After deciding to order replacement parts for aging machinery, the buyer for a construction company examines catalogues and trade publications. The buyer is probably at which stage of the organisational buying decision process? A)problem recognition B)product specification C)product-supplier search D)product selection E)product evauation

After deciding to order replacement parts for aging machinery, the buyer for a  construction company examines catalogues and trade publications. The buyer is probably  at which stage of the organisational buying decision process?
A)problem recognition
B)product specification
C)product-supplier search
D)product selection
E)product evauation
by

2 Answers

Answer :

C)product-supplier search
by

Answer :

C)product-supplier
by

Related questions

After deciding to order replacement parts for aging machinery, the buyer for a construction company examines catalogues and trade publications. The buyer is probably at which stage of the organisational buying decision process? A)problem recognition B)product specification C)product-supplier search D)product selection E)product evauation

Description : After deciding to order replacement parts for aging machinery, the buyer for a construction company examines catalogues and trade publications. The buyer is probably at which stage of the ... recognition B)product specification C)product-supplier search D)product selection E)product evauation

Last Answer : C)product-supplier search

After deciding to order replacement parts for ageing machinery, the buyer for a construction company examines catalogues and trade publications. The buyer is probably at which stage of the organisational buying decision process? A)problem recognition B)product specification C)product-supplier search D)product selection E)product evauation

Description : After deciding to order replacement parts for ageing machinery, the buyer for a construction company examines catalogues and trade publications. The buyer is probably at which stage of the ... recognition B)product specification C)product-supplier search D)product selection E)product evauation

Last Answer : C)product-supplier search

A sales representative from a software company shows an accounting firm that a new software package can perform bookkeeping tasks that the firm's present package cannot. The accounting firm is most likely in which stage of the organisational buying decision process? A)problem recognition B)product specification C)product supplier search D)product selection

Description : A sales representative from a software company shows an accounting firm that a new software package can perform bookkeeping tasks that the firm's present package cannot. The accounting firm ... ? A)problem recognition B)product specification C)product supplier search D)product selection

Last Answer : A)problem recognition

A buyer for Debenhams Department Store orders handbags from a certain supplier because the supplier allows the buyer to maintain the store's policy of thirty-day advance purchase notice. This is an example of __________ influence on the organisational buying decision process. A)environmental B)organisational C)interpersonal D)individual E)demographic

Description : A buyer for Debenhams Department Store orders handbags from a certain supplier because the supplier allows the buyer to maintain the store's policy of thirty-day advance purchase notice. This ... decision process. A)environmental B)organisational C)interpersonal D)individual E)demographic

Last Answer : B)organisational

The market for heavy industrial equipment is concentrated in the West Midlands, so an equipment manufacturer has decided to employ a direct sales force in that region. Which factor most influenced this distribution channel selection? A)Buyer behaviour B)Product attributes C)Organisational objectives D)Environmental forces E)Market characteristics

Description : The market for heavy industrial equipment is concentrated in the West Midlands, so an equipment manufacturer has decided to employ a direct sales force in that region. Which factor ... A)Buyer behaviour B)Product attributes C)Organisational objectives D)Environmental forces E)Market characteristics

Last Answer : E)Market characteristics

Before hosting a dinner party, Mike notices that he does not have enough dishes and decides to look for another set. Mike has just gone through which stage of the consumer decision-making process? A)Problem recognition B)Information search C)Evaluation of alternatives D)Evoked set formation

Description : Before hosting a dinner party, Mike notices that he does not have enough dishes and decides to look for another set. Mike has just gone through which stage of the consumer decision-making process? A)Problem recognition B)Information search C)Evaluation of alternatives D)Evoked set formation

Last Answer : A)Problem recognition

When the purchasing manager for ABBA seat covers buys material and thread, he considers a variety of factors. Which one of the following is LEAST likely to concern the buyer in the purchase decision? A)does the quality of the goods meet company specifications B)does the supplier consistently deliver on time C)does the supplier also sell to my competitors D)does the price meet the company budget requirements

