10 Questions for learning (Analyzing Business Markets: Chapter 7) Leeyhan Frank B. Dizon September 3, 2010
1.  ______ decision-making process by which formal organizations establish the need to purchase products and services <ul>...
Concept: <ul><li>Organizational buying is the decision-making process by which formal organizations establish the need to ...
1.  ______ decision-making process by which formal organizations establish the need to purchase products and services <ul>...
2. All are characteristics of Business Markets except  <ul><li>Fewer, Larger Buyers </li></ul><ul><li>Direct and Indirect ...
Concept: Characterisitcs of Business Markets <ul><li>Fewer Larger Buyers </li></ul><ul><li>Close supplier-customer relatio...
2. All are characteristics of Business Markets except  <ul><li>Fewer, Larger Buyers </li></ul><ul><li>Direct and Indirect ...
3.  The three types of buying situations are: straight rebuy, modified rebuy and ________ <ul><li>Original Task </li></ul>...
Concept: <ul><li>Three types of buying situations are the (1) straight rebuy, (2) modified rebuy and (3) new task. </li></...
3.  The three types of buying situations are: straight rebuy, modified rebuy and ________ <ul><li>Original Task </li></ul>...
4. Which of the following is true? <ul><li>A. Business Markets have less geographically concentrated buyers. </li></ul><ul...
Concept: <ul><li>Institutional & Government Markets consist of schools, hospitals, nursing homes, prisons and other instit...
4. Which of the following is true? <ul><li>A. Business Markets have less geographically concentrated buyers. </li></ul><ul...
5. __________________consist of schools, hospitals, nursing homes, prisons and other institutions that provide goods and s...
Concept: <ul><li>Institutional & Government Markets   consist of schools, hospitals, nursing homes, prisons and other inst...
5. __________________consist of schools, hospitals, nursing homes, prisons and other institutions that provide goods and s...
6.    When Whirlpool acquired the services of IBM to facilitate faster and more efficient inventory management, it is an e...
Concept: <ul><li>Many business buyers prefer to buy a total solution to a problem from one seller. This is called  systems...
6.  When Whirlpool acquired the services of IBM to facilitate faster and more efficient inventory management, it is an exa...
7.  The first stage in the buying process is usually called:  <ul><li>Observation of current market </li></ul><ul><li>Gene...
Concept: <ul><li>Stages in the buying process include:  </li></ul><ul><li>problem recognition  </li></ul><ul><li>(2) gener...
7.  The first stage in the buying process is usually called:  <ul><li>Observation of current market </li></ul><ul><li>Gene...
8.  Systems buying is defined as: <ul><li>Buyers improve the system by acquiring a new company with a better facility.  </...
Concept: <ul><li>Many business buyers prefer to buy a total solution to a problem from one seller. This is called  systems...
8.  Systems buying is defined as: <ul><li>Buyers improve the system by acquiring a new company with a better facility.  </...
9. If I buy dollars from BPI and have it transferred through Western Union to my family in the US, it is an example of:  <...
Concept: Forms of Electronic Marketplaces <ul><li>Catalog Sites </li></ul><ul><li>Vertical Markets </li></ul><ul><li>Pure ...
9. If I buy dollars from BPI and have it transferred through Western Union to my family in the US, it is an example of:  <...
10. Participants in the business buying process include: (1) initiators (2) users (3) influencers (4) deciders (5) approve...
Concept: The Buying  Center Initiators Users Influencers Deciders Approvers Buyers Gatekeepers
<ul><li>10. Participants in the business buying process include: (1) initiators (2) users (3) influencers (4) deciders (5)...
