Ch. 6

Question 1

refers to the buying behavior of the organizations that buy goods and services for use in production of other products and services that are sold, rented, or supplied to others

Answer 1

business buyer behavior

Question 2

A series of B2B transaction occur before a single B2C transaction occurs (T/F)

Answer 2

True

Question 3

• number of customers
• multiple levels within a B2B customer
• domain knowledge
• more complex
• more professional purchasing effort
• buyer and seller are more dependent

Answer 3

differences between B2B and B2C

Question 4

all of the individuals and units that participate in the business decision-making process

Answer 4

buying center

Question 5

Business markets have demand that is ______

Answer 5

inelastic

Question 6

A business buying situation in which the buyer reorders something without any modifications is known as a _____

Answer 6

straight rebuy

Question 7

_____ are members of the buying center who help define specifications and provide information for evaluating alternatives

Answer 7

influencers

Question 8

Developing product specifications follows _______ in the business buyer decision process

Answer 8

general need description

Question 9

_____ includes the final order with the chosen supplier or suppliers and lists other required items

Answer 9

order-routine specification

Question 10

To do e-procurement, companies can conduct ____, in which they put their purchasing requests online and invite suppliers to bid for the business

Answer 10

reverse auctions

Question 11

The rapidly expanding use of e-procurement in business-to-business deals provides several advantages; however, 1 of the disadvantages is it puts _____ against one another

Answer 11

suppliers

Question 12

Institutional markets are characterized by ____ budget, ____ patrons

Answer 12

low, captive

Question 13

Hospital purchasing agents should prefer food vendors with ____ prices and quality products

Answer 13

low