Description : When the purchasing manager for ABBA seat covers buys material and thread, he considers a variety of factors. Which one of the following is LEAST likely to concern the buyer in the purchase ... )does the supplier also sell to my competitors D)does the price meet the company budget requirements

Last Answer : C)does the supplier also sell to my competitors

Which method of organisational buying is appropriate when the product is highly homogeneous and examination of each item is not feasible? A)Negotiation B)Sampling C)Description D)Inspection E)Homogeneous selection

Description : Which method of organisational buying is appropriate when the product is highly homogeneous and examination of each item is not feasible? A)Negotiation B)Sampling C)Description D)Inspection E)Homogeneous selection

Last Answer : B)Sampling

United Biscuits buys shortening from suppliers in the European Community. The buyer for the firm is MOST likely use which method of organisational buying? A)Description B)Inspection C)Sampling D)Negotiation E)Blind

Description : United Biscuits buys shortening from suppliers in the European Community. The buyer for the firm is MOST likely use which method of organisational buying? A)Description B)Inspection C)Sampling D)Negotiation E)Blind

Last Answer : C)Sampling

In buyer decision process, the stage in which the purchase intention is transformed in to purchase decision is called A. need recognition B. information search C. purchase decision D. both b and c

Description : In buyer decision process, the stage in which the purchase intention is transformed in to purchase decision is called A. need recognition B. information search C. purchase decision D. both b and c

Last Answer : C. purchase decision

The overall process of decision making in, for example, staff selection includes which of these stages? (a) Deciding which candidate to appoint ; (b) Identifying the need for a new member of staff (c) Agreeing the job specification ; (d) All of the above

Description : The overall process of decision making in, for example, staff selection includes which of these stages? (a) Deciding which candidate to appoint ; (b) Identifying the need for a new member of staff (c) Agreeing the job specification ; (d) All of the above

Last Answer : The overall process of decision making in staff selection typically includes the following stages: Identifying the need for a new member of staff: This involves determining the reasons for the need ... in a systematic manner to ensure a fair and effective decision-making process in staff selection.

The major factors used to divide markets into consumer markets or organisational markets are the A)buyer characteristics and size of purchases. B)product prices and buyer characteristics C)buyer characteristics and the purposes for which they buy products. D)buyer characteristics and product characteristics. E)buyers characteristics and the frequency of purchases.

Description : The major factors used to divide markets into consumer markets or organisational markets are the A)buyer characteristics and size of purchases. B)product prices and buyer ... )buyer characteristics and product characteristics. E)buyers characteristics and the frequency of purchases.

Last Answer : C)buyer characteristics and the purposes for which they buy products

A grocery shop wants to order several dozen large grade 1 eggs from its local supplier. The shop's buyer will most likely use which purchase method: A)description B)sampling C)negotiation D)inspection

Description : A grocery shop wants to order several dozen large grade 1 eggs from its local supplier. The shop's buyer will most likely use which purchase method: A)description B)sampling C)negotiation D)inspection

Last Answer : A)description

Retailing is BEST characterised or definedA)as transactions in which the buyer intends to consume the product through personal, family, or household use. B)by arrangements whereby a supplier grants a dealer the right to sell products in exchange for some type of consideration. C)as transactions in which the purchaser intends to use the product for resale or for general business operations. D)by exchanges that take place only in a store or service establishment.

Description : Retailing is BEST characterised or define A)as transactions in which the buyer intends to consume the product through personal,family, or household use. B)by arrangements whereby a supplier grants a ... business operations. D)by exchanges that take place only in a store or service establishment.

Last Answer : A)as transactions in which the buyer intends to consume the product through personal,family, or household use.

As a media buyer for the Angelo Agency, Sheila knows that no one ever checks to see if her phone calls are business related or personal. With regard to ethical behaviour, this situation relates most closely to: A)exposure. B)opportunity. C)moral framework. D)organisational factors.

