| 1. Business buyer behavior refers to the buying behavior of the organizations that buy goods and services for use in the . . . of other products and services that are sold, rented, or supplied to others. |
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| 2. In the . . . process, business buyers determine which products and services their organizations need to purchase, and then find, evaluate, and choose among alternative suppliers and brands. |
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| 3. Business markets involve far . . . money and items than do consumer markets. |
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| 4. Business markets involve far . . . money and items than do consumer markets. Why? |
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| 8. Business buyer demand is mostly derived from final . . . demand. |
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| 9. Business buyer demand is mostly derived from final . . . demand. Why? |
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| 10. Demand in many business markets is more inelastic - not affected as much in the short run by . . . changes. |
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| 11. Demand in many business markets is more inelastic - not affected as much in the short run by . . . changes. Why? Name at least one reason.Why? Name at least one reason. |
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| 17. In business buying, . . . work more closely together and build close long-run relationships. |
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| 18. In business buying, . . . work more closely together and build close long-run relationships. Why? |
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| 19. In a . . .re-buy, the buyer reorders something without any modifications. |
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| 20. In a . . . re-buy, the buyer wants to modify product specifications, prices, terms, or suppliers. |
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| 21. A company buying a product or service for the first time faces a . . . situation. |
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| 22. The sale often goes to the firm that provides the most complete system meeting the customer s needs. Thus, . . . is often a key business marketing strategy for winning and holding accounts. |
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| 23. The decision-making unit of a buying organization is called its . . .: all the individuals and units that participate in the business decision-making process. |
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| 24. ... are members of the organization who will use the product or service. |
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| 25. .. . often help define specifications and also provide information for evaluating alternatives. |
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| 26. .. . have formal authority to select the supplier and arrange terms of purchase. Buyers may help shape product specifications, but their major role is in selecting vendors and negotiating. |
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| 27. ...have formal or informal power to select or approve the final suppliers. |
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| 29. There are various influences on business buyers - name at least 3 environmental ones. |
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| 30. There are various influences on business buyers - name at least 3 organizational ones. |
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| 31. There are various influences on business buyers - name at least 3 interpersonal ones. |
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| 32. There are various influences on business buyers - name at least 3 individual ones. |
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| 33. The buying process begins when someone in the company recognizes a problem or need that can be met by acquiring a specific product or service.Such a . . . can result from internal or external stimuli. |
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| 34. Having recognized a need, the buyer next prepares a . . . that describes the characteristics and quantity of the needed item. |
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| 35. The buying organization next develops the item s technical . . ., often with the help of a value analysis engineering team. |
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| 37. In the . . . stage of the business buying process, the buyer invites qualified suppliers to submit proposals. |
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| 38. During . . ., the buying center often will draw up a list of the desired supplier attributes and their relative importance. |
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| 39. The buyer now prepares an . . . . It includes the final order with the chosen supplier or suppliers and lists items such as technical specifications, quantity needed, expected time of delivery, return policies, and warranties. |
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| 40. The buyer may contact users and ask them to rate their satisfaction. The . . . may lead the buyer to continue, modify, or drop the arrangement. |
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| 41. The . . . market consists of schools, hospitals, nursing homes, prisons, and other institutions that provide goods and services to people in their care. |
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| 42. The . . . market offers large opportunities for many companies, both big and small. In most countries, government organizations are major buyers of goods and services. |
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| 43. Government organizations typically require suppliers to submit . . ., and normally they award the contract to the lowest bidder. |
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| 44. Because their spending decisions are subject to public review, government organizations require considerable . . . from suppliers, who often complain about excessive paperwork, bureaucracy, regulations, decision-making delays, and frequent shifts in procurement personnel |
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