Question # 00004730 Posted By: smartwriter Updated on: 12/05/2013 03:49 PM Due on: 12/31/2013
Subject Business Topic General Business Tutorials:
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91. Administrative assistants that control the flow of information to other people in the
organization often play the _____ role in the buying center.
a) gatekeeper
b) user
c) influencer
d) buyer
e) controller
92. The stages of the business buying decision process, in order, are
a) recognizing the problem, establishing product specifications, searching for products and
evaluating possible suppliers, selecting suppliers and products, and evaluating performance.
b) recognizing the problem, searching for products and evaluating possible suppliers, selecting
suppliers 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 evaluating
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 to
a) 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 suppliers
provide information only on units with 4.0 gigabytes of memory. As Albertson's management
evaluates this purchase, it finds that 4.0 gigabytes are inadequate for many of the software
programs used at Albertson's. In this instance, the firm would need to modify which aspect of the
purchase process?
a) Searching
b) Specification development
c) Alternative evaluation
d) Selection
e) Performance evaluation
95. After deciding to order replacement parts for aging machinery, the buyer for a construction
company examines catalogs and trade publications looking for these parts. The buyer is at which
stage in the business buying decision process?
a) Problem recognition
b) Product specification
c) Product-supplier search and evaluation
d) Product-supplier selection
e) Product-supplier post-evaluation
96. The third stage in the business buying decision process is to
a) 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 considerably
lower price than her current machine. She is engaged in ___________ analysis.
a) vendor
b) downsizing
c) strategic
d) value
e) profit
98. During the search for products and evaluating possible suppliers stage of the business
buying 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) cost
b) value
c) profit
d) strategic
99. ___________ analysis is a systematic evaluation of current and potential suppliers that
focuses on many dimensions including price, product quality, delivery service, product
dependability, and overall company reliability.
a) Value
b) Vendor
c) Buying center
d) Strategic
e) Cost
100. An organization that decides to buy all of a certain part from the same company is using
a) 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 individual
b) Environmental, organizational, psychological, and individual
c) Environmental, psychological, individual, and technological
d) Technological, organizational, environmental, and interpersonal
e) Environmental, organizational, technological, and individual
102. Individual influencing factors refer to
a) 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 that
supplier 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) environmental
b) organizational
c) interpersonal
d) individual
e) demographic
104. Compared with consumer goods, marketers aiming at business customers
a) 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)
a) 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 new
industry classification system that is replacing the SIC?
a) Mexico
b) Canada
c) United States
d) Japan
e) All but one NAFTA country
107. Analysis of business input-output data by the federal government allows the government to
have a better understanding of the
a) 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 has
b) Industries that purchase the major portion of an industry's output
c) Kinds of returns a firm is getting on its equipment investments
d) Type of inventory turnover that is characteristic of a firm
e) Kinds of variables that would be used to segment the target market
109. Ben Davideau is assigned by his sales manager to come up with the names and addresses of
twenty firms in his territory that have some potential for using sizable quantities of his firm's
products. Wanting to be as efficient as possible, Ben looks in
a) Sales & Marketing Management.
b) an SIC listing.
c) the Census of Business.
d) the Census of Manufacturers.
e) Standard & Poor's ter.
Use the following to answer questions 110-113:
Samsung is entering the home appliance market with its new French Door Refrigerator. In designing
the production facility, it has a need for various pieces of equipment, including the perpetual
assembly belt-drive, quasi-assembly pods, and finishing stations. The purchasing agent for the
appliance 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 begun
negotiations with their sales representatives.
110. What type of business purchase is Samsung undertaking?
a) Modified rebuy
b) Straight rebuy
c) New-task
d) Straight purchase
e) New rebuy
111. Which of the following groups should Samsung not include in its buying center for the new
a) Purchasing agents at Samsung
b) Eventual users within Samsung
c) Potential future Samsung customers
d) Gatekeepers within Samsung
e) Senior managers at Samsung
112. What was the first step of the buying decision process that Samsung went through when
looking for the quasi-assembly pods?
a) Searching for products and suppliers
b) Selecting and ordering the most appropriate product
c) Recognizing the problem or need
d) Establishing product specifications
e) Evaluating the product relative to specifications
113. There are many factors that would influence Samsung's business buying decisions. Which
one of the following would not?
a) Environmental
b) Organizational
c) Interpersonal
d) Demographic
e) Individual
Use the following to answer questions 114-117:
Precision Brake Company is a supplier of brake components to the manufacturers of lawn tractors
and 4-wheel ATV's. It also sells its products to independent repair centers, dealers, and other
wholesalers in the northeast and southern states. Precision Brake has done research on the demand
for lawn tractors and found that most manufacturers are in the states of Kentucky, Tennessee, and
Alabama. Research also shows that most of the dealers who sell directly to individual consumers are
in the midwestern states, while dealers who sell to small business landscaping companies tend to be
located in the northeastern states. Company executives are considering expansion of its distribution
to markets in the midwest.
114. When Precision Brake sells to the individual dealers, they would be considered which of the
following business types?
a) Producer
b) Reseller
c) Government
d) Institutional
e) Covert
115. Given the type of business market in which Precision Brake is currently operating, which
group would it be least likely to sell to?
a) Producers
b) Governments
c) Retailers
d) Consumers
e) Institutions
116. When Precision Brake's sales team calls on tractor manufacturing companies, the first
person they usually talk to is the receptionist. In this example, the receptionists would be
considered to be ________, part of the buying center.
a) gatekeepers
b) influencers
c) users
d) buyers
e) controllers
117. Last year, Precision Brake's sales to the manufacturers of lawn tractors declined, partially
due 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 of
a) Product scarcity
b) Joint demand
c) Derived demand
d) Reciprocity demand
e) Inelastic demand
118. 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, and
120. T F The owner of a trucking business, who buys gasoline from the nearby service station
for the company trucks, is a part of a business market.
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Tutorials for this Question
  1. Tutorial # 00004527 Posted By: smartwriter Posted on: 12/05/2013 03:50 PM
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