10 Questions for learning (Analyzing Business Markets: Chapter 7) Leeyhan Frank B. Dizon September 3, 2010
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Markma 10 questions

  1. 1. 10 Questions for learning (Analyzing Business Markets: Chapter 7) Leeyhan Frank B. Dizon September 3, 2010
  2. 2. 1. ______ decision-making process by which formal organizations establish the need to purchase products and services <ul><li>Organizational Buying </li></ul><ul><li>Straight Rebuy </li></ul><ul><li>Market Buying </li></ul><ul><li>Outsourcing </li></ul><ul><li>Direct Purchasing </li></ul>
  3. 3. Concept: <ul><li>Organizational buying is the decision-making process by which formal organizations establish the need to purchase products and services and identify, evaluate and choose among alternative brands and suppliers. </li></ul>
  4. 4. 1. ______ decision-making process by which formal organizations establish the need to purchase products and services <ul><li>Organizational Buying </li></ul><ul><li>Straight Rebuy </li></ul><ul><li>Market Buying </li></ul><ul><li>Outsourcing </li></ul><ul><li>Direct Purchasing </li></ul>
  5. 5. 2. All are characteristics of Business Markets except <ul><li>Fewer, Larger Buyers </li></ul><ul><li>Direct and Indirect Purchasing System </li></ul><ul><li>Inelastic Demand </li></ul><ul><li>Fluctuating Demand </li></ul><ul><li>Close supplier-customer relationships </li></ul>
  6. 6. Concept: Characterisitcs of Business Markets <ul><li>Fewer Larger Buyers </li></ul><ul><li>Close supplier-customer relationship </li></ul><ul><li>Professional Purchasing </li></ul><ul><li>Many Buying influences </li></ul><ul><li>Multiple Sales calls </li></ul><ul><li>Derived Demand </li></ul><ul><li>Inelastic Demand </li></ul><ul><li>Fluctuating Demand </li></ul><ul><li>Geographically Concentrated Buyers </li></ul><ul><li>Direct Purchasing </li></ul>
  7. 7. 2. All are characteristics of Business Markets except <ul><li>Fewer, Larger Buyers </li></ul><ul><li>Direct and Indirect Purchasing System </li></ul><ul><li>Inelastic Demand </li></ul><ul><li>Fluctuating Demand </li></ul><ul><li>Close supplier-customer relationships </li></ul>
  8. 8. 3. The three types of buying situations are: straight rebuy, modified rebuy and ________ <ul><li>Original Task </li></ul><ul><li>Common Task </li></ul><ul><li>New Task </li></ul><ul><li>Buying Task </li></ul><ul><li>Purpose Task </li></ul>
  9. 9. Concept: <ul><li>Three types of buying situations are the (1) straight rebuy, (2) modified rebuy and (3) new task. </li></ul>Straight Rebuy Modified Rebuy New Task
  10. 10. 3. The three types of buying situations are: straight rebuy, modified rebuy and ________ <ul><li>Original Task </li></ul><ul><li>Common Task </li></ul><ul><li>New Task </li></ul><ul><li>Buying Task </li></ul><ul><li>Purpose Task </li></ul>
  11. 11. 4. Which of the following is true? <ul><li>A. Business Markets have less geographically concentrated buyers. </li></ul><ul><li>B. Suppliers must be prepared to adapt their offers to the special needs and procedures </li></ul><ul><li>C. business suppliers and customers are focusing on one way to manage their business relationships. </li></ul><ul><li>D. Inelastic demand is one of the characteristics of a service market. </li></ul><ul><li>E. Purchasing departments were perceived to occupy a high position in the management hierarchy. </li></ul>
  12. 12. Concept: <ul><li>Institutional & Government Markets consist of schools, hospitals, nursing homes, prisons and other institutions that provide goods and services to people in their care. </li></ul><ul><li>Buyers for government organizations tend to require a great deal of paperwork from their vendors and to favor open bidding and domestic companies. </li></ul><ul><li>Suppliers must be prepared to adapt their offers to the special needs and procedures found in institutional and government markets. </li></ul>
  13. 13. 4. Which of the following is true? <ul><li>A. Business Markets have less geographically concentrated buyers. </li></ul><ul><li>B. Suppliers must be prepared to adapt their offers to the special needs and procedures which are found in institutional and government markets. </li></ul><ul><li>C. To improve effectiveness and efficiency, business suppliers and customers are focusing on one way to manage their business relationships. </li></ul><ul><li>D. Inelastic demand is one of the characteristics of a service market. </li></ul><ul><li>E. Purchasing departments were perceived to occupy a high position in the management hierarchy, in spite of often managing more than half the company’s costs. </li></ul>
  14. 14. 5. __________________consist of schools, hospitals, nursing homes, prisons and other institutions that provide goods and services to people in their care. <ul><li>Organizational Markets </li></ul><ul><li>Public and Private Instituitions </li></ul><ul><li>Service Markets </li></ul><ul><li>Suppliers and Consumers </li></ul><ul><li>Instituitional and Government Markets </li></ul>
  15. 15. Concept: <ul><li>Institutional & Government Markets consist of schools, hospitals, nursing homes, prisons and other institutions that provide goods and services to people in their care. </li></ul>
