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

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Question #1
The simple modified rebuy
A.   sourcing products of some importance
B.   Involves a narrow set of choice alternatives
C.   low-value and low-importance items
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.   Simple modified rebuy
B.   Routine, low-priority rebuy
C.   Casual rebuy
D.   Complex modified rebuy
Question #3
The environmental forces that influence organizational buying behavior include:
A.   Political and legal factors
B.   Technological factors
C.   All of these
D.   Economic factors
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.   Modified rebuy
B.   Strategic new task
C.   Casual rebuy
D.   Judgmental new task decision
Question #5
Individuals who control the flow of information into the buying center are performing the role of a
A.   Gatekeeper
B.   Decision maker
C.   Buyer
D.   Influencer
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.   Gatekeeper
C.   Influencer
D.   Buyer
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.   None of these
B.   Casual rebuy
C.   Straight rebuy
D.   Modified rebuy
Question #8
Which of the following are ambitious strategic priorities being pursued by many chief procurement officers?
A.   All of these
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.   Developing fewer and deeper relationships
Question #9
Buying decisions that are somewhat important to the firm and involve a moderate amount of analysis are:
A.   Simple modified
B.   Casual
C.   Routine, low-priority
D.   Complex
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.   Legal factors
B.   Political factors
C.   Economic factors
D.   Technological factors

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