Definition value Proposition Term 12 Which of the following marketing management concepts is most likely to lead to in quality, performance, and innovative features Term 14 Henry Ford 's
Trang 1Term
1) is defined as a social and managerial
process by which individuals and organizations
obtain what they need and want through creating and
exchanging value with others
4) are human needs as shaped by
individual personality and culture.
6) Abel now has the buying power to purchase the
computer that he wanted for the last six months.
Abel's want has now become a(n) .
Definition
Demand
Term
7) refers to the mistake of paying more
attention to the specific products a company
offers than to the benefits and experiences
produced by these products.
Definition
Marketing myopia
Term
8) The art and science of choosing target
markets and building profitable relationships with
them is called .
Definition
Marketing Management
Term
9) Selecting particular segments of a population of
customers to serve is called .
Definition
target marketing
Target marketing
Trang 210) The BakeWay Bite is a popular cookie
sandwich marketed by the Posco Division of
Home Foods It is famous for its white
cream-filled center Home Foods created a different
version of these biscuits for consumers in
Germany To appeal to German consumers, Home
Food created dark chocolate filling for the same
cookie sandwiches This is an example of
.
Term
11) A brand's is the s et of benefits or
values it promises to deliver to consumers to
satisfy their needs
Definition
value Proposition
Term
12) Which of the following marketing
management concepts is most likely to lead to
in quality, performance, and innovative features
Term
14) Henry Ford 's philosophy was to perfect the
Model-T so that its cost could be reduced further
for increased consumer affordability This reflects
improvements
Term
16) The selling concept holds that .
Definition consumers will not buy enough of the firm's products unless the firm undertakes a large-scale
selling and promotion effort Term
17) Which of the following reflects the marketing
Trang 3organizational goals depends on knowing
the needs and wants of target markets and
delivering the desired satisfactions better than
competitors do.
Term
19) Customer-driven marketing is most likely to
work well when and when customers
.
Definition
a clear need exists, know what they want
Term
20) When c ustomers don't know what they want
or don't even know what's possible , the most
effective strategy is marketing.
Definition
customer-driving
Term
21) Josie enjoys her work at Futuristic Designs
Inc Her organization understands and
anticipates customer needs even better than
customers themselves do and creates products and
services to meet existing and latent needs, now
and in the future Josie's firm practices
society's long-run interests Term
23) The societal marketing concept seeks to
establish a balance between consumer short-run
wants and consumer .
Definition
C) long-run welfare
Term
24) Some fast-food restaurants offer tasty and
convenient food at affordable prices, but in doing
so they contribute to the national obesity epidemic
and environmental problems These fast-food
restaurants overlook the concept.
Definition
D) Societal marketing
Term
25) marketing is socially and
environmentally responsible marketing that meets
Definition
C) Sustainable
Trang 4the present needs of consumers and businesses while
also preserving or enhancing the ability of future
generations to meet their needs.
Term
26) The overall process of building and maintaining
profitable customer relationships by delivering
superior customer value and satisfaction is called
.
Definition C) customer relationship management
Term
27) Which of the following terms refers to a
customer's evaluation of the difference between all
the benefits and all the costs of a marketing offer
relative to those of competing offers?
Definition
A) customer-perceived value
Term
28) Nickson released a new range of watches that
were titled after the famous mountaineer Adam
Wills These new watches were promoted through
claims that the design is a favorite of Adam Wills
who used a similar watch designed by Nickson for its
high durability and quality on his expeditions Such a
measure to entice customers to buy one's products
aims at creating .
Definition
C) Customer-perceived value
Term
29) Sally purchased the newly launched "Jolie"
lotion By attempting to find out if the lotion's
perceived performance matches her expectations,
Sally was measuring her level of customer .
Definition
B) satisfaction
Term
30) Ryan attempts to deliver customer satisfaction
every day in his installation business, Audio
Expressions The key to achieving this goal is to
match the customer-perceived performance of his
product with .
