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Exam 6: Business-To-Business Markets: How and Why Organizations Buy

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Question 51

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Which of the following statements about buying centers is true?

A) The members of a buying center typically participate in a cross- functional team.
B) The buying center is like a standing committee.
C) The most commonly found buying center has six employees-- one to assume each of the buying center's roles.
D) An individual's role in the buying center does not change.
E) The buying center roles are specified on the organizational chart.

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Question 52

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is a business practice in which a buyer shapes a supplier's products and operations to satisfy its needs.

A) Reverse marketing
B) Top- down marketing
C) Reciprocity
D) Functionalization
E) Bottom- up marketing

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Question 53

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Producers purchase products for the production of other goods and services and resellers perform the same functions as the producers..

The first step in the business buying decision process is _.

Both B2C and B2B e- commerce companies worry about authentication and ensuring that transactions are secure.

PPG,a producer of glass for windows,is engaged in ,which is the marketing of goods and services that businesses and other organizations buy for purposes other than personal consumption.

What of the following statements does NOT apply to the North American Industry Classification System (NAICS) ?

The can be especially useful for companies that need to secure communications between the company and its dealers,distributors,and/or franchisees.

During the _ stage of the business buying process,the buying center assesses proposals.

Business markets tend to be more geographically concentrated than consumer markets.

Explain the North American Industry Classification System (NAICS).

When companies require employees to use a password to get access to the company's computer database,the company is enforcing .

B2B e- commerce does NOT include exchanges of _ .

Despite the use of software,hackers have been able to steal thousands of credit card numbers from companies including Creditcards.com,Western Union,and online music retailer CD Universe.

Explain what business- to- business (B2B)e- commerce means?

Business- to- business (B2B) e- commerce has .

do not actually produce goods,but they do provide their customers with the time,place,and possession utility by making goods available to consumers when and where they want them.

The individual who is developing the product specifications for a complex product would assume the role of influencer in the buying center.

Tricon Restaurant International,parent company of Taco Bell,has found a good way to communicate with franchisees.

Although much of the equipment used by dentists is thrown away after one use,many of the instruments used to clean teeth,fill cavities,and deal with impactions and other dental problems are made of steel and must be sterilized.A dentist is considering replacing his conventional steam sterilizer with a chemical sterilizer that cleans without rusting or corroding instruments.Because the dentist is already familiar with sterilizers,he is looking to find the best price possible on a chemical sterilizer.He is engaged in a _ _.