Which of the following is an example of a functional hub? In which of the following is a person performing the role of an influencer? In buying alliances, participants offer to trade goods or services. A) inelastic demand B) direct purchasing C) fluctuating demand D) derived demand E) a straight rebuy Page: 185, Shoe manufacturers are not going to buy much more leather if the price of leather falls, nor will they buy much less leather if the price rises, unless they can find satisfactory substitutes. A) the buyer may contact different suppliers and ask for their evaluations B) the buyers may rate the end-users on several criteria using a weighted-score method C) the buyer might aggregate the cost of poor performance to come up with adjusted costs of purchase, including price D) the buyers may aggregate the opinions of various competitors and come up with the adjusted cost of supply E) the buyers might adopt the Supplier Added Value Effort technique to calculate supplier efficiency Page: 201, A ________ establishes a long-term relationship in which the supplier promises to resupply the buyer as needed, at agreed-upon prices, over a specified period of time. A) In a buying center, one person cannot play more than one role. A) Diversified B) Pooled C) Specific D) Umbrella E) General Page: 203-204, Which of the following is a form of cheating or undersupply relative to an implicit or explicit contract which usually takes place when buyers cannot easily monitor supplier performance? B) Use multilevel in-depth selling. Page: 206. Page: 197, In buying alliances, participants offer to trade goods or services. A) basic buying and selling B) contractual transaction C) collaborative D) customer supply E) customer is king Page: 202, In the ________ category of buyer-supplier relationship, although bonded by a close, cooperative relationship, the seller adapts to meet the customer's needs without expecting much adaptation or change on the part of the customer in exchange. B) Approach every purchasing opportunity as means to create interdependency. True or false: The source of most of the problems that foreign marketers have with their marketing programs is the marketers' unfamiliarity with their environment. Which of the following systems do Praxair and its customers follow with respect to order-routine specification? A) vertical B) nonprofit C) spot D) secondary business E) institutional Page: 205, In most countries, ________ are the major buyers of goods and services. Hewlett-Packard and Dell buy Intel microprocessor chips because consumers buy personal computers. ________ refers to the decision-making process by which formal organizations establish the need for purchased products and services and identify, evaluate, and choose among alternative brands and suppliers. d. Neither (a) nor (b) is true. asked Aug 26, 2017 in Business by Asiah. Page: 184, The business marketer normally deals with far fewer, much larger buyers than the consumer marketer does. A) Dan decides on the product requirements and makes the final choice of suppliers. Which of the following observations is true? Page: 187, Sellers benefit from systems contracting through lower operating costs as a result of steady demand and reduced paperwork. A) Dan decides on the product requirements and makes the final choice of suppliers. How can a marketer overcome the negative effects of commoditization? Page: 185, The total demand for many business goods and services is inelasticthat is, not much affected by price changes. A) A growing portion of U.S. R&D expenditures are going toward the research side as opposed to the development side. E) Dana authorizes the actions of the deciders and buyers in LKG. Page: 193, Framing occurs when customers are given a perspective or point of view that allows the firm to "put its best foot forward." This is an example of ________. A) modified rebuy B) regular buy C) straight rebuy D) new rebuy E) new task Page: 186, In a ________ purchasing situation, the buyer wants to make some change to existing product specifications, prices, delivery requirements, or other terms. The business marketer normally deals with far fewer, much larger buyers than the consumer marketer does. A. One of the problems facing B2B on the Web is that many firms often impose more stringent requirements on their online business partners than they do on non-online partners. A) problem recognition B) general need description C) order-routine specification D) supplier search E) performance review Page: 195, The approach to cost reduction that studies whether components can be redesigned or standardized or made by cheaper methods of production without adversely impacting product performance is termed as ________. Page: 183, The business market consists of all the organizations that acquire goods and services used in the production of other products or services that are sold, rented, or supplied to others. Which of the following are reasons for business marketers to employ relationship marketing activities? Loyal customers are far more profitable than price sensitive customers. Page: 203, The "customer is king" category of buyer-seller relationship is relatively simple, and one in which routine exchanges with moderately high levels of cooperation and information exchange occur. Orica Inc. competes in the market for commercial explosives. options: 1)highly targeted ads that personalize the online buying the experience. If the findings favor disposable gowns, then the operating-room administrator compares various competitors' products and prices and makes a choice. 