Analyzing Business Markets – Organizational Buying - Quiz

1. Supplier selection criteria typically include:

Price, reliability, service, and technical capability

Salesperson’s personality

Only lowest price offered

Supplier’s advertising budget

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

Supplier selection

Problem recognition

Proposal evaluation

Performance review

3. Relationship marketing in B2B emphasizes:

Long-term collaboration and mutual value creation

Avoiding supplier feedback

One-time sales transactions

Aggressive discounting

4. A buying alliance involves:

Independent firms joining together to purchase collectively

Suppliers merging with customers

Retailers forming chains

Competitors sharing patents

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

Consumer impulse purchases

Only retail transactions

Elimination of supplier competition

Streamlined procurement and supplier coordination

6. Decentralized purchasing allows:

Central management control of all purchases

Only one supplier to serve all branches

Shared budgets for all divisions

Local units to make independent buying decisions

7. In B2B buying, ‘gatekeepers’ are:

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

External suppliers

Those who finalize purchase contracts

End users of the product

8. An example of an institutional market is:

Supermarkets buying from farmers

Car manufacturers buying steel

Hospitals and universities purchasing goods

Consumers buying from retailers

9. Buyers seek suppliers that provide:

Local offices only

Superior value across product quality, delivery, and service dimensions

Lowest cost alone

High advertising visibility

10. Vendor-managed inventory (VMI) means:

The supplier manages the buyer’s inventory levels

The buyer manages supplier stock

Inventory is managed by third-party logistics

Inventory is jointly managed by buyer and seller

Question 1 of 10