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Exam 4: Business Buying Behavior

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Question 21

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The head of the art department makes the final decision on which textbooks are included in the curriculum.As an associate art professor,Howard refers to these books while teaching his class.Which of the following roles does Howard play in the purchasing process of the textbooks?

A) Reseller
B) User
C) Influencer
D) Gatekeeper
E) Wholesaler

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

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Question 22

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A _____ occurs when a purchaser buys the same product in the same quantities from the same vendor.

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Question 23

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Although Morrison and Sons,Inc.takes into account current market trends when buying products,the CEO of the company has the final say on what gets purchased or not.Therefore,the CEO acts as the _____.

In a buying center,_____ have the responsibility for implementing what is purchased.

In the last stage of the buying process,a _____ is conducted and the feedback provided to the vendor.

Sell-side auctions are also known as _____.

_____ are Web-based auctions that occur between businesses.

Which of the following is the role of a user in the buying process?

The first step of the B2B buying process is when the need is described.

What strategies do vendors utilize to obtain business from a B2B company?

Wholesalers,brokers,and retailers are examples of resellers.

Offering perks to potential customers is very common in _____ markets.

B2B exchanges make their money by charging buyers and sellers a fee when they conduct transactions with one another.

Which of the following businesses can be considered as a reseller?

Suppliers are the only ones to blame for poor performance records.

When it comes to business-to-business sales,derived demand springs from _____.

Provide a real-life example of a company's behavior that has been perceived as unethical.

Ethics codes provide employees with general guidelines about how they should behave.

_____ are people who will decide if and when the sellers get access to members of the buying center.

The FTC regulates companies in an effort to prevent them from engaging in _____ that can harm consumers and hamper competition.