Definition
C) Customer expectations
Term
31) Bill recently bought a BMW M3 Bill had
several preconceived notions on the elegance and
reliability of the car After the purchase, he
discovered that the car had a lot more attributes
than he initially perceived Hence, it created an
emotional relationship with the car resulting in
Definition
A) Customer delight
Trang 5Term
32) Which of the following terms refers to the
customers who make repeat purchases and tell others
about their positive experiences with a product or
service?
Definition
B) Customer evangelists
Term
33) Companies can build customer relationships at
many levels, depending on the nature of the target
market Hence, a company with few customers and
high margins is most likely to seek to develop
with key customers.
Definition
A) full partnerships
Term
34) You are an assistant marketing director for a firm
in a market with many low-margin customers Which
of the following types of relationships would be most
profitable for you to develop with these customers?
Definition
B) Basic relationships
Term
35) The Niketown running club that organizes twice
weekly evening runs for Nike customers is an example
of a .
Definition
C) Club marketing program
Term
36) Greater consumer control means that companies
must rely more on marketing by rather
customers Term
38) Ellis, a marketing manager at a regional chain
restaurant, has decided to create a contest calling for
customers to create commercials for the restaurant.
Winning entries will be posted on the organization's
home page Ellis' plan is an example of
marketing.
Definition
A) Consumer-generated
Trang 639) describes a longer channel, stretching
from raw materials to components to final products
that are carried to final buyers.
A) The supply chain
41) At Ken's boutique, the policy statement posted in
the reception states that "Without our customers, we
don't exist." Ken and his staff aim to delight each
customer and they are quick to offer discounts or
extra services whenever a customer is anything less
than satisfied Instead of focusing on each individual
transaction, Ken and his staff are putting a priority
on .
Definition
Capturing consumer lifetime value
Term
42) refers to the portion of the customer's
purchase that a company gets in its product
categories.
Definition
B) Share of customer
Term
43) is the total combined customer lifetime
values of all th e company's current and potential
45) Customers can be classified into four relationship
groups, according to their profitability and projected
loyalty Based on this classification, you should avoid
and shouldn't invest anything in them.
Definition
B) Strangers
Term
46) Customers can be classified into four relationship
groups, according to their profitability and projected
loyalty According to this classification, a highly
profitable, short-term customer is known as a
.
Definition
B) Butterfly
Trang 747) Customers can be classified into four relationship
groups, according to their profitability and projected
loyalty With reference to this classification, a firm
should turn true friends into , who come
back regularly and tell others about their good
experiences with the company.
D) True believers
Term
48) Carla, a team leader in charge of customer
relationship management, is planning strategies for
improving the profitability of her firm's least
profitable but loyal customers She is also examining
methods for "firing" customers in this group who
cannot be made profitable To which of the following
customer relationship groups do these customers
belong?
Definition
D) Barnacles
Term
49) Which of the following has been the most common
consumer response to the economic downturn that
began in 2008?
Definition C) spending less and choosing products more
carefully
Term
50) Your state's department of health has budgeted a
significant amount of money for a radio, print,
television, and online advertising campaign
emphasizing the ill effects of smoking This is an
example of a(n) campaign.
Definition
B) societal marketing
Term
51) With its marketing strategy chosen, the company
constructs an integrated marketing program
consisting of a blend of marketing mix elements
called the , that transforms the marketing
strategy into real value for customers.
Chapter 3 Which of the following is considered to be a part of the marketing microenvironment
of a firm?
A) the political state of the country
B) the cultural forces that exist in a society
C) the suppliers of the company
D) the technological resources available
E) the different demographic trends in the market
Trang 8A) the marketing environment
B) strategic planning
C) target markets
D) the marketing mix
E) none of the above
Answer: A
2) You are directed to study the factors close to the company that affect its ability to serve its customers-departments within the company, suppliers, marketing intermediaries, customer markets, competitors, and publics What are you studying?