Description : As a media buyer for the Angelo Agency, Sheila knows that no one ever checks to see if her phone calls are business related or personal. With regard to ethical behaviour, this situation relates most closely to: A)exposure. B)opportunity. C)moral framework. D)organisational factors.

Last Answer : B)opportunity.

The three factors that influence the ethical decision -making process include A)individual factors, corporate culture, and peer influence. B)opportunity, personal moral philosophies, and situational variables. C)individual factors, organisational relationships, and opportunity. D)peer influences, personal moral philosophies, and opportunity.

Description : The three factors that influence the ethical decision-making process include A)individual factors, corporate culture, and peer influence. B)opportunity, personal moral philosophies, and ... relationships, and opportunity. D)peer influences, personal moral philosophies, and opportunity.

Last Answer : C)individual factors, organisational relationships, and opportunity.

Of the following media, which one is used LEAST frequently by business to business marketers? A)Direct mail B)Trade publications C)Personal selling D)Television E)Trade journals

Description : Of the following media, which one is used LEAST frequently by business to business marketers? A)Direct mail B)Trade publications C)Personal selling D)Television E)Trade journals

Last Answer : D)Television

Angela and Ralph have come up with a portable CD player that will perform well, but they have some doubt about which of two promotional and pricing campaigns will be best received by consumers. In this instance, they probably should proceed to the __________ stage of the new-product development process. A)business analysis B)commercialisation C)screening D)test marketing E)product development

Description : Angela and Ralph have come up with a portable CD player that will perform well, but they have some doubt about which of two promotional and pricing campaigns will be best received ... development process. A)business analysis B)commercialisation C)screening D)test marketing E)product development

Last Answer : D)test marketing

After purchasing a new Micra, George sees a Fiesta pass him on the street and begins to wonder if he made the right choice. George is affected by A)problem recognition B)cognitive dissonance C)internal search D)alternative evaluation E)framing

Description : After purchasing a new Micra, George sees a Fiesta pass him on the street and begins to wonder if he made the right choice. George is affected by A)problem recognition B)cognitive dissonance C)internal search D)alternative evaluation E)framing

Last Answer : B)cognitive dissonance

Alicia, a buyer for Nestle, buys carpeting for use in an office area. What determines whether this carpeting is a consumer or an industrial product? A)The price of the carpet B)The type of selling organisation C)The terms of the sale D)The buyer's intended use of the product E)Whether the carpet is a replacement item

Description : Alicia, a buyer for Nestle, buys carpeting for use in an office area. What determines whether this carpeting is a consumer or an industrial product? A)The price of the carpet B)The type of selling ... the sale D)The buyer's intended use of the product E)Whether the carpet is a replacement item

Last Answer : D)The buyer's intended use of the product

Which one of the following best defines the interest stage in the product adoption process? A)The buyer tries to find the product B)The buyer considers the benefits and determines whether or not to try the product C)The buyer tries the product to determine its usefulness D)The buyer seeks information and is receptive to learning about the product

Description : Which one of the following best defines the interest stage in the product adoption process? A)The buyer tries to find the product B)The buyer considers the benefits and determines whether or ... to determine its usefulness D)The buyer seeks information and is receptive to learning about the product

Last Answer : D)The buyer seeks information and is receptive to learning about the product

Shortly after purchasing a product, the postpurchase evaluation may result in cognitive dissonance. Cognitive dissonance is best defined as A)the congruence between external and internal searches for product information. B)satisfaction with the purchase. C)the establishment of criteria for comparing products. D)doubts that occur because the buyer questions whether the decision to purchase the product was right.

Description : Shortly after purchasing a product, the postpurchase evaluation may result in cognitive dissonance. Cognitive dissonance is best defined as A)the congruence between external and internal searches for ... occur because the buyer questions whether the decision to purchase the product was right.

