University IT department is planning to buy additional computers for the computer lab. Pedro Bechara, manager of the lab, is asked for a recommendation, and he suggests buying Macintosh computers instead of Windows PCs. What role does Pedro play in the buying center?
answer
Influencer
question
Bob Roberts founded Robertico, an equipment leasing company, three decades ago. Although he is now in his seventies, he still has a "hands on" management style. His employees have learned that there isn't much point in making purchase recommendations for new equipment, because Bob is going to choose whatever he thinks is best regardless of their views. Robertico has a(n) ________ buying center culture.
answer
Autocratic
question
A buying center that makes its decisions by majority vote is a(n) ________ buying center.
answer
Democratic
question
The local skydiving team is buying new parachutes. The team's coach has invited all team members to make recommendations, after which he will select the successful vendor. The skydiving team's buying center has a(n) ________ organizational culture
answer
Consultative
question
To maximize efficiency, farmers send their eggs to a ______ who handles sales and shipments to supermarkets.
answer
Distributor
question
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.
answer
User
question
B2B partners often connect to each other on the Internet through special __________ designed to facilitate information exchanges and transactions
answer
Web portals
question
A wholesaler is an example of a:
answer
Reseller
question
What type of B2B organization is a retail store such as T.J. Maxx?
answer
Reseller
question
Why did Staples decide to partner with StickK.com to launch the "StickK to It! Business Challenge," which helps small businesses monitor their success?
answer
To acquire more small business customers To build customer loyalty To increase brand awareness To increase sales. --(answer on test: "all of these")
question
Which of the following details are included in the order specification stage of the B2B buying process?
answer
Price and delivery dates
Get an explanation on any task
Get unstuck with the help of our AI assistant in seconds
New