A) the macroenvironment
B) the microenvironment
C) the marketing environment
D) the green movement
E) the global environment
Answer: B
3) You are directed to study the factors that are larger societal forces that affect your demographic, economic, natural, technological, political, and cultural What are you studying?A) the macroenvironment
company-B) the microenvironment
C) the marketing environment
D) the marketing mix
E) the global environment
Trang 9B) physical distribution firm
C) marketing service firm
A) financial intermediaries
B) physical distribution firms
C) marketing service agencies
Trang 1014) Which type of market buys goods and services to produce public services or to transfer them
to others who need them?
Trang 1119) The most important demographic trend in the United States is the .
A) changing age structure of the population
B) mobility of the population
C) slowing birth rate
D) increasing growth in professional jobs
E) changing structure of the family
Trang 12C) Millennials
D) seniors
E) tweens
Answer: B
22) Which of the following descriptions most accurately characterizes the baby boomers?
A) They are aging and slowing down
B) They are a shrinking market for new housing and home remodeling
C) They are past their peak earning and spending years
D) They hold 75% of the country's financial assets
E) They were largely unaffected by the recent recession
24) Which of the following descriptions most accurately characterizes Gen Xers?
A) There are more Gen Xers than Millennials
B) They were the first generation of latchkey kids
C) They tend to put career before family
D) They are more interested in acquiring goods than having experiences
E) They rarely research a product before purchasing it
27) Which of the following descriptions most accurately characterizes Millennials?
A) They are children of baby boomers
B) They are not as technologically savvy as Gen Xers are
C) They have reached their peak earning and spending years
D) They were once labeled "the MTV generation."
E) They have graduated from college and are taking over positions of power in the business world
Trang 13A) women staying at home with their children
B) men staying at home with their children
Trang 14A) geographic segmentation may be less critical
B) rural populations will offer an expanding market
C) micropolitan areas may offer the same advantages as metropolitan areas
D) congested areas may become more ensnarled
E) crime rates in metropolitan areas will increase
Answer: C
36) An increasing number of American workers work out of their homes with technological conveniences such as PCs, high-speed Internet access, and fax machines These workers are referred to as the market
37) Which of the following most accurately reflects the popularity of telecommuting?
A) Almost all American businesses are expected to offer telecommuting options within the next decade
B) The majority of American businesses currently offer telecommuting programs for their employees
C) About 40% of American businesses currently offer telecommuting programs for their
Trang 15A) African Americans represent the largest non-white segment of the population.
B) More than 12 percent of people living in the United States were born in another country.C) The Asian American percentage of the population is expected to remain steady in the next 50 years
D) In terms of ethnic diversity, the United States is about average in comparison to other
countries with populations of a comparable size
E) American ethnic populations are expected to slowly increase in the next few decades
Trang 1648) Value marketing is the strategy of offering consumers .
A) high quality at a high price
B) luxury quality at a high price
C) lesser quality at a low price
D) reasonable quality at a fair price
E) little quality at a low price
Answer: D
49) Which of the following statements about income distribution in the United States is NOT true?
A) In recent decades, the rich have gotten richer
B) In recent decades, the middle class has grown
C) In recent decades, the poor have remained poor
D) The top 10 percent of American earners account for almost half of all American income.E) The top one percent of American earners receive a higher percentage of the nation's total income than do the bottom 50 percent of American earners
Answer: B
50) In a tiered market, companies target which of the following?
A) affluent consumers only
Trang 17B) consumers of modest means only
C) the middle class only
D) consumers at all levels of income distribution
E) professionals only
Answer: D
51) Which of the following combinations of expenses use up most household income?
