14 Aug Question 1. 1.Research has found that buyer-suppler relationships dif

Question 1. 1.Research has found that buyer-suppler
relationships differed according to four factors. Which of the following
would NOT be among those factors? (Points : 5)

Importance of supply

Complexity of supply

Availability of alternatives

Supply market dynamism

Demand market conservatism

Question 2. 2.According to the VALS segmentation system,
________ are successful, sophisticated, active, “take-charge”
people with high self-esteem. Their purchases often reflect cultivated
tastes for relatively upscale, niche-oriented products and services.
(Points : 5)

innovators

thinkers

achievers

experiencers

believers

Question 3. 3.________ combines operationally driven
mass customization with customized marketing in a way that empowers
consumers to design the product service offering of their choice. (Points
: 5)

Consumptionization

Viral marketing

Virtual marketing

Regionalization

Customerization

Question 4. 4.The business buyer faces many decisions in
making a purchase. The number of decisions depends on the buying
situation. All of the following contribute to the number of decisions
required EXCEPT the ________. (Points : 5)

complexity of the problem being solved

newness of the buying requirement

number of people involved

applicability of situation to mission statement
time
required

Question 5. 5.If Ampex Support Systems is the single
supplier for a local manufacturing company’s MRO (maintenance, repair,
operating) supplies and needs, Ampex Support Systems is considered as
providing ________ for the manufacturer. (Points : 5)

systems buying

purchasing support

turnkey logistics

decision support

systems contracting

Question 6. 6.Webster cautions that ultimately, ________
make purchasing decisions. (Points : 5)

only senior managers

individuals, not organizations,

organizations, not individuals,

third parties

systems contractors

Question 7. 7.A marketer interested in segmenting a
business market based on ________ intends to eventually segment the
market based on power structure and purchasing criteria. (Points : 5)

situational factors

purchasing approaches

personal characteristics

operating variables

demographic variables

Question 8. 8.Those who favor localized marketing see
national advertising as wasteful because ________. (Points : 5)

it gets too up close and personal with
consumers
it
drives up manufacturing and marketing costs by reducing economies of scale
it
magnifies logistical problems
it
fails to address local needs
all
of the above

Question 9. 9.Moving into e-procurement has many
benefits. Which of the following would not be among those benefits?
(Points : 5)

Aggregating purchasing across departments
gains larger volume discounts.

Aggregating purchasing gains centrally negotiated volume discounts.

There is less buying of substandard goods from suppliers not on the
approved list.
A
smaller purchasing staff is required.

Purchasing gains a significant leverage with top management because of its
management team.

Question 10. 10.In evaluating different market segments,
the firm must look at two factors: the segment’s overall attractiveness
and ________. (Points : 5)

company’s objectives and resources
the
product to be sold
the
purchasing process

competition’s strategies
the
global nature of the product

Question 11. 11.Which of the following methods may be
used by buyers to review the performance of chosen suppliers? (Points :
5)

The buyer may contact the end users and
ask for their evaluations.
The
buyer may rate the supplier on several criteria using a weighted-score
method.
The
buyer might aggregate the cost of poor performance to come up with adjusted
costs of purchase, including price.
All
of the above

None of the above

Question 12. 12.A marketer is interested in segmenting a
business market based on technology and customer capabilities. Which of
the following major segmentation variables would most likely be used by
the marketer to assist with the task? (Points : 5)

Demographic variables

Purchasing approaches

Situational factors

Personal characteristics

Operating variables

Question 13. 13.If a marketing manager observes that his
or her market shows no natural segments and consumers seem to have
roughly the same preferences, the marketing manager will most likely be
faced with a ________ preferences pattern. (Points : 5)

homogeneous

heterogeneous

diffused

clustered

scattered

Question 14. 14.A marketer is interested in segmenting a
business market on ________ if the marketer intends to eventually segment
the market based on loyalty and attitudes toward risk. (Points : 5)

situational factors

purchasing approaches

personal characteristics

operating variables

demographic variables

Question 15. 15.In the past, what position did purchasing
departments hold in the management hierarchy of most organizations?
(Points : 5)

A high level because of their role in
managing the company’s costs
A
moderate level because of their spotty record on controlling costs
A
low level despite managing more than half of the company’s costs
A
secretive position

There has been no determination of this position.

Question 16. 16.The purchasing department buys office
supplies on a routine basis. This type of purchase is classified as a
________. (Points : 5)

straight rebuy

modified rebuy
new
task

secondary purchase

preordained purchase

Question 17. 17.Marketers usually identify niches by
________. (Points : 5)

dividing a segment into subsegments

conducting VALS tests

allowing consumers to gravitate toward product brands

examining the demographics section of The Handbook of Marketing

producing products that can be used in a variety of ways

Question 18. 18.In the proposal solicitation process,
________ should be marketing documents that describe value and benefits
in customer terms. (Points : 5)

written proposals

oral proposals

e-proposals

alliance proposals

global proposals

Question 19. 19.If a market is segmented according to
light, medium, and heavy product users, the marketer segmenting this
market is using the ________ as the means to segment. (Points : 5)

user status

usage rate

buyer-readiness stage

occasion

benefit

Question 20. 20.A supplier signs an agreement with a
customer that states $350,000 in savings will be earned by the customer
over the next 18 months in an exchange for a tenfold increase in the
customer’s share of supplies ordered by the customer. This is an example
of ________. (Points : 5)

solution selling

consultative selling

risk and gain sharing

strategic alignment

demand shifting

Time Remaining:

