89) A(n) ________ occurs when the purchasing agent orders additional units of products that
have previously been purchased.
A) new buy
B) modified rebuy
C) straight rebuy
D) adapted buy
E) generic buy
90) If a B2B customer is satisfied with an existing supplier, it will probably engage in a(n)
________ to purchase additional quantities of the item.
A) new buy
B) modified rebuy
C) adapted buy
D) straight rebuy
E) generic buy
91) Yvonne uses her customer relationship management (CRM) system to predict when her
business customers will need more of her company‘s packaging materials. When she thinks a
customer should be ready to make another order, she contacts them. Yvonne is using CRM to
encourage customers to engage in a(n)
A) new buy.
B) modified rebuy.
C) adapted buy.
D) straight rebuy.
E) generic buy.
92) Phil put down the phone and told Alice, “I just love that customer. I got another big order,
and they just keep on coming.” Phil is most likely selling to a firm in what kind of buying
situation?
A) new buy
B) modified rebuy
C) straight rebuy
D) generic buy
E) adapted buy
93) When a business customer engages in a straight rebuy, the member of the buying center most
likely to be involved in the purchase is the
A) decider.
B) initiator.
C) influencer.
D) user.
E) buyer.
94) In established businesses, a large proportion of B2B purchases fall into the ________
category.
A) straight rebuy
B) new buy
C) adapted buy
D) modified rebuy
E) generic buy
95) The three types of buying situations
A) create confusion among B2B sellers.
B) suggest that B2B sellers should develop one marketing mix to use for all situations.
C) require business sellers to be consistent in their marketing mixes.
D) are theoretical and have little relation to what happens in the real world.
E) call for different marketing and selling strategies.
96) The ________ situation usually involves more members of a buying center and involves
more time to complete than the other buying situations.
A) modified rebuy
B) new buy
C) adapted buy
D) straight rebuy
E) generic buy
97) A(n) ________ situation in B2B marketing is similar to limited problem solving in the B2C
process.
A) adapted buy
B) new buy
C) modified rebuy
D) straight rebuy
E) generic buy
98) For B2B salespeople, usually the easiest sale is a(n) ________ situation.
A) adapted buy
B) new buy
C) modified rebuy
D) straight rebuy
E) generic buy
99) According to office policy and procedure, any purchase requests that are $3,000 and over
must be given to Hassan Reynolds, who will obtain authorization from the chief financial officer.
Hassan serves as a(n) ________ in the buying center.
A) gatekeeper
B) decider
C) buyer
D) user
E) initiator
100) The student body president of Northwoods University submitted a formal request to the IT
department for additional computers in the main computer lab. The student body president is the
________ in the buying center.
A) initiator
B) gatekeeper
C) decider
D) buyer
E) gateway
101) The Northwoods University IT department is planning to buy additional computers for the
computer lab. Pedro Bechara, manager of the lab, is asked for a recommendation, and he
suggests buying Macintosh computers instead of Windows PCs. What role does Pedro play in
the buying center?
A) gatekeeper
B) influencer
C) decider
D) buyer
E) initiator
102) Bob Roberts founded Robertico, an equipment leasing company, three decades ago.
Although he is now in his seventies, he still has a “hands on” management style. His employees
have learned that there isn’t much point in making purchase recommendations for new
equipment, because Bob is going to choose whatever he thinks is best regardless of their views.
Robertico has a(n) ________ buying center culture.
A) autocratic
B) democratic
C) consultative
D) consensus
E) bureaucratic
103) A buying center that makes its decisions by majority vote is a(n) ________ buying center.
A) autocratic
B) democratic
C) consultative
D) consensus
E) bureaucratic
104) The local skydiving team is buying new parachutes. The team’s coach has invited all team
members to make recommendations, after which she will select the preferred vendor. The
skydiving team’s buying center has a(n) ________ organizational culture.
A) democratic
B) consultative
C) consensus
D) autocratic
E) bureaucratic
105) To maximize efficiency, farmers send their eggs to a ________ who handles sales and
shipments to supermarkets.
A) distributor
B) fabricator
C) contractor
D) trafficker
E) manufacturer
106) The chair of the board of the local Humane Society chose the bank where the organization
keeps its money; however, the society’s chief accountant is the one that interacts with the bank,
making deposits, writing checks, and balancing the accounts every month. The chief accountant
is the ________ in the Humane Society’s buying center.
A) initiator
B) decider
C) gatekeeper
D) user
E) influencer
107) B2B partners often connect to each other on the Internet through special ________ designed
to facilitate information exchanges and transactions.
A) search engines
B) web masters
C) web portals
D) web routes
E) gatekeepers
108) A wholesaler is an example of a
A) reseller.
B) merchandiser.
C) reference group.
D) manufacturer.
E) retailer.
109) What type of B2B organization is a retail store such as T.J.Maxx?
A) Internet
B) institution
C) government
D) manufacturer
E) reseller
110) Which of the following details is(are) included in the order specification stage of the B2B
buying process?
A) prices and delivery dates
B) vendor performance assessment
C) the request for proposal (RFP)
D) bids for supplying the required components or parts
E) reasons for choosing a selected vendor
111) Firms typically repurchase office supplies (paper, ink cartridges, pens, etc.) through straight
rebuys on their supplier’s website. Should an office supplies sales rep stay in close touch with
firms that typically rebuy? Why or why not?
A) No; this is a waste of time since straight rebuys are straightforward and easy to handle.
B) No; the sales rep should be looking for new customers instead.
C) Yes; straight rebuys require a lot of the sales rep’s assistance.
D) Yes; the sales rep might learn about a new opportunity in the need recognition stage.
E) Yes; history has shown that online reordering can’t be trusted.
112) Suppose that Volkswagen is preparing an RFP for a hands-free phone connection for a new
car model. All of the following would be included in the RFP except
A) a description of the required features for the device.
B) a time frame when the devices are needed.
C) specifications for connecting the device to the car.
D) an assessment of the vendor’s performance.
E) instructions for preparing proposals.
113) Because pharmaceutical sales representatives spend the majority of their time driving to
doctors’ offices, hospitals, and other medical facilities, they are given a company car. When a
pharmaceutical company like Merck prepares to purchase a new fleet of cars, it will ask its sales
reps for feedback about different car models and features. However, the higher levels of
management will be the ones to make the final purchase decision. What buying center role(s) do
the sales reps play in this buying situation?
A) users and initiators
B) initiators
C) influencers
D) users and influencers
E) influencers and initiators
114) Kimberly has just learned that Caribou Coffee is looking for a new source of commercial–
grade coffee makers, one of the products she sells. She knows Caribou has been in business for
many years, but she has not been able to get any business from them. When developing her
marketing strategy, Kimberly will probably assume that this represents a(n) ________ situation
for Caribou Coffee, and she will want to find out why Caribou is considering alternatives.
A) adapted buy
B) new buy
C) modified rebuy
D) straight rebuy
E) generic buy
115) Normally, BC bottling company attaches plastic labels to its bottles. However, a new
regulation requires that the company now use fabric labels. To use this latest innovation, BC
bottling company must now source these fabric labels from another company. This is an example
of
A) a modified rebuy situation.
B) vendor analysis.
C) need recognition.
D) a straight rebuy situation.
E) an RFP.
116) CA Technologies, a firm providing software and services to information technology
departments, maintains a corporate blog. How can this blog help CA Technologies with B2B
marketing?
A) as a place to post responses to RFPs
B) by building brand awareness among potential customers
C) by simplifying vendor performance assessment
D) by streamlining purchasing and distribution
E) by matching buyers’ requests and sellers’ offers