A) food, housing, retirement planning
B) housing, insurance, taxes
C) food, housing, transportation
D) housing, taxes, transportation
E) food, travel, savings
Answer: C
52) Ernst Engel's laws generally have been supported by recent studies He discovered that as family income rises, the percentage spent on declines and the percentage spent on remains about constant
53) The natural resources that are needed as inputs by marketers or that are affected by
marketing activities are referred to as the
A) raw material market
A) the Environmental Protection Agency (EPA)
B) the Federal Trade Commission (FTC)
C) the Food and Drug Administration (FDA)
D) the Consumer Product Safety Commission
E) the Federal Energy Regulatory Commission
Answer: A
55) What movement has encouraged marketers to pursue environmentally sustainable strategies? A) the EPA
B) the black market
C) the green movement
D) the SOHO movement
E) green intervention
Answer: C
56) Which country leads the world in research and development spending?
A) England
Trang 18B) Spending on research and development has decreased.
C) Research costs for companies have grown
D) More companies have failed to meet safety standards
E) Companies are more focused on making practical, affordable versions of products.Answer: C
58) Marketers should be aware of laws, government agencies, and pressure groups that influence or limit various organizations and individuals in a given society This is the environment
occurs when marketing is
considered an essential part of the business and
is involved in all important business decisions
Definition
Inegrated
Term
include new markets and ways to
improve a company’s offerings in current
markets
Definition
Market opportunities
Trang 19A plan that identifies how a company expects to
achieve its goals is known as a
Definition
strategy
Term
Groups of similar consumers within a larger
market are known as _
Definition
market segments
Term
Studying and prioritizing market segments to
locate the best potential based on demand and
competition is known as
Definition
market opportunuity analysis
Term
A _is a clearly defined segment of
the market to which a business wants to appeal
A is made up of all of the
businesses involved in completing marketing
activities as products move from the producer to
the consumer
Definition
channel of distribution
Term
are the businesses used to
provide many of the marketing functions during
the distribution process
Trang 20focus something other than providing products
and services for a profit
Term
True or False: Marketing consists of only a few
basic activities such as promotion and
distribution
Definition
False
Term
True or False: In the past, marketing was used
basically as a problem-solving tool, such as a
way to reduce inventory
Definition
True
Term
True or False: Spending money to improve
marketing usually results in increased profits for
the company
Definition
True
Term
True or False: Following the marketing concept
requires a total commitment to satisfying
customer’s needs
Definition
True
Term
True or False: Understanding and meeting
consumer needs is relatively easy to do because
most people have the same needs
Definition
False
Term
True or False: The marketing mix elements all
act independently of each other
Trang 21variables, it is impossible to set a product or
service price based strictly on the concepts of
supply and demand
Term
16 True or False: Because effective marketing
requires large amounts of information, most
companies are now developing marketing
information systems that collect and store
information
Definition
True
Term
17 The first step in the consumer
decision-making process is recognizing that a _
exists
Definition
need
Term
18 True or False: In a limited-competition
situation, it is not important for marketers to pay
attention to the effectiveness of their mix
elements
Definition
False
Term
19 In monopoly situations, businesses face
which type of completion?
Trang 22challenges because services are delivered by
people, making it difficult to assure consistent
each time
Term
21 When businesses regard marketing as a
provider of opportunities, they look for which of
the following?
1 New Markets
2 Ways to improve existing products
3 Changing customer needs
4 All of the above
Definition
2 Ways to improve existing products
Term
The earliest use of marketing was to
1 conduct marketing research
2 move products from producers to
Which of the following is evidence that a
business is using the marketing concept?
1 being concerned only about the product or
Trang 233 using only a few marketing tools
4 studying the market
True or False: In order to develop an effective
marketing mix, the product needs to be well
developed before planning other mix elements
Definition
False
Term
The marketing mix element that does not create
economic utility by itself is
correct
Term
A strategy for a company in intense competition
that uses the marketing concept is to
Definitionchange the marketing mix to make it differentand more satisfying to customers
Term
The marketing mix element that usually receives
the most attention from producers and
Trang 24retailers are responsible for most final
_ decisions
Term
Which marketing mix element do service
businesses usually have greater control over
than do businesses that sell products?