Last Answer : D)doubts that occur because the buyer questions whether the decision to purchase the product was right.

Newsletters, catalogues, and invitations to organization-sponsored events are most closely associated with the marketing mix activity of: A. Pricing B. Distribution C. Product development D. Promotion

Description : Newsletters, catalogues, and invitations to organization-sponsored events are most closely associated with the marketing mix activity of: A. Pricing B. Distribution C. Product development D. Promotion

Last Answer : D. Promotion

he receptionist at a doctor's office throws away certain product circulars mailed by pharmaceutical companies and keeps the ones on products she believes are useful. The receptionist is performing which role in the buying centre? A)user B)influencer C)buyer D)decider E)gatekeeper

Description : he receptionist at a doctor's office throws away certain product circulars mailed by pharmaceutical companies and keeps the ones on products she believes are useful. The receptionist is performing which role in the buying centre? A)user B)influencer C)buyer D)decider E)gatekeeper

Last Answer : E)gatekeeper

What are the four main categories of factors that influence organisational buying decisions? A)environmental, organisational, interpersonal and individual B)environmental, organisational, psychological and individual C)environmental, psychological, individual and technological D)technological, organisational, environmental and interpersonal E)environmental, organisational, technological and individual

Description : What are the four main categories of factors that influence organisational buying decisions? A)environmental, organisational, interpersonal and individual B)environmental, ... , organisational, environmental and interpersonal E)environmental, organisational, technological and individual

Last Answer : A)environmental, organisational, interpersonal and individual

The group of people within an organisation who are involved in making organisational purchase decisions is referred to as A)the new-task team. B)negotiators. C)purchasing agents. D)deciders. E)the buying centre.

Description : The group of people within an organisation who are involved in making organisational purchase decisions is referred to as A)the new-task team. B)negotiators. C)purchasing agents. D)deciders. E)the buying centre.

Last Answer : E)the buying centre.

Most organisational purchase decisions are made by A)one person. B)a team of purchasing agents. C)a firm's buying centre. D)inventory control personnel. E)the sales force.

Description : Most organisational purchase decisions are made by A)one person. B)a team of purchasing agents. C)a firm's buying centre. D)inventory control personnel. E)the sales force.

Last Answer : C)a firm's buying centre.

The buyer at Exeter Furniture Store is informed that if she will increase her recent order of fifteen mattress sets to twenty, she will receive a 14 percent price reduction. This offer is due to a recent overstock condition at the factory and will not be available in the future. The discount offered here is A)cash. B)noncumulative. C)seasonal. D)trade. E)cumulative.

Description : The buyer at Exeter Furniture Store is informed that if she will increase her recent order of fifteen mattress sets to twenty, she will receive a 14 percent price reduction. This offer is due to a ... future. The discount offered here is A)cash. B)noncumulative. C)seasonal. D)trade. E)cumulative.

Last Answer : B)noncumulative.

f Kwik-Fit runs an ad asking customers to check windscreen wiper blades for wear, the firm is attempting to stimulate which of the following? A)Information Search B)Evoked set formation C)Evaluation of alternatives D)Problem recognition

Description : f Kwik-Fit runs an ad asking customers to check windscreen wiper blades for wear, the firm is attempting to stimulate which of the following? A)Information Search B)Evoked set formation C)Evaluation of alternatives D)Problem recognition

Last Answer : D)Problem recognition

The four main categories of factors that influence organisational buying decisions are organisational, interpersonal, environmental, and: A)technological B)economic C)power relationships D)individual

Description : The four main categories of factors that influence organisational buying decisions are organisational, interpersonal, environmental, and: A)technological B)economic C)power relationships D)individual

Last Answer : D)individual

The marketers of Bic razor blades are using a strategy that includes large advertising expenditures and more price flexibility within the various types of blades offered. Based on this example, razor blades are probably in the __________ stage of the product life cycle. A)decline B)growth C)introduction D)maturity

