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.
Large choice of possible suppliers
C.
sourcing products of some importance
D.
low-value and low-importance items
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.
Casual rebuy
B.
Routine, low-priority rebuy
C.
Simple modified rebuy
D.
Complex modified rebuy
Question #3
The environmental forces that influence organizational buying behavior include:
A.
Political and legal factors
B.
Economic factors
C.
Technological 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.
Judgmental new task decision
B.
Modified rebuy
C.
Casual rebuy
D.
Strategic new task
Question #5
Individuals who control the flow of information into the buying center are performing the role of a
A.
Decision maker
B.
Influencer
C.
Gatekeeper
D.
Buyer
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.
Gatekeeper
B.
Influencer
C.
Buyer
D.
Decision maker
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.
Straight rebuy
B.
Modified rebuy
C.
Casual rebuy
D.
None of these
Question #8
Which of the following are ambitious strategic priorities being pursued by many chief procurement officers?
A.
Developing fewer and deeper relationships
B.
All of these
C.
Emphasizing more than just price, including a focus on business outcomes, total cost of ownership, and development of long-term value
D.
Becoming business partners
Question #9
Buying decisions that are somewhat important to the firm and involve a moderate amount of analysis are:
A.
Casual
B.
Complex
C.
Simple modified
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.
Technological factors
B.
Legal factors
C.
Economic factors
D.
Political factors
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