Definition
price
Non-business organizations have something
other than as their primary focus
profit
Chater 5:
Term
are non essential purchases that satisfy
consumers’ wants Businesses must have a clear
understanding of expanding consumer choices and
purchasing decisions
Definition
Discretionary purchases
Term
Effective marketing information improves the
decisions of businesses, and effective marketing
information reduces the risk of decision making
Definition
True
Term
is the information developed from
activities that occur within the organization
A is an organized method of
collecting storing, analyzing, and
retrievinginformation to improve the effectiveness
and efficiency of marketing decisions
Definition
marketing information system
Trang 25_is the information that goes into the system
that is needed for decision making
Definition
Input
Term
_ involves the resources used to maintain
information, including equipment and procedures,
so that it can be used when needed
Definition
Storage
Term
is the process ofsummarizing, combining, or comparing
information so that decisions can be made
to identifysolutions to a specific marketing problem
through the use of scientific problem solving
Definition
Marketing research
Term
Informationalready collected for another purpose
that can be used to solve the current problem is
_
Definition
secondary data
Term
Information collected for the first time to solve the
problem being studied is
Definition
primary data
Term
All of the people in the group the company is
interested in studying are known as the
Definition
population
Trang 26_ allow respondents to develop
their own answers without additional information
about possible choices
Definition
Open-ended questions
Term
A is a small number of
peoplebrought together to discuss identified
elements of an issue or problem
Definition
focus group
Term
collects information by recording
actions without interacting or communicating with
the participant
Definition
Observation
Term
_ are carefully designed and controlled
situations in which all important factors are the
same except the one being studied
Definition
Experiments
Term
are specific cities or geographic
areasin which marketing experiments are
conducted
Definition
Test markets
Term
_ are experiments where researchers
create the situation to be studied
Definition
Simulations
Trang 27A procedure in which everyone
in the populationhas an equal chance of being
selected in a sample
Definition
random sampling
Term
A planned set of questions to which individuals or
groups of people respond
Definition
survey
Term
True or False: Focus groups can be composed of
participants who are experts on the topic rather than
a random sample of the population
Definition
True
Term
True or False: Marketing research helps businesses
that are involved in international competition
Definition
True
Term
True or False: Businesses that have effective
marketing information systems do not need to use
marketing research
Definition
False
Term
True or False: Surveys should only ask questions
that are needed to accomplish the objectives of the
research
Definition
True
Term
True or False: Whether or not to use marketing
research depends solely on its cost
Definition
False
Term
True or False: Open-ended questions are often used
while researchers are trying to identify a problem or
are completing a situational analysis
Definition
True
Trang 28True or False: Marketing research follows the steps
of scientific problem solving
Definition
True
Term
True or False: The most precise and objective
information about a potential market segment is
obtained through focus groups
Definition
False
Term
True or False: Secondary data is usually less
expensive to obtain than primary data
Definition
True
Term
25 True or False: A great deal can be learned about
purchase behavior by observing consumers
Definition
False
Chaper 6:
Term
As a purchasing agent, Benni Lopez buys goods and
services for use in the production of products that
are sold and supplied to others Benni is involved in
.
Definition
business buyer behavior
Term
Business buying behavior refers to the buying
behavior of organizations that buy all of the following
EXCEPT .
Definition products purchased for personal consumption
Which of the following is NOT a way that
business and consumer markets differ?
Definition satisfaction of needs through purchases
Trang 29There are many sets of purchases made
for each set of purchases business; consumer
Term
Which of the following is true about business
marketers in comparison to consumer marketers?
Definition They deal with far fewer but far larger buyers.
Term
Hewlett-Packard and Dell buy Intel
microprocessor chips because consumers buy
personal computers This demonstrates an
economic principle called .
