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Exam 8: Business-To-Business Behaviour

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Question 41

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Which of the following statements about the structure of the business market is true?

A) Business buyer demand is derived from final consumer demand.
B) Demand in business markets fluctuates more and more quickly.
C) Business markets contain fewer but larger buyers/customers.
D) Demand in many business markets is more inelastic.
E) all of the above

F) A) and C)
G) B) and E)

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Question 42

Multiple Choice

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Which of the following is the BEST example of a modified rebuy?

A) the annual purchase of desk calendar refills
B) the monthly updating of computer virus protection
C) purchasing large screen computer monitors to replace small ones
D) the purchase of a replacement goldfish for the school aquarium
E) bidding on a new high school gymnasium to replace one built in 1963

F) A) and B)
G) C) and D)

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Question 43

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The Acme Corporation has notified its suppliers that it will continue to purchase the same products, in the same quantities, if they will accept a lower per unit price. Acme is seeking a modified rebuy.

The performance review stage of the organisational buying model is similar to the post purchase evaluation stage of the consumer buying model.

A company is MOST likely to use an automated re- ordering system with which of the following types of business purchase?

To obtain some order and provide industry projections, the government statistician classifies business markets into nineteen broad divisions. This classification is known as the ANZSIC, an acronym, which stands for which of the following?

In selling to the government, the contract is always awarded to the lowest bidder.

A firm's buying centre is typically located in, and limited to, its purchasing department.

The business market differs from the consumer market in that:

What is a business market? Briefly describe the four major categories of customers in business marketing. Give examples of companies or organisations in each category.

Farmer Jack grows organic cotton which he sells primarily to a local company specialising in the manufacture of bedding and bath linen. The demand for Farmer Jack's yarn is highly dependent on consumer demand for new household linen. This is an example of demand.

Kate is the purchasing assistant at her firm. Her duties involve assisting the firm's purchasing manager. In addition, Kate is expected to "protect" her superiors and technical staff from "pushy" salespeople. Kate is performing which of the decision roles?

A new supplier is least likely to make which of the following types of purchase?

Government buyers differ from business buyers in that government buyers are monitored more closely by outside publics.

Industrial markets are typically a heavy industry.

A modified rebuy is usually made where the post- purchase process has resulted in dissatisfaction.

ANZSIC is part of the institutional market.

A relatively routine type of purchase occurs when a buyer re- orders an item that was previously purchased without asking for any product modifications. This is known as:

Imagine you are a salesperson for a company that sells office supplies to buyers in different buying situations. Briefly develop three scenarios that illustrate each of the three situations.

The purchasing decision- making unit of business is known as the: