B116 - Ch.6 Flashcards
An Internet-based business-to-business marketplace through which participants are able to purchase supplies and services from each other is called
Select one:
a.
e-tailing.
b.
e-place.
c.
on online market.
d.
e-procurement.
e.
e-market.
d.
e-procurement.
The janitorial staff at the local secondary school reported that they were low on several cleaning products. New supplies would be required in the next couple of weeks. What kind of process will likely be in place for this situation?
Select one:
a.
a routine purchase process
b.
a supplier review
c.
a modified rebuy routine
d.
an order and reorder routine
e.
a new-task purchase
d.
an order and reorder routine
Government contracting opportunities are advertised online through MERX, the government electronic public tendering service.
Select one:
True
False
True
Companies have banded together to establish an online marketplace to buy and sell equipment. This activity is an example of an electronic buying exchange.
Select one:
True
False
True
Location of supplier is a significant criterion in the B2B buying decision process.
Select one:
True
False
False
Purchasing a computer mainframe for a company involves a more formal decision-making process than would the purchase of a personal home computer.
Select one:
True
False
True
A potential supplier of dialysis machines to a major hospital sends in a sealed bid for evaluation by the buying committee. What is this called?
Select one:
a.
open bid
b.
closed bid
c.
evaluation
d.
vendor bid
e.
quotation
b.
closed bid
An informal gathering of several informed individuals throughout the company to make purchasing decisions is referred to as a
Select one:
a.
decision-making unit.
b.
buying centre.
c.
gatekeeping process.
d.
joint decision process.
e.
buying committee.
b.
buying centre.
The B2B market comprises
Select one:
a.
individuals and organizations.
b.
only organizations.
c.
all public and private organizations.
d.
only individuals.
e.
only resellers of goods.
a.
individuals and organizations.
To manufacture Maxwell House coffee, Kraft Canada needs coffee beans, plastic lids, glass or plastic jars, paper labels, and a cardboard shipping case. These requirements are an example of derived demand.
Select one:
True
False
False
The member of a buying centre who controls the flow of information to others in the centre is called the
Select one:
a.
gatekeeper.
b.
referee.
c.
decider.
d.
influencer.
e.
user.
a.
gatekeeper.
Salespeople play a key role in the B2B market, but rather than calling on customers individually, ________ are being formed to deal with customers’ needs more effectively.
Select one:
a.
sales committees
b.
sales centres
c.
sales teams
d.
project teams
e.
sales partnerships
d.
project teams
Organizational buying is defined as the decision-making process firms follow to establish what products they need to purchase and then identify, evaluate, and select a brand and supplier for those products.
Select one:
True
False
True
Darlene has the authority to select company suppliers and negotiate price with them. She is a(n)
Select one:
a.
decider.
b.
gatekeeper.
c.
user.
d.
influencer.
e.
buyer.
e.
buyer.
The difference in marketing communications between the B2B and consumer market is the B2B market
Select one:
a.
uses more intermediaries.
b.
uses more standardized products.
c.
relies more on personal selling and online communications.
d.
focuses primarily on channel promotions.
e.
relies heavily on public relations.
c.
relies more on personal selling and online communications.
Buying committees follow a formal process; buying centres tend to use a more informal process.
Select one:
True
False
Feedback
True
The member of a buying centre who has formal or informal power to select the supplier is the
Select one:
a.
decider.
b.
buyer.
c.
influencer.
d.
user.
e.
gatekeeper.
a.
decider.
The purchasing manager decided he needed to conduct a vendor analysis. The most important question he needs to answer is which supplier can offer the best price.
Select one:
True
False
False
The purpose of a vendor analysis is to screen potential suppliers on a variety of factors, such as their ability to provide consistent products in quantities that are needed.
Select one:
True
False
True
A major hospital is planning to upgrade its treatment of kidney disease with the purchase of new dialysis machines. Those responsible for the purchase consider qualifications of prospective vendors during the ________ phase of the organizational buying decision process.
Select one:
a.
proposal solicitation
b.
performance review
c.
supplier search
d.
supplier selection
e.
supplier evaluation
c.
supplier search