Definition
derived demand
Term
The Pure Drug Company produces insulin, a
product with a very stable demand, even though
the price has changed several times in the past
two years Insulin is a product with
demand.
Definition
inelastic
Term
The demand for many business goods and
services tends to change more, and more quickly,
than the demand for consumer goods and services
does This is referred to as demand.
Definition
fluctuating
Term
Large business purchasers usually call for detailed
product specifications, written purchase orders,
careful supplier searches, and formal approval.
These are all examples of how the business buying
decision process is more than the consumer
buying decision process is.
Definition
formalized
Term
The owners of the company you work for have
developed a core network of suppliers they are
working closely with to ensure an appropriate and
dependable supply of products This is an example of
management.
Definition
supplier development
Term
Although there are many differences between
business buying behavior and consumer buying
Definition
place
Trang 30behavior, both respond to the same four stimuli:
product, price, promotion, and .
Term
In a typical organization, buying activity consists of
two major parts: the buying and the buying
.
Definition
center; decision process
Term
The buying center and the buying decision process are
affected by all of the following factors EXCEPT
.
Definition
self-concept factors
Term
Which business buying situation is the marketer's
greatest opportunity and challenge?
Definition
new task
Term
In which type of buying situation would a supplier
most likely focus on maintaining product and service
quality?
Definition
straight rebuy
Term
You just lost a major account because a competitor
provided the most complete system to meet the
customer's needs and solve the customer's problems,
and made the sale In other words, the competition
beat you with .
A consists of the actual users of products,
those who control buying information, those who
influence the decisions, those who do the actual
buying, and those who make the buying decisions.
Trang 31buying center have formal or informal power to
select or approve the final suppliers?
Term
A(n) controls the flow of information to
others in the buying center.
Definition
gatekeeper
Term
Don Amspacher, in his role on the buying committee,
provides information for evaluating the alternative
purchase decisions and helps define and set
specifications for evaluating alternatives for
purchasing Don is a(n) .
Definition
influencer
Term
Gretchen Kabor has formal authority to select the
suppliers and arrange terms of purchase for many of
the items her firm uses Her role in the buying center
is that of .
Definition
buyer
Term
A buying center is not a fixed, formally identified,
unit within an organization, but rather a set of
assumed by different people for different
purchases.
Definition
buying roles
Term
Which of the following is NOT included in the
decision-making unit of a buying organization?
Term
When suppliers' offers are very similar, business
buyers have little basis for strictly .
Definition
rational choice
Term
When competing products differ greatly, business
buyers are more accountable for their purchase
choices and tend to pay more attention to .
Definition
economic factors
Trang 32Buyers are heavily influenced by the current and
expected economic environment That includes which
of the following buyer influences?
A) level of primary demand B) economic outlook C) the cost of money
Term
To ensure an adequate and available supply of key
scarce materials, many companies are now willing to
.
Definition buy and hold large inventories of the materials
Term
The major influences on the buying process at
General Aeronautics include company policies and
systems, technological change, and economic
developments The types of influences on the buying
process in this scenario are most accurately
categorized as and .
Definition
organizational; environmental
Term
Which of the following types of factors influencing
members of a buying center are typically the most
difficult for marketers to assess?
Definition
interpersonal
Term
Policies, procedures, and systems are all examples of
influences on business buyer behavior.
Definition
organizational
Term
Status, empathy, and persuasiveness are all examples
of influences on business buyer behavior.
Definition
interpersonal
Term
Charlie Van Dusen, executive vice president of
National Central Bank, is going through all of the
stages of the buying process to purchase a computer
system for the bank Charlie is facing a(n)
situation.
Definition
new-task buying
Term
Which of the following is an example of an internal
stimulus that might lead to the business buying
process stage of problem recognition?
Trang 33Term
Business marketers often alert customers to potential
problems and then show how their products provide
solutions These marketers are hoping to influence
which stage of the business buying process?
