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Exam 3: Buying Behavior and the Buying Process

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Question 51

True/False

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Gatekeepers are usually the ones who start the buying process.

A) True
B) False

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Question 52

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_____ is a strategy by which organizational buyers evaluate the relative importance of suppliers and use that information to determine with whom they want to develop partnerships.

A) Customer relationship management
B) Total quality management
C) Just-in-time inventory control
D) Supplier relationship management
E) Efficient consumer response system

F) A) and E)
G) C) and D)

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Question 53

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Creeping commitment means that a customer becomes increasingly committed to a particular course of action while going through the steps in the buying process.

Brian is attempting to get a marketing professor to include his company's textbook into the professor's classroom teaching syllabus.Brian knows that the professor has been using a competing textbook and would have to spend considerable time adjusting her syllabus and classroom strategies if she adopts Brian's textbook.He points out that his textbook is newly revised,which means that the professor can use it for several years without having to make adjustments.What sales technique is Brian using?

Which of the following sources of information would customers usually view to be less credible than the others?

What do resellers consider when making decisions about which products to sell?

Automatic replenishment is a form of supplier relationship management (SRM).

The first step in supplier relationship management is to determine end-user spending patterns.

In the context of the multiattribute model of product evaluation and choice,a company's final decision to select a product from among its alternatives is based on the relationship between the performance evaluations of the product's characteristics and the company's needs.

What is a new-task buying situation?

Rock-Tenn Corporation continually receives data on production schedules from its customers.It uses the information to determine the quantity of boxes to be shipped to them.Rock-Tenn has established a(n) _____ relationship with its customers.

The last step in the organizational buying process is the:

Foster has decided to buy all his maintenance,repair,and overhaul (MRO) supplies from Alexia's Supply House.For competitors,Foster's account is:

Samantha is the office manager for a dentist.Give an example of how she might experience a modified rebuy situation,a straight rebuy situation,and a new-task situation.

What is supply chain management (SCM),and what is a salesperson's role in supply chain management?

What is a straight rebuy situation?

Neil wants to buy raw materials for his automobile firm.After identifying the type of raw materials needed and their specifications,he compiles a list of new vendors.During the buying process,he becomes more involved with a specific vendor and focuses his attention more on buying from that vendor than from other vendors.This is an example of:

"Always a share" is a strategy for risk reduction employed by buying centers.

A buying center is an informal,cross-department group of people involved in a purchase decision.