question

Resellers can be thought of as _________.

answer

Intermediaries

question

Hospitals, universities and religious organizations could be considered___space to which a bead to be fender would sell products.

answer

Institutions

question

B2B marketing involves the process of buying and selling goods or services to be used in the production of goods and services, for ________ by the buying organization, and or four___by wholesalers and retailers.

answer

Consumption; resale

question

A firm selling its products to consumers is known as business to consumer marketing. However, when I firm buys Ron materials from another firm to make its products, this is an example of business-to-_________ marketing.

answer

business-to-consumer (B2C)

question

Business to business firms find it more productive to focus their efforts on key industries on market segments rather than on ultimate _________.

answer

Consumers

question

Kellogg's purchases large quantities of whole grain in order to produce zero products. The effect of consumers desire for cereals and example of what process for the producer?

answer

Derived demand

question

______ demand as when I consumers demand for firms products affects the many facturer's purchase of inputs needed to make that product.

answer

Derived

question

When hertz Rent-A-Car decides to expand its fleet, several companies as well as consumers will be involved. Financial services will be provided by banks, an actual fleet of cars will come from auto manufacturers. Hertz will run for cars to consumers. In the scenario, which of the following are involved in B2B marketing?

answer

-Hertz, renting the cars to consumers -Auto manufacturers, selling cars to Hertz -Banks, financing Hertz's car purchases

question

The following diagram displays the progression in a business to business buying process. Please each action in the correct order in the progression of the buying process. Place the first action at the top and continue until you reach the last activity at the bottom.

answer

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

question

Before engaging in the second phase of the process, ______ Stage of the process.

answer

Product specification

question

Hey company will develop potential line specifications that suppliers used to develop their proposal.

answer

Product

question

During the beach to be buying process, I firm will typically in by alternative suppliers to bid on supplying the firms required components for product. this stage in which proposals are called for is called the _________ process.

answer

RFP

question

Which of the following would be considered appropriate methods for a firm to use when engaging in a request for proposals (RFP) process?

answer

-contacting potential suppliers directly -the buying firm posting at RFP needs on its own website

question

And B2B marketing, companies often communicate via specialized web portals. Which of the following are among the advantages of using these portals?

answer

- reduce paperwork -simplified negotiations -Streamlined procurement

question

The fourth stage of the B2B buying process has a number of mini-steps within itself. Which of the following is NOT one of the steps within the fourth stage?

answer

- product specification

question

In stage 4 of the buying process, firms will often negotiate with suppliers over the key terms of the sale. Which of the following issues are free frequently discussed within these negotiations?

answer

-price -quality -financing

question

Stage 5 of the buying process

answer

Order Specifications -detailed description of the goods -prices, delivery dates -penalties for noncompliance

question

Stage 6 of the buying process

answer

Vendor Performance Assessment Using Metrics

question

In the_____ stage of the B2B buying process, order specification, the firm places it's order with its preferred supplier(s).

answer

5th

question

When a firm gives an order to a supplier, it contains a detailed description of the goods requested, prices, delivery dates, & sometimes, penalties for being late in delivery. This process is known as:

answer

order specification

question

Stage 6 of the B2B buying process is also known as the __________ performance assessment using metrics.

answer

Vendor

question

Firms such as Toyota use formalized assessments of vendors' performances in B2B transactions to identify which steps should be taken by Toyota. Which of the following steps are valid?

answer

-get the overall performance by multiplying together the scores for the vendor at crossed every issue -determine how important each of these issues are -actually assign value to each of these issues (e.g. on a scale from 1-5)

question

The third stage of the B2 B buying process, a firm will administer a request for proposals (RFP) in which _______ will bid on providing products for services to meet the firm's product specifications

answer

vendors

question

Initiator

answer

person who first suggests buying the product.

question

Influencer

answer

Person whose views persuade others

question

Decider

answer

Person who ultimately determines the buying decisions

question

Buyer

answer

Person new handles paperwork of purchase

question

User

answer

The Person who consumes or uses the product

question

Gate keeper

answer

Person who controls information or access

question

some firms buy raw materials, components, & parts that allow them to make their own goods. These firms are known as _________ or producers

answer

manufacturers

question

A firm's organizational __________ demonstrates the values, traditions, and customs that moderate its employees behavior

answer

culture

question

the majority of B2B buying situations can be described as which three of the following

answer

-new buys -straight rebuys -modified rebuys

question

Which of the follow are part of a buying center culture

answer

-autocratic, democratic, consultative, ; consensus

question

the __________ center participants range from employees w/ formal roles in the purchasing decision to design team members who are requesting or specifying a particular item

answer

buying

question

Prior to finalizing a purchase the procurement department may consult ______ to ensure that the purchase being made is suitable for the function it will have in the company.

answer

-Design team members -Employees -Associates *DEA

question

Which of the following are roles within a buying center?

answer

-decider -initiator -user

question

Within the buying process you are considering the ______ when you are the one using the product within your organization

answer

user

question

Each role within the buying center is different. Which role makes the determination as to which product is purchased from which supplier, if purchased at all?

answer

decider

question

Within a typical buying center, the _______ is the person who first suggest buying a particular product or service.

answer

Initiator

question

There may be a person who acts as a _______ in the buying center, often by providing specifications and recommendations for the product being purchased or the vendor being considered and communicating that to others and the buying center.

answer

Influencer

question

The role of an blank within a typical buying center will be to consume or use the product or service

answer

User

question

The___is the role that controls information, access, or both to decision-makers and Influencers.

answer

Gatekeeper

question

When I doctor schedules you for a surgery and request that the hospital has specific instruments and supplies for your procedure, who initiates the buying process?

answer

The doctor

question

The term used to identify the person whohellowho may agree with the initiator and ask others from the firm to agree with the need of a particular request is that _____.

answer

Influencer

question

In a large organization where there are many purchasing requirements, it is that___will have the authority of selecting a final supplier.

answer

Decider

question

The person who handles the paperwork of the actual purchase and is responsible for making the purchase is the ________.

answer

Buyer

question

Within a large organization, if you had decided to purchase many computers, it would need to go through that___before the purchase could be made because information flow is tightly monitored.

answer

Gatekeeper

question

A___buying center culture may have multiple participants but one person makes the decisions alone

answer

Autocratic *ONE DECISION MAKER

question

When a large corporation sends out an email to all buying center members in which our class suggestions on which suppliers to use and then bases its decision on the majority, this is referred to as:

answer

Democratic *DECISION BASED ON MAJORITY

question

A___buying center uses one person to make a decision but will solicit input from others before doing so.

answer

Consultative *INPUT

question

When I buying center purchases equipment based on the teams collective agreement, this is referred to as:

answer

Consensus *DECISION BASED ON COLLECTIVE AGREEMENT

question

The___social network is mainly used for professional networking in B2B markets.

answer

question

Democratic, autocratic, consultative, ; consensus are different types of:

answer

organizational buying cultures

question

Which of the following would NOT be considered a reseller?

answer

manufacturers

question

In most country markets, the central government tends to be the _______ purchaser of goods ; services.

answer

largest

question

Approximately how much does the U.S. government spend annually on procuring goods ; services?

answer

$3.7 T

question

Siemens is a German-based firm producing everything from bullet trains to light bulbs. It engages in B2B transactions. Siemens works w/ other firms to help solve their problems often in the health care ; energy industries. Based on the previous information, which category would Siemens most appropriately fall under?

answer

manufacturers

Chapter 7. Business-to-business marketing – Flashcards

Unlock all answers in this set

Haven't found what you were looking for?

Search for samples, answers to your questions and flashcards