Definition
problem recognition
Term
The purchasing agent at your company is working
with engineers and users to define the items to
purchase by describing general characteristics and
quantities needed He is also ranking the importance
of reliability, durability, and price The buyer is
preparing a(n) .
Definition
general need description
Term
In which stage of the business buying process is a
supplier most likely to provide a buyer with
information about the values of different product
characteristics?
Definition
general need description
Term
Which of the following is the process of the buying
center deciding on the best product characteristics?
Definition
product specification
Term
During which stage of the business buying process is a
buyer most likely to conduct a value analysis, carefully
studying components to determine if they can be
redesigned, standardized, or made less expensively?
Definition
product specification
Term
Empire Products has begun a process to find the best
suppliers Empire Products is actively engaged in
.
Definition
supplier search
Term
A buyer would be most likely to review trade
directories in which stage of the business buying
Trang 34buying process, the step following product
specification is .
Term
In the generally accepted stages of the business buying
process, the step following problem recognition is
.
Definition
general need description
Term
Members of the buying center at ABC Kid's World are
drawing up a list of desired toy supplier attributes and
their relative importance Next, they intend to
compare several suppliers to these attributes In which
step of the business buying process is the buying
center at ABC Kid's World engaged?
Definition
supplier selection
Term
Which of the following statements about the supplier
selection stage of the business buying decision process
is true?
Definition Before selecting a supplier, many companies consider the supplier's reputation, ethical corporate behavior, and honest communication.
Term
During the stage of the business buying
decision process, the buying center assesses the
proposals.
Definition
supplier selection
Term
In the case of maintenance, repair, and operating
items, buyers may use a rather than
periodic purchase orders.
Definition
blanket contract
Term
In which stage of the business buying process is a
supplier's task to make sure that the supplier is giving
the buyer the expected satisfaction?
Definition
performance review
Term
Following a purchase, the buyer and seller would
both monitor which phase of the new-task buying
situation?
Definition
performance review
Term
Under a , a supplier monitors and
replenishes a buyer's stock automatically as needed.
Definition
vendor-managed inventory
Trang 35Which of the following accurately describes a cultural
difference international marketers should be aware of?
Definition Japanese people tend to put a high value on rank.
Term
Which of the following is the best advice for an
international marketer planning to interact with
businesspeople from many different cultures?
Definition Cultures really are different, so do your best to
learn about those differences.
Term
Instead of focusing on managing individual purchases,
a seller should focus on managing the .
Definition
total customer relationship
Term
Which of the following can be especially useful for a
company that needs to conduct secure and frequent
communications and transactions with key suppliers?
Definition
an extranet
Term
Reverse auctions, trading exchanges, and company
buying sites are all ways that companies can
participate in .
Definition
e-procurement
Term
The Bentley department store chain makes extensive
use of e-procurement As a buyer, the store should
expect to enjoy all of these benefits of e-procurement
EXCEPT .
Definition
reduced payroll
Term
B-to-B e-procurement yields many benefits These
include all of the following EXCEPT .
relationships
Term
The leading barrier to expanding electronic links with
customers and partners online is .
Trang 36Internet and extranet transactions
Term
Which of the following statements about
e-procurement security issues is true?
Definition Providing e-procurement security can involve a substantial financial investment from a company.
Term
Sage, Inc., provides food services to schools, hospitals,
and nursing homes in the Midwest Management at
Sage is involved in the market.
Government organizations tend to favor
suppliers over suppliers.
Definition
domestic; foreign
Term
All of the following are difficulties associated with
selling to government buyers EXCEPT .
Definition
low sales volume
Term
U.S Government Purchasing, Specifications, and
Sales Directory is a(n) publication.
Definition
government
Term
There are many factors considered in government
buying, but is, above all, the most
important.
Definition
price
Term
Total government spending is determined by
rather than by any to develop this
Trang 37Term
) Giant Food Stores buy a lot of frozen turkey products
at Thanksgiving and Christmas due to high consumer
demand This is an example of demand.