Description : The marketers of Bic razor blades are using a strategy that includes large advertising expenditures and more price flexibility within the various types of blades offered. Based on this example, razor ... the __________ stage of the product life cycle. A)decline B)growth C)introduction D)maturity

Last Answer : D)maturity

Tom is trying to close a major sale with a customer who is a trout fishing enthusiast. Tom starts reading fishing catalogues and going to sports goods shops to learn as much as he can about fly rods etc. His interest in such products would be best classified as _________ involvement. A)low B)high C)enduring D)situational E)perceived

Description : Tom is trying to close a major sale with a customer who is a trout fishing enthusiast. Tom starts reading fishing catalogues and going to sports goods shops to learn as much as he can about fly ... be best classified as _________ involvement. A)low B)high C)enduring D)situational E)perceived

Last Answer : D)situational

Air-tech management learns that last month's production run of heaters is defective and announces a recall of the specific models produced. To handle the large number of products it expects to receive for replacement, Air -tech will probably need to add a __________ to its distribution network. A)distribution centre B)private warehouse C)dispatching shipment system D)public warehouse E)materials handling system

Description : Air-tech management learns that last month's production run of heaters is defective and announces a recall of the specific models produced. To handle the large number of products ... distribution centre B)private warehouse C)dispatching shipment system D)public warehouse E)materials handling system

Last Answer : D)public warehouse

he Students Union is buying office equipment. For a supplier, the Students Union is an example of : A)a producer market B)a consumer C)a reseller market D)an institutional market

Description : he Students Union is buying office equipment. For a supplier, the Students Union is an example of : A)a producer market B)a consumer C)a reseller market D)an institutional market

Last Answer : D)an institutional market

Tom Graham works for an organisation in which his purchases must be accountable to the public. His buying procedures are extremely complex. Based on this description, Tom works for an organisation in which market type? A)reseller B)producer C)government D)supplier

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Last Answer : C)government

stage in which purchase intention is transformed in to purchase decision is called A.need recognition B.information search C.purchase decision D.both b and c Answer: C

Description : stage in which purchase intention is transformed in to purchase decision is called A.need recognition B.information search C.purchase decision D.both b and c Answer: C

Last Answer : C.purchase decision

If Tyreco failed to inform consumers that there were design problems with the firm's tyres, it would have been engaged in unethical behaviour relating to which one of the following marketing issue areas? A)Promotion B)Distribution C)Organisational relationships D)Product E)Pricing

Description : If Tyreco failed to inform consumers that there were design problems with the firm's tyres, it would have been engaged in unethical behaviour relating to which one of the following marketing issue areas? A)Promotion B)Distribution C)Organisational relationships D)Product E)Pricing

Last Answer : D)Product

Advertising that promotes organisational images, ideas, and political issues is __________ advertising. A)defensive B)product C)competitive D)comparative E)institutional

Description : Advertising that promotes organisational images, ideas, and political issues is __________ advertising. A)defensive B)product C)competitive D)comparative E)institutional

Last Answer : E)institutional

A consumer's buying decisions are affected in part by the people around him or her. These people and the forces they exert on a buyer are called A)motivational influences. B)social factors. C)roles. D)personality influences. E)cultural influences.

Description : A consumer's buying decisions are affected in part by the people around him or her. These people and the forces they exert on a buyer are called A)motivational influences. B)social factors. C)roles. D)personality influences. E)cultural influences.

Last Answer : B)social factors.

At a local trade show a purchaser of office equipment discussed the price of a computer work station with a representative of Haworth office furnishings. As a result of the discussion the buyer purchased a suitable work station at a lower price than the stated list price. This type of industrial pricing is called: A)transfer. B)open bid. C)solicited D)petitioned E)open

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Last Answer : D)petitioned

Kevin notices that when Alice weighs tomatoes at the checkout counter , she regularly leans on the scale. Kevin's consideration about reporting this practice to top management involves ethical decisions with regard to: A)organisational relationships. B)opportunity. C)product issues. D)promotion issues.