  16. 16. 5. __________________consist of schools, hospitals, nursing homes, prisons and other institutions that provide goods and services to people in their care. <ul><li>Organizational Markets </li></ul><ul><li>Public and Private Instituitions </li></ul><ul><li>Service Markets </li></ul><ul><li>Suppliers and Consumers </li></ul><ul><li>Instituitional and Government Markets </li></ul>
  17. 17. 6. When Whirlpool acquired the services of IBM to facilitate faster and more efficient inventory management, it is an example of: <ul><li>Systems Buying </li></ul><ul><li>Merging </li></ul><ul><li>Total Quality Management </li></ul><ul><li>Outsourcing </li></ul><ul><li>Straight Rebuy </li></ul>
  18. 18. Concept: <ul><li>Many business buyers prefer to buy a total solution to a problem from one seller. This is called systems buying. </li></ul>Turn-Key Solution Desired: Bids Solicited Prime Contractors Second-tier contractors System Subcomponent Assembled
  19. 19. 6. When Whirlpool acquired the services of IBM to facilitate faster and more efficient inventory management, it is an example of: <ul><li>Systems Buying </li></ul><ul><li>Merging </li></ul><ul><li>Total Quality Management </li></ul><ul><li>Outsourcing </li></ul><ul><li>Straight Rebuy </li></ul>
  20. 20. 7. The first stage in the buying process is usually called: <ul><li>Observation of current market </li></ul><ul><li>General Description of the need </li></ul><ul><li>Product and Supplier Specification </li></ul><ul><li>Problem recognition </li></ul><ul><li>Probing and Identifying the need. </li></ul>
  21. 21. Concept: <ul><li>Stages in the buying process include: </li></ul><ul><li>problem recognition </li></ul><ul><li>(2) general need description </li></ul><ul><li>(3) product specification </li></ul><ul><li>(4) supplier search </li></ul><ul><li>(5) proposal solicitation </li></ul><ul><li>(6) supplier selection </li></ul><ul><li>(7) order-routine specification </li></ul><ul><li>(8) performance review </li></ul>
  22. 22. 7. The first stage in the buying process is usually called: <ul><li>Observation of current market </li></ul><ul><li>General Description of the need </li></ul><ul><li>Product and Supplier Specification </li></ul><ul><li>Problem recognition </li></ul><ul><li>Probing and Identifying the need. </li></ul>
  23. 23. 8. Systems buying is defined as: <ul><li>Buyers improve the system by acquiring a new company with a better facility. </li></ul><ul><li>General merging of 2 partner companies for better system management. </li></ul><ul><li>Product and Supplier Relationship made better by new and advanced system </li></ul><ul><li>Outsourcing of new system from other parties. </li></ul><ul><li>Buyers prefer to buy a total solution to a problem from one seller </li></ul>
  24. 24. Concept: <ul><li>Many business buyers prefer to buy a total solution to a problem from one seller. This is called systems buying. </li></ul>Turn-Key Solution Desired: Bids Solicited Prime Contractors Second-tier contractors System Subcomponent Assembled
  25. 25. 8. Systems buying is defined as: <ul><li>Buyers improve the system by acquiring a new company with a better facility. </li></ul><ul><li>General merging of 2 partner companies for better system management. </li></ul><ul><li>Product and Supplier Relationship made better by new and advanced system </li></ul><ul><li>Outsourcing of new system from other parties. </li></ul><ul><li>Buyers prefer to buy a total solution to a problem from one seller </li></ul>
  26. 26. 9. If I buy dollars from BPI and have it transferred through Western Union to my family in the US, it is an example of: <ul><li>Catalog Sites </li></ul><ul><li>Barter Markets </li></ul><ul><li>Vertical Markets </li></ul><ul><li>Spot Markets </li></ul><ul><li>Private Exchanges </li></ul>
  27. 27. Concept: Forms of Electronic Marketplaces <ul><li>Catalog Sites </li></ul><ul><li>Vertical Markets </li></ul><ul><li>Pure Play Auction Sites </li></ul><ul><li>Spot Markets </li></ul><ul><li>Private Exchanges </li></ul><ul><li>Barter Markets </li></ul><ul><li>Buying Alliances </li></ul><ul><li>SPOT MARKET </li></ul><ul><li>Cash market </li></ul><ul><li>where financial </li></ul><ul><li>instruments </li></ul><ul><li>are traded and </li></ul><ul><li>delivered </li></ul><ul><li>immediately </li></ul>
  28. 28. 9. If I buy dollars from BPI and have it transferred through Western Union to my family in the US, it is an example of: <ul><li>Catalog Sites </li></ul><ul><li>Barter Markets </li></ul><ul><li>Vertical Markets </li></ul><ul><li>Spot Markets </li></ul><ul><li>Private Exchanges </li></ul>
  29. 29. 10. Participants in the business buying process include: (1) initiators (2) users (3) influencers (4) deciders (5) approvers (6) buyers and (7)________ ? <ul><li>Stakeholders </li></ul><ul><li>Board of Officers </li></ul><ul><li>Gatekeepers </li></ul><ul><li>Suppliers </li></ul><ul><li>Evaluators </li></ul>
  30. 30. Concept: The Buying Center Initiators Users Influencers Deciders Approvers Buyers Gatekeepers
  31. 31. <ul><li>10. Participants in the business buying process include: (1) initiators (2) users (3) influencers (4) deciders (5) approvers (6) buyers and (7)________ ? </li></ul><ul><li>Stakeholders </li></ul><ul><li>Board of Officers </li></ul><ul><li>Gatekeepers </li></ul><ul><li>Suppliers </li></ul><ul><li>Evaluators </li></ul>
  32. 32. 10 Questions for learning (Analyzing Business Markets: Chapter 7) Leeyhan Frank B. Dizon September 3, 2010

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