Chapter 17 Multiple-choice questions

The purchase of goods or services for use by an organization in producing other goods and services, to support the daily operations of the organization, or for resale is called:

wholesale marketing.

business-to-business marketing.

corporate marketing.

distribution marketing.

B2B marketing is fundamentally different from consumer goods or services marketing because:

distribution channels for business products are significantly longer.

customer relationships for business products tend to be short-term and transactions-based.

organizational buyers do not consume the products or services themselves.

customer service plays a smaller role in the distribution of business products.

Which of the following is not a type of buyclass?

New task.

Straight rebuy.

Switch buy.

Modified rebuy.

The development and maintenance of __________ between buying and selling organizations is pivotal to success.

products

relationships

services

system

Three broad types of B2B organizations are identified as:

Domestic, regional and international organizations.

Small, medium and large enterprises.

Commercial, government and institutional organizations.

Small companies, large enterprises and not-for-profit organizations.

When one company re-labels a product and incorporates it within a different product, in order to sell it under its own brand name and offering its own warranty, support and licensing, what is this referred to as?

Government.

Original equipment manufacturers (OEMs).

Retailers.

Distributors.

These goods and services are 'consumables' as they are necessary to keep production processes and the organization running. They are known as:

Input goods.

Equipment goods.

Supply goods.

Commodity.

Which of the following is not one of the main factors of business markets?

The nature of demand.

The buy phases.

Buyer-Seller relationships.

The buying processes.

The development of ______________techniques has enabled organizations to concentrate on their core processes and to outsource all other activities.

logistics management

supply chain management

lean management

supplier research

Organizational buying behaviour is about:

determining the characteristics of the needed product.

the functions and processes, strategy, and the network of relationships.

searching for qualified sources.

evaluating proposals and selecting suppliers.

When making a buying decision about a product the organization has purchased before, if an organization decides that it needs to change the specification of the product, further negotiate on price levels with the supplier, or perhaps make an arrangement for alternative delivery patterns, this is an example of which type of buying decision?

Straight rebuy.

Switch buy.

Modified rebuy.

New task.

Examples of business market items that would usually be purchased as a straight re-buy are:

high-quality raw materials.

heavy-duty machinery.

paper clips and pencils.

computers.

Which of the following is not membership of an organization's decision-making unit?

Initiators.

Users.

Contractors.

Gatekeepers.

In a business buying centre situation, the people who use the product once it has been acquired and who will also evaluate its performance are called:

Users.

Consumers.

Influencers.

Gatekeepers.

The function performed by the gatekeeper in the company decision-making unit is to:

supply information to guide the evaluation of alternatives.

select a supplier and implement the procedures for securing the goods and services.

choose which goods and services will actually be bought.

control the information that all members of the decision-making unit will review.

There is a huge number of different types of commercial organization. Organizations, where one company purchases and re-labels a product and then incorporate it within a different product in order to sell it under a different (their own) brand name, are called:______

suppliers.

distributors.

original equipment manufacturers.

retailers.

The purchasing strategy that refers to a buyer's efficiency orientation where the main purchasing goal is to seek the lowest price for the product is known as:

the bargainer.

the price minimizer.

the clockwiser.

the adaptator.

The ___________ purchasing strategy refers to network relationships that function predictably and precisely.

adaptator

clockwiser

bargainer

projector

Products and services bought and sold through business markets are categorized as ________

manufacturing goods, equipment goods, and supply goods.

consumer goods, services, and supply goods.

input goods, equipment goods, and supply goods.

input goods, services, and supply goods.

_______________can be distinguished as an independent type of organisation. They provide services to all other organisations and can be found in many sectors.

Professional service firms

Suppliers

Agencies

Manufacturing firms

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