Question 1. 1.Research has found that buyer-suppler
relationships differed according to four factors. Which of the following
would NOT be among those factors? (Points : 5) Importance of supply

Complexity of supply

Availability of alternatives

Supply market dynamism

Demand market conservatismQuestion 2. 2.According to the VALS segmentation system,
________ are successful, sophisticated, active, “take-charge”
people with high self-esteem. Their purchases often reflect cultivated
tastes for relatively upscale, niche-oriented products and services.
(Points : 5) innovators

thinkers

achievers

experiencers

believersQuestion 3. 3.________ combines operationally driven
mass customization with customized marketing in a way that empowers
consumers to design the product service offering of their choice. (Points
: 5) Consumptionization

Viral marketing

Virtual marketing

Regionalization

CustomerizationQuestion 4. 4.The business buyer faces many decisions in
making a purchase. The number of decisions depends on the buying
situation. All of the following contribute to the number of decisions
required EXCEPT the ________. (Points : 5) complexity of the problem being solved

newness of the buying requirement

number of people involved

applicability of situation to mission statement
time
requiredQuestion 5. 5.If Ampex Support Systems is the single
supplier for a local manufacturing company’s MRO (maintenance, repair,
operating) supplies and needs, Ampex Support Systems is considered as
providing ________ for the manufacturer. (Points : 5) systems buying

purchasing support

turnkey logistics

decision support

systems contractingQuestion 6. 6.Webster cautions that ultimately, ________
make purchasing decisions. (Points : 5) only senior managers

individuals, not organizations,

organizations, not individuals,

third parties

systems contractorsQuestion 7. 7.A marketer interested in segmenting a
business market based on ________ intends to eventually segment the
market based on power structure and purchasing criteria. (Points : 5) situational factors

purchasing approaches

personal characteristics

operating variables

demographic variablesQuestion 8. 8.Those who favor localized marketing see
national advertising as wasteful because ________. (Points : 5) it gets too up close and personal with
consumers
it
drives up manufacturing and marketing costs by reducing economies of scale
it
magnifies logistical problems
it
fails to address local needs
all
of the aboveQuestion 9. 9.Moving into e-procurement has many
benefits. Which of the following would not be among those benefits?
(Points : 5) Aggregating purchasing across departments
gains larger volume discounts.

Aggregating purchasing gains centrally negotiated volume discounts.

There is less buying of substandard goods from suppliers not on the
approved list.
A
smaller purchasing staff is required.

Purchasing gains a significant leverage with top management because of its
management team.Question 10. 10.In evaluating different market segments,
the firm must look at two factors: the segment’s overall attractiveness
and ________. (Points : 5) company’s objectives and resources
the
product to be sold
the
purchasing process

competition’s strategies
the
global nature of the productQuestion 11. 11.Which of the following methods may be
used by buyers to review the performance of chosen suppliers? (Points :
5) The buyer may contact the end users and
ask for their evaluations.
The
buyer may rate the supplier on several criteria using a weighted-score
method.
The
buyer might aggregate the cost of poor performance to come up with adjusted
costs of purchase, including price.
All
of the above

None of the aboveQuestion 12. 12.A marketer is interested in segmenting a
business market based on technology and customer capabilities. Which of
the following major segmentation variables would most likely be used by
the marketer to assist with the task? (Points : 5) Demographic variables

Purchasing approaches

Situational factors

Personal characteristics

Operating variablesQuestion 13. 13.If a marketing manager observes that his
or her market shows no natural segments and consumers seem to have
roughly the same preferences, the marketing manager will most likely be
faced with a ________ preferences pattern. (Points : 5) homogeneous

heterogeneous

diffused

clustered

scatteredQuestion 14. 14.A marketer is interested in segmenting a
business market on ________ if the marketer intends to eventually segment
the market based on loyalty and attitudes toward risk. (Points : 5) situational factors

purchasing approaches

personal characteristics

operating variables

demographic variablesQuestion 15. 15.In the past, what position did purchasing
departments hold in the management hierarchy of most organizations?
(Points : 5) A high level because of their role in
managing the company’s costs
A
moderate level because of their spotty record on controlling costs
A
low level despite managing more than half of the company’s costs
A
secretive position

There has been no determination of this position.Question 16. 16.The purchasing department buys office
supplies on a routine basis. This type of purchase is classified as a
________. (Points : 5) straight rebuy

modified rebuy
new
task

secondary purchase

preordained purchaseQuestion 17. 17.Marketers usually identify niches by
________. (Points : 5) dividing a segment into subsegments

conducting VALS tests

allowing consumers to gravitate toward product brands

examining the demographics section of The Handbook of Marketing

producing products that can be used in a variety of waysQuestion 18. 18.In the proposal solicitation process,
________ should be marketing documents that describe value and benefits
in customer terms. (Points : 5) written proposals

oral proposals

e-proposals

alliance proposals

global proposalsQuestion 19. 19.If a market is segmented according to
light, medium, and heavy product users, the marketer segmenting this
market is using the ________ as the means to segment. (Points : 5) user status

usage rate

buyer-readiness stage

occasion

benefitQuestion 20. 20.A supplier signs an agreement with a
customer that states $350,000 in savings will be earned by the customer
over the next 18 months in an exchange for a tenfold increase in the
customer’s share of supplies ordered by the customer. This is an example
of ________. (Points : 5) solution selling

consultative selling

risk and gain sharing

strategic alignment

demand shiftingTime Remaining:

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