Marketing 200 Chapter 7 Quiz Flashcards
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_____ reflects the link between consumers' demand for a company's product and the company's purchase of necessary inputs to manufacture or assemble that particular product. A) Institutional purchasing demand B) Distribution C) Derived demand D) Wholesaling E) Reselling demand
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C) Derived Demand
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In B2B markets, _____ are firms that buy and reprocess products (a product is a good or service) before selling them again to the next buyer. A) manufacturers B) producers C) resellers D) institutions E) governments
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A) Manufacturers
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Which of the following is an example of a reseller? A) Manufacturer B) Producer C) Wholesaler D) Institution E) Government
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C) Wholesaler
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In terms of business markets, organizations like hospitals that provide goods and services to people in their care are classified as A) manufacturers. B) producers. C) resellers. D) institutions. E) governments.
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D) Institutions
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With its estimated outlay of $600 billion dollars for fiscal year 2011, the Pentagon represents which type of B2B organization? A) Manufacturer B) Distributor C) Reseller D) Institution E) Government
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E) Government
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The business-to-business buying process is initiated by which of the following steps? A) The RFP process B) Need recognition C) Proposal analysis D) Product specification E) Vendor performance assessment
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B) Need recognition
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The acronym RFP, when used by those involved in business-to-business buying, stands for A) Request For Pricing. B) Reorder For Products. C) Request For Products. D) Request For Proposals. E) Request For Performance.
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D) Request For Proposals
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_____ is an entry point that is commonly used to find specific sites. A) A web hosting site B) An intranet C) A web portal D) A micro blog E) A web link
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C) A web portal
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In this stage of the business-to-business buying process, firms are likely to narrow their selection to a few suppliers, often those with which they have existing relationships, and discuss key terms of the sale. A) The RFP process B) Vendor specification C) Product specification D) Vendor performance assessment E) Proposal analysis and supplier selection
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E) Proposal analysis and supplier selection
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What is the final stage in the business-to-business buying process? A) RFP process B) Vendor performance assessment C) Order specification D) Need recognition E) Proposal analysis and supplier selection
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B) Vendor performance assessment
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John is involved in the buying center of a large organization. He ultimately will determine whether to buy, what to buy, how to buy, or where to buy. What role does John play in this situation? A) Initiator B) Influencer C) Decider D) Buyer E) Gatekeeper
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C) Decider
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The individual who controls the flow of information or access to important decision makers serves as the _____ in the buying center. A) user B) initiator C) decider D) influencer E) gatekeeper
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E) Gatekeeper
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Pharmaceutical companies have been criticized for direct-to-consumer television ads promoting the use of their brands of medication for specific medical conditions. With respect to buying centers, the pharmaceutical company plays the role of _____ in this situation. A) initiator B) influencer C) decider D) buyer E) gatekeeper
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B) Influencer
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A firm's _____ reflects the set of values, traditions, and customs that guide its employees' behavior. A) marketing strategy B) marketing plan C) ethical climate D) demographics E) organizational culture
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E) Organizational culture
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In a(n) _____ buying center, there may be many participants, but one person makes the decision alone. A) autocratic B) consensual C) consultative D) democratic E) republic
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A) Autocratic
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In a(n) _____ buying center, one person is authorized to make a decision, but input from others is gathered before doing so. A) republic B) autocratic C) democratic D) consensual E) consultative
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E) Consultative
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In _____ buying centers, all members of the team must reach a collective agreement that they can support a particular purchase. A) autocratic B) consensus C) consultative D) democratic E) republic
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B) Consensus
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Autocratic buying centers are characterized by A) a single decision maker. B) collective agreement. C) majority rule. D) the solicitation of many opinions. E) many decision makers.
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A) A single decision maker
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Although social media is used to build relationships, in the B2B context, the majority of B2B marketers use _____ for their marketing efforts. A) Facebook B) Twitter C) Linkedin D) HootSuite E) White papers
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E) White papers
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Most B2B buying situations can be categorized into three types: new buys, straight rebuys, and A) standard rebuys. B) capital buys. C) modified rebuys. D) repeat buys. E) strategic buys.
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C) Modified rebuys
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Franks Pizza oven is broken and Frank will need to buy a replacement. The purchase of capital equipment such as the ovenis an example of a _____ situation. A) straight rebuy B) standard rebuy C) modified rebuy D) new buy E) capital buy
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D) New buy
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In a _____ situation, the buying center is likely to proceed through all six steps in the buying process and involve many people in the buying decision. A) straight rebuy B) standard rebuy C) modified rebuy D) new buy E) capital buy
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D) New buy
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The University will purchase new computers during the summer to update its computer labs. Although the new computers will be more advanced in terms of their technology, the purchase itself will involve some of the same considerations as those used for previous purchases. This is an example of which of the following types of buying situation? A) Straight rebuy B) Standard rebuy C) Modified rebuy D) New buy E) Capital buy
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C) Modified rebuy
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When Kinko's replenishes its supply of copy paper, it most likely involves a _____ situation. A) new buy B) standard rebuy C) modified rebuy D) straight rebuy E) material buy
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D) Straight rebuy
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In _____, the buyer is often the only member of the buying center involved in the process. A) new buys B) standard rebuys C) modified rebuys D) straight rebuys E) material buys
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D) Straight rebuys