Description : Kevin notices that when Alice weighs tomatoes at the checkout counter , she regularly leans on the scale. Kevin's consideration about reporting this practice to top management involves ethical ... regard to: A)organisational relationships. B)opportunity. C)product issues. D)promotion issues.

Last Answer : A)organisational relationships.

Tom goes to a vending machine, deposits 50 pence, and receives a Cola. Which one of the following aspects of the definition of marketing is focused on here? A)Production concept. B)Satisfaction of organisational goals. C)Product pricing and distribution. D)Exchange.

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Last Answer : D)Exchange.

The three major personal influences believed to affect the consumer buying decision process are: A)perception, motives, and attitudes. B)personality, learning, and perception. C)demographic, situational, and attitudes.D)situational, lifestyle, and demographic. E)situational, perception, and motives.

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Last Answer : D)situational, lifestyle, and demographic.

Which one of the following is considered a situational factor influencing the consumer buying decision process? A)Family B)Culture C)A raise in pay D)Personality E)Social class

Description : Which one of the following is considered a situational factor influencing the consumer buying decision process? A)Family B)Culture C)A raise in pay D)Personality E)Social class

Last Answer : C)A raise in pay

The three major categories of influences that are believed to influence the consumer buying decision process are personal, psychological, and: A)person-specific B)social C)demographic D)situational E)cultural

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Last Answer : B)social

If an intermediary wants to carry Tide detergent and Procter & Gamble agrees only if the supplier purchases P&G's entire line of detergents as well, the company is engaging in which of the following channel management practices? A)Exclusive dealing B)Dual distribution C)Tying agreement D)Refusal to deal E)Restricted sales territories

Description : If an intermediary wants to carry Tide detergent and Procter & Gamble agrees only if the supplier purchases P&G's entire line of detergents as well, the company is engaging in which of the ... A)Exclusive dealing B)Dual distribution C)Tying agreement D)Refusal to deal E)Restricted sales territories

Last Answer : C)Tying agreement

Mixed concrete cannot be shipped further than 25 miles because the concrete might harden in the truck. Antrim County Concrete Company is the only supplier of mixed concrete within a 30 mile radius. Antrim County Concrete Company is an example of which of the following competitive structures: A)Monopoly B)Oligopoly C)Monopolistic Competition D)Perfect Competition E)Monopsony

Description : Mixed concrete cannot be shipped further than 25 miles because the concrete might harden in the truck. Antrim County Concrete Company is the only supplier of mixed concrete within a 30 ... structures: A)Monopoly B)Oligopoly C)Monopolistic Competition D)Perfect Competition E)Monopsony

Last Answer : A)Monopoly

Stirling Hotels places an advertisement with a coupon in the travel section of the Sunday Times. This ad is intended to help consumers in which phase of the decision-making process? A)Internal search B)Cognitive dissonance C)Purchase D)External search E)Framing

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Last Answer : D)External search

16) If L'Oreal management feels that the firm's new cosmetic line is in too few retail outlets and begins to seek additional speciality and department stores to carry the line, it is probably is in which stage of the product's life cycle? A)Introduction B)Growth C)Maturity D)Decline

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Last Answer : B)Growth

The Kellys are on a family outing. As they approach Bellvue Zoo, a tyre on their car is punctured by a metal object on the road. Using the spare, they drive to the next petrol station, where they buy a new tyre. Here the buying process was affected by:A)cognitive dissonance B)a situational factor C)an internal search factor D)framing E)a cognitive factor

Description : The Kellys are on a family outing. As they approach Bellvue Zoo, a tyre on their car is punctured by a metal object on the road. Using the spare, they drive to the next petrol station, ... A)cognitive dissonance B)a situational factor C)an internal search factor D)framing E)a cognitive factor

Last Answer : B)a situational factor