Definition
derived
Term
Demand for outboard motors depends on consumers
purchasing fishing boats This is an example of
demand.
Definition
derived
Term
ABC Enterprises sold 9,000 units @ $2.99/unit in
July The firm sold 9,000 units @ $4.29/unit in
August This illustrates demand.
Definition
inelastic
Term
UPS serves both consumer and business markets, but
most of its revenues come from its business
customers UPS has become a strategic logistics ally
for many of its business customers, going far beyond
offering delivery services to offering inventory
management, international trade management, and
even financing to its commercial customers This is an
example of which of the following differences between
the consumer and business markets?
Definition Buyers and sellers in the business market build
close, long-term relationships.
Term
You call in a department manager to assist in a
purchase of industrial equipment You are
considering a change in product specifications, terms,
and possibly suppliers This is most likely a
You regularly purchase cleaning supplies for your
custodial staff, using the same vendor and ordering
relatively consistent amounts of the same products
with each purchase This is an example of a
Definition
straight rebuy
Trang 38Term
Worthington Farm raises chickens For years, it has
used wooden coops for hauling its poultry to market.
The owner of the farm needs to buy some
replacement coops and is considering buying plastic
coops that are slightly more expensive than wooden
ones but much easier to clean after use This purchase
of coops is an example of a .
Definition
modified rebuy
Term
The EPA has mandated that, in order to reduce local
pollution, your printing plant switch from oil-based to
water-based inks This will require entirely new
printing presses and a new printing plate technology.
After carefully searching through numerous
manufacturers' equipment descriptions and gathering
opinions from all relevant parties related to the work,
the printing plant's buying center will be ready to
make this purchase.
Definition
new task
Term
Don Brady is responsible for obtaining price
quotations from various vendors After reviewing
them, Don then determines whether or not to include
the vendor on the approved vendor list Don
apparently plays two roles, that of and
.
Definition
decider; buyer
Term
One of Dr Albrecht's dental assistants told the dentist
he should buy a machine that would sterilize his tools
without using any water because water tends to cause
the tools to rust or corrode over time In terms of the
buying center, the dental assistant had the role of
.
Definition
influencer
Term
One of Dr Albrecht's dental assistants told the dentist
he should buy a machine that would sterilize his tools
without using any water because water tends to cause
the tools to rust or corrode over time Dr Albrecht,
who runs a solo practice in a small rural town, located
some articles on the chemical sterilizer and read about
Definition
decider
Trang 39how the machine works After gathering more
information and talking to salespeople, Dr Albrecht
placed his order for the machine In terms of the
buying center, Dr Albrecht had the role of .
Term
A trucking company is considering purchasing new
trucks that are powered by ethanol instead of diesel
fuel In terms of the buying center, the truck drivers
who must make sure that the trucks do not run out of
fuel are the .
Definition
users
Term
Worthington Farm raises chickens For years, it has
used wooden coops for hauling its poultry to market.
When Bob Worthington went to reuse some of his
coops, he noticed many of them could not be
sufficiently cleaned for reuse and needed to be
replaced Worthington was at which stage of the
business buying process when he decided to replace
his old coops?
Definition
problem recognition
Term
John Herr's company has standardized the size of its
paper bags so that each bag can be used in five to
seven different store departments This approach to
cost reduction likely took place in the stage
of the business buying process.
Definition
product specification
Term
In what type of buying situation would a seller most
likely send only a catalog to the buyer during the
proposal solicitation stage of the business buying
process?
Definition
straight rebuy
Term
Most newspapers rely on so they do not
need to rely on only one supplier to provide the tons of
paper that they use annually.
Definition
multiple sourcing
Term
Pace Hardware uses Learningnow.com to improve
sales force effectiveness and facilitate sharing of
expertise It allows Pace retailers to link with other
Definition
extranet