Marketing 442 - Business to Business Marketing » Spring 2024 » Quiz Ch 2

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Question #1
The simple modified rebuy
A.   Involves a narrow set of choice alternatives
B.   low-value and low-importance items
C.   sourcing products of some importance
D.   Large choice of possible suppliers
Question #2
Those buying decisions that involve a narrow set of choice alternatives, encompass a moderate amount of both information search and analysis, and concentrate on the long-term relationship potential of suppliers are called:
A.   Complex modified rebuy
B.   Routine, low-priority rebuy
C.   Casual rebuy
D.   Simple modified rebuy
Question #3
The environmental forces that influence organizational buying behavior include:
A.   Technological factors
B.   Economic factors
C.   Political and legal factors
D.   All of these
Question #4
Because of the technical complexity of the product, the difficulty of evaluating alternatives, or the unpredictable aspects of dealing with a new supplier, this type of buying decision involves the greatest level of uncertainty.
A.   Strategic new task
B.   Modified rebuy
C.   Judgmental new task decision
D.   Casual rebuy
Question #5
Individuals who control the flow of information into the buying center are performing the role of a
A.   Influencer
B.   Buyer
C.   Decision maker
D.   Gatekeeper
Question #6
Individuals actually making the buying decision, whether or not they have the formal authority to do so, are performing the role of:
A.   Decision maker
B.   Buyer
C.   Gatekeeper
D.   Influencer
Question #7
Upon meeting with a General Electric buyer, a salesperson learned that the G.E. purchasing function is unhappy with the supplier's performance and is openly considering new options. This provides an illustration of a
A.   Casual rebuy
B.   Straight rebuy
C.   None of these
D.   Modified rebuy
Question #8
Which of the following are ambitious strategic priorities being pursued by many chief procurement officers?
A.   Developing fewer and deeper relationships
B.   Becoming business partners
C.   Emphasizing more than just price, including a focus on business outcomes, total cost of ownership, and development of long-term value
D.   All of these
Question #9
Buying decisions that are somewhat important to the firm and involve a moderate amount of analysis are:
A.   Casual
B.   Simple modified
C.   Complex
D.   Routine, low-priority
Question #10
A significant increase in the price of gasoline that leads to a decrease in the purchases of new automobiles is an example of the impact of which environmental force?
A.   Political factors
B.   Legal factors
C.   Economic factors
D.   Technological factors

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