During a buying process, the normal procedure once a list of qualified suppliers is
formed is to send out a ________ to potential suppliers.
A) request for product review
B) request for proposals
C) request for quotation
D) request for product specifications
________ offer one standard but a customizable product that is designed so users can
alter it to their own specifications.
A) Collaborative customizers
B) Adaptive customizers
C) Cosmetic customizers
D) Transparent customizers
The two key factors that affect industrial purchasing are:
A) the buyer’s age and gender.
B) the number of people in the buying center and the competitive position of the
company in the market.
C) the customers’ fiscal years and general economic cycles.
D) the market potential of the company and the growth of the Gross Domestic Product
(GDP).
Identify the approach where the benefits of the product are put in monetary terms such
as time savings, less use of materials, or less downtime.
A) value pricing
B) pricing to value
C) value-in-use
D) price discrimination
Quality of a service offering:
A) is dependent on customer perceptions.
B) can be measured using standardized techniques.
C) is more important than a manufactured product.
D) is not dependent on market communications.
In a ________, the purchasing organization realizes that the problem cannot be solved
without buying something new.
A) straight rebuy situation
B) modified rebuy situation
C) new-task situation
D) repetition purchase
The value of a product or service can be quantified by calculating:
A) the lifetime value of the customer base.
B) the total sales value of the product.
C) the total number of active customers.
D) the total cost of the product/service.
In this testing procedure, the researcher attempts to simulate a shopping environment by
setting up a supermarket-like shopping shelf with real brands. Identify this testing
procedure.
A) consumer jury
B) portfolio test
C) laboratory stores
D) theater test
Which of the following best describes any communication form that sends messages
directly to a target market with the anticipation of an immediate or short-term response?
A) direct marketing
B) radio advertising
C) newspaper advertising
D) public relations
Which of the following approaches to calculating customer value creates a scale that
puts survey responses in monetary terms?
A) dollarmetric method
B) chi square testing
C) conjoint analysis
D) regression analysis
Which of the following observations is true about the market driven approach to
marketplace?
A) This kind of organization embraces marketing to excess.
B) This approach is adopted by high-risk taking companies.
C) This approach is not suited for consumer goods manufacturers.
D) This kind of organization can quickly respond to changes in the marketplace.