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Marketing 200 Chapter 7 Quiz

_____ reflects the link between consumers’ demand for a company’s product and the company’s purchase of necessary inputs to manufacture or assemble that particular product.
A) Institutional purchasing demand
B) Distribution
C) Derived demand
D) Wholesaling
E) Reselling demand
C) Derived Demand
In B2B markets, _____ are firms that buy and reprocess products (a product is a good or service) before selling them again to the next buyer.
A) manufacturers
B) producers
C) resellers
D) institutions
E) governments
A) Manufacturers
Which of the following is an example of a reseller?
A) Manufacturer
B) Producer
C) Wholesaler
D) Institution
E) Government
C) Wholesaler
In terms of business markets, organizations like hospitals that provide goods and services to people in their care are classified as
A) manufacturers.
B) producers.
C) resellers.
D) institutions.
E) governments.
D) Institutions
With its estimated outlay of $600 billion dollars for fiscal year 2011, the Pentagon represents which type of B2B organization?
A) Manufacturer
B) Distributor
C) Reseller
D) Institution
E) Government
E) Government
The business-to-business buying process is initiated by which of the following steps?
A) The RFP process
B) Need recognition
C) Proposal analysis
D) Product specification
E) Vendor performance assessment
B) Need recognition
The acronym RFP, when used by those involved in business-to-business buying, stands for
A) Request For Pricing.
B) Reorder For Products.
C) Request For Products.
D) Request For Proposals.
E) Request For Performance.
D) Request For Proposals
_____ is an entry point that is commonly used to find specific sites.
A) A web hosting site
B) An intranet
C) A web portal
D) A micro blog
E) A web link
C) A web portal
In this stage of the business-to-business buying process, firms are likely to narrow their selection to a few suppliers, often those with which they have existing relationships, and discuss key terms of the sale.
A) The RFP process
B) Vendor specification
C) Product specification
D) Vendor performance assessment
E) Proposal analysis and supplier selection
E) Proposal analysis and supplier selection
What is the final stage in the business-to-business buying process?
A) RFP process
B) Vendor performance assessment
C) Order specification
D) Need recognition
E) Proposal analysis and supplier selection
B) Vendor performance assessment
John is involved in the buying center of a large organization. He ultimately will determine whether to buy, what to buy, how to buy, or where to buy. What role does John play in this situation?
A) Initiator
B) Influencer
C) Decider
D) Buyer
E) Gatekeeper
C) Decider
The individual who controls the flow of information or access to important decision makers serves as the _____ in the buying center.
A) user
B) initiator
C) decider
D) influencer
E) gatekeeper
E) Gatekeeper
Pharmaceutical companies have been criticized for direct-to-consumer television ads promoting the use of their brands of medication for specific medical conditions. With respect to buying centers, the pharmaceutical company plays the role of _____ in this situation.
A) initiator
B) influencer
C) decider
D) buyer
E) gatekeeper
B) Influencer
A firm’s _____ reflects the set of values, traditions, and customs that guide its employees’ behavior.
A) marketing strategy
B) marketing plan
C) ethical climate
D) demographics
E) organizational culture
E) Organizational culture
In a(n) _____ buying center, there may be many participants, but one person makes the decision alone.
A) autocratic
B) consensual
C) consultative
D) democratic
E) republic
A) Autocratic
In a(n) _____ buying center, one person is authorized to make a decision, but input from others is gathered before doing so.
A) republic
B) autocratic
C) democratic
D) consensual
E) consultative
E) Consultative
In _____ buying centers, all members of the team must reach a collective agreement that they can support a particular purchase.
A) autocratic
B) consensus
C) consultative
D) democratic
E) republic
B) Consensus
Autocratic buying centers are characterized by
A) a single decision maker.
B) collective agreement.
C) majority rule.
D) the solicitation of many opinions.
E) many decision makers.
A) A single decision maker
Although social media is used to build relationships, in the B2B context, the majority of B2B marketers use _____ for their marketing efforts.
A) Facebook
B) Twitter
C) Linkedin
D) HootSuite
E) White papers
E) White papers
Most B2B buying situations can be categorized into three types: new buys, straight rebuys, and
A) standard rebuys.
B) capital buys.
C) modified rebuys.
D) repeat buys.
E) strategic buys.
C) Modified rebuys
Franks Pizza oven is broken and Frank will need to buy a replacement. The purchase of capital equipment such as the ovenis an example of a _____ situation.
A) straight rebuy
B) standard rebuy
C) modified rebuy
D) new buy
E) capital buy
D) New buy
In a _____ situation, the buying center is likely to proceed through all six steps in the buying process and involve many people in the buying decision.
A) straight rebuy
B) standard rebuy
C) modified rebuy
D) new buy
E) capital buy
D) New buy
The University will purchase new computers during the summer to update its computer labs. Although the new computers will be more advanced in terms of their technology, the purchase itself will involve some of the same considerations as those used for previous purchases. This is an example of which of the following types of buying situation?
A) Straight rebuy
B) Standard rebuy
C) Modified rebuy
D) New buy
E) Capital buy
C) Modified rebuy
When Kinko’s replenishes its supply of copy paper, it most likely involves a _____ situation.
A) new buy
B) standard rebuy
C) modified rebuy
D) straight rebuy
E) material buy
D) Straight rebuy
In _____, the buyer is often the only member of the buying center involved in the process.
A) new buys
B) standard rebuys
C) modified rebuys
D) straight rebuys
E) material buys
D) Straight rebuys

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