Tenta-M7020N/M0033N-2021-03-22 results

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Score for this quiz: 30 out of 30
Submitted 22 Mar 2021 at 13:13
This attempt took 13 minutes.

Question 1
1.5 / 1.5 pts
When purchasing machine tools for their plants, Bayerische Motoren Werke AG
(BMW) is:

an original equipment manufacturer (OEM)

an institutional buyer

an upstream supplier

a distributor

a user

Question 2
1.5 / 1.5 pts
When performing a classification of the customers in the business market, General
Motors is a(n) ____ when purchasing a mainframe computer system from IBM, but is
a(n) ____ when purchasing tires from Goodyear.

user, distributor

user, upstream supplier

original equipment manufacturer (OEM), downstream supplier

user, original equipment manufacturer (OEM)

original equipment manufacturer (OEM), user

Question 3
1.5 / 1.5 pts
When SSAB realizes a drop in the demand for steel as a result of a decline in ultimate
consumer demand for automobiles, this illustrates the concept of:

derived demand

direct demand

elastic demand

linked demand

evoked demand

Question 4
1.5 / 1.5 pts
Industrial products and services can be broadly classified as:

entering, manufacturing and fabricating goods

entering, foundation and facilitating goods

foundation, component and contingency goods

upstream, downstream and direct goods

manufacturing, entering and contingency goods

Question 5
1.5 / 1.5 pts
The cost of raw materials such as sheet steel is treated as:

a capital cost which is depreciated over time

an expense item which is assigned to the manufacturing process

an expense item which is depreciated over time

a random variable cost

a fixed cost

Question 6
1.5 / 1.5 pts
Some industrial products have been processed before reaching the industrial
customer, but are processed further by this customer before becoming part of the
finished product that you buy. These items are called:

sundry products
component materials

raw materials

non-essential parts

ancillary parts

Question 7
1.5 / 1.5 pts
Functional areas other than marketing directly or indirectly affect which of the
following?

Distribution marketing decisions

Promotion marketing decisions

Price marketing decisions

Product marketing decisions

All of the other answers are correct

Question 8
1.5 / 1.5 pts
The buying motives for major installations center on:

the total cost of ownership

projected maintenance and operating costs

a blend of rational and emotional factors

a blend of economic and rational considerations

purely emotional factors

Question 9
1.5 / 1.5 pts
If consumers are not price sensitive in purchasing a consumer product, such as Al
Johnsons’s Jams, a 10% increase in the retail price of strawberry jam because of a
10% increase in the cost of strawberries from farmers will not affect demand for
jam. Thus, the derived demand indicates that the demand for strawberries is:

inelastic

unpredictable

fixed

elastic

variable

Question 10
1.5 / 1.5 pts
Business marketers that define their business markets with a horizon that stretches
beyond the boundaries of their own country to include foreign markets for industrial
goods and services employ:

a global market perspective

an ethnocentric market perspective

a trans-regional market perspective

a broad market perspective

a cross-cultural market perspective

Question 11
1.5 / 1.5 pts
Concerning the eight-stage model of the organizational buying process, research
suggests that:

all of the other answers are correct

certain stages may be completed concurrently

the process may be reoriented at any point by a redefinition of the basic problem

many small or incremental decisions are made during the procurement process that
ultimately translate into the final selection of a supplier

the process may be discontinued by a change in the external environment.

Question 12
1.5 / 1.5 pts
Linnéa Johansson, purchasing manager for the Swedish Catering Company, placed her
monthly order for supplies from Martin & Servera Restauranghandel AB. Linnéa has
been dealing with Martin & Servera for many years. What type of problem solving
would Linnéa employ in this purchase decision?

routine problem solving

casual problem solving

limited problem solving

specialized problem solving

extended problem solving

Question 13
1.5 / 1.5 pts
As a result of poor delivery performance by a supplier of high quality metal
components, Lars Karlsson, purchasing agent at Scania AB, plans to consider a
possible change in suppliers. This provides an illustration of:

a straight rebuy

complex problem solving

a modified rebuy
a selective rebuy

routinized problem solving

Question 14
1.5 / 1.5 pts
Within the buying center, an individual who has formal authority for selecting a
supplier and implementing all procedures connected with securing the product is
performing the role of:

an implementer

a user

a buyer

a decider

a gatekeeper

Question 15
1.5 / 1.5 pts
The Total Cost of Ownership:

is an accounting concept that buyer’s use to compare the value of competing

offerings

does not take into account product disposal

includes all costs associated with the product and its delivery

considers the full range of costs associated with the purchase and use of a product or
service over its complete life cycle

is used by buyers to determine what they should spend on an item

Question 16
1.5 / 1.5 pts
Buying firms prefer a transactional relationship when:

all of the other answers are correct

there are very few alternatives

there is a competitive yet stable supply market featuring many alternatives

the product is very important to them

the complexity of the purchase is high

Question 17
1.5 / 1.5 pts
For transactional customers, the business marketer should:

makes sure to identify the key decision makers within the decision making units
see that operational linkages are designed into the relationship to keep product and
service offerings aligned with customer needs

focus primary attention on the purchasing staff

seek to establish a long term based relationship with the customer

directly assist the customer with planning and strategy issues

Question 18
1.5 / 1.5 pts
The belief by a partner that an ongoing relationship is so important that it deserves
maximum effort to maintain it is referred to as:

trust

relationship commitment

intrafirm collaboration

solidarity

empathy

Question 19
1.5 / 1.5 pts
When a business marketer demonstrates special skills in managing relationships with
key customers or by developing innovative strategies with alliance partners, they are
trying to create:
a parallel situation

a collaborative advantage

a unilateral advantage

an equitable situation

an arm's length relationship

Question 20
1.5 / 1.5 pts
When organizational buyers consider changing from one selling firm to another, what
are the two main categories of switching costs they consider?

supply chain failure

operational linkages and relationship connectors

transactional and collaborative relationships

trust and relationship commitment

investments and risk of exposure

Quiz score: 30 out of 30