Analyzing Business Markets – Organizational Buying - Quiz

1. A ‘modified rebuy’ involves:

A change in product specifications, price, or supplier

Buying a product or service for the first time

Routine reordering without changes

Termination of supplier relationships

2. Buyers seek suppliers that provide:

Lowest cost alone

Superior value across product quality, delivery, and service dimensions

Local offices only

High advertising visibility

3. Organizational buying refers to:

Buying done only by government institutions

Emotional buying driven by impulse

Buying by individuals for personal consumption

The decision-making process by which formal organizations establish the need for purchased products and services and identify, evaluate, and choose among alternative brands and suppliers

4. Which of the following is typically more formalized in business buying than consumer buying?

Decision-making process

Peer influence

Advertising exposure

Impulse purchases

5. The ‘value-in-use’ concept means:

The emotional appeal of the product

The product’s worth based on its ability to reduce costs or improve efficiency

The product’s resale value

The supplier’s brand equity

6. In B2B buying, ‘gatekeepers’ are:

End users of the product

Those who control the flow of information to others in the buying center

External suppliers

Those who finalize purchase contracts

7. In the buygrid framework, the ‘purchase decision’ occurs after:

Problem recognition

Proposal evaluation

Supplier selection

Performance review

8. Business-to-business e-commerce platforms enable:

Consumer impulse purchases

Streamlined procurement and supplier coordination

Only retail transactions

Elimination of supplier competition

9. Relationship marketing in B2B emphasizes:

Long-term collaboration and mutual value creation

Avoiding supplier feedback

Aggressive discounting

One-time sales transactions

10. Decentralized purchasing allows:

Central management control of all purchases

Local units to make independent buying decisions

Shared budgets for all divisions

Only one supplier to serve all branches

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