4)none of these are common uses of big data D) They deal with fewer and smaller buyers than consumer marketers. Which of the following is true about the technology trends that marketers should monitor? On an online ________ , prices change by the minute. This relationship is best described as ________. A) Marketers have significant control over where their viral messages end up. Solved Business marketers can stimulate problem recognition by _____. Get Answer. A ________ establishes a long-term relationship in which the supplier promises to resupply the buyer as needed, at agreed-upon prices, over a specified period of time. Question: Which Of The Following Is True About Business Marketers In Comparison To Consumer Marketers? Plastics.com allows plastics buyers to search the best prices among thousands of plastics sellers. A) They deal with more and larger buyers than consumer marketers. Page: 197, The ________ approach to consumer research asks customers to attach a monetary value to alternative levels of a given attribute. Page: 186, The business buyer makes the fewest decisions in the straight rebuy situation and the most in the new-task situation. 40) Which of the following is true about business marketers in comparison to consumer marketers? A) problem recognition B) general need description C) order-routine specification D) supplier search E) performance review Page: 196, Business marketers can stimulate problem recognition by ________. If you decided to go into the systems contracting business, which of the following categories would constitute your main area of expertise, the service you provide for customers? B) They deal with more and smaller buyers than consumer marketers. This can be classified as a ________. A) solutions to encourage partnerships B) solutions to alter corporate culture C) solutions to enhance customer revenues D) solutions to decrease customer risks E) solutions to reduce customer costs Page: 200, Through its dedicated research team, CISCO Systems Inc. has developed new value-added business solutions which enable its variant class-II capacitors to provide incremental productivity of 10 to 20 percent over its competitors. Page: 188, In which of the following is a person performing the role of an approver? When purchasing disposable surgical gowns, Mercy Hospital's vice president of purchasing analyzes whether the hospital should buy disposable gowns or reusable gowns. Which of the following is a step in the straight rebuy buyclass? The demand for business goods is ultimately derived from the demand for ________. This is an example of ________. B. a. In the ________ category of buyer-supplier relationships, competition rather than cooperation is the dominant form of governance. E) Dana authorizes the actions of the deciders and buyers in LKG. A) channel consolidation B) systems buying C) vertical buying D) horizontal buying E) supply buying Page: 187, Xerox offers a ________ approach to prospective clients when it offers a complete turnkey solution, including the operation and management of the client's information and communication need. With respect to e-procurement, which of the two types of e-hubs are Web sites organized around? The purchasing department buys office supplies on a routine basis from a pre-approved list of suppliers. Question: Which Of The Following Is TRUE Regarding Why Feedback Is Important To Marketers When Evaluating Their Communications? A) basic buying and selling B) bare bones C) contractual transaction D) customer supply E) collaborative Page: 202, Which of the following relationships is characterized by much trust and commitment leading to a true partnership? This is an example of ________. Page: 188, With respect to the buying center, approvers are people who have the power to prevent sellers or information from reaching members of the buying center. In buyer-seller relationships, the contractual transaction generally shows low levels of trust, cooperation, and interaction. Marketers Can Identify Whether Consumers Believed The Messages B. Which of the following is true for business marketers? - It has fewer customers than a business marketer. A) They deal with far fewer but far larger buyers. C) Liam heads the Tech team at LKG and provides information for evaluating the possible alternatives. A) contractual transaction B) cooperative system C) collaborative D) mutually adaptive E) customer is king Page: 203, According to research studies, the closest relationships between customers and suppliers arise when ________. A) customer is king B) mutually adaptive C) collaborative D) contractual transaction E) customer supply Page: 203, ________ investments are those expenditures tailored to a particular company and value chain partner. Page: 184, Business buyers often select suppliers who also buy from them. Surgeons influence the decision retroactively by reporting their satisfaction with the particular brand. Ultimately, the amount of steel sold to General Motors depends on the consumers' demand for GM cars and trucks. A) solutions to reduce customer costs B) solutions to decrease customer risks C) solutions to alter corporate culture D) solutions to enhance customer revenues E) solutions to partnerships Page: 200, Praxair Limited is a supplier of synthetic graphite to a number of electrode manufacturers in the U.S. Its customers have shifted their ordering responsibilities to Praxair and the company regularly monitors its customer's inventory levels and has taken responsibility for replenishing the supplies automatically through continuous replenishment programs. D) They deal with fewer and smaller buyers than consumer marketers. Plastics.com is an example of a(n) ________. According to Patrick J. Robinson, the eight stages in the business buying-decision process are known as ________. TRUE: True or False: The diversification strategy is a superior global marketing strategy to market development. Page: 200, Companies are increasingly reducing the number of suppliers they utilize, and there is a trend toward single sourcing. FALSE: True or False: Diversity is an obstacle all marketers face. D) LKG gets many calls from potential suppliers, and it is Leah's job to weed out the good prospects and refer them to others in LKG.