Many business buyers prefer to buy a total solution to a problem from one seller. This process is also known as ________.
A) channel consolidation
B) systems buying
C) vertical buying
D) horizontal buying
E) supply buying
Answer: B
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Marketing Management Chapter 7
- In most countries, ________ are the major buyers of goods and services. They typically require suppliers to submit bids and often award the contract to the lowest bidder.
- The ________ market consists of schools, hospitals, nursing homes, prisons, and other institutions that must provide goods and services to people in their care.
- The type of buyer-supplier relationship in which buyers and sellers make many relationship-specific adaptations, but without necessarily achieving strong trust or cooperation is termed as ________.
- In the ________ category of buyer-supplier relationship, although bonded by a close, cooperative relationship, the seller adapts to meet the customer's needs without expecting much adaptation or change on the part of the customer in exchange.
- The relationship between a company and its office supplies vendor where competition rather than cooperation is the dominant form of governance is probably best described as ________.
- Value Central has a partnership of high trust and commitment with certain suppliers and gives them access to its sophisticated and detailed daily, individual store-based sales data. In exchange, those suppliers are responsible for managing Value Central's inventory of their products. This relationship is best described as ________.
- The partners in ________ systems are united in operational ways, but neither demonstrates structural commitment through legal means or adaptation.
- Which of the following relationships is characterized by much trust and commitment leading to a true partnership?
- In the ________ category of buyer-supplier relationships, competition rather than cooperation is the dominant form of governance.
- A ________ establishes a long-term relationship in which the supplier promises to resupply the buyer as needed, at agreed-upon prices, over a specified period of time.
- Praxair Limited is a supplier of synthetic graphite to a number of electrode manufacturers in the U.S. Its customers have shifted their ordering responsibilities to Praxair and the company regularly monitors its customer's inventory levels and has taken responsibility for replenishing the supplies automatically through continuous replenishment programs. Which of the following systems do Praxair and its customers follow with respect to order-routine specification?
- In the ________ method for assessing customer value, customers are asked how costs of using a new product compare to those of using an incumbent.
- The ________ approach to consumer research asks customers to attach a monetary value to alternative levels of a given attribute. The value of a given configuration is determined by adding the average values of each of the given attributes.
- On an online ________ , prices change by the minute.
- Plastics.com allows plastics buyers to search the best prices among thousands of plastics sellers. Plastics.com is an example of a(n) ________.
- With respect to e-procurement, Coca-Cola, Sara Lee, Kraft, PepsiCo, P&G, and several other companies joined forces to form a ________ called Transora to use their combined leverage to obtain lower prices for raw materials.
- Business marketers can stimulate problem recognition by ________.
- Business buyers may get new ideas at a trade show, see an ad, or receive a call from a sales representative who offers a better product or a lower price compared to the current in-supplier. These situations spur the ________ stage.
- In reordering office supplies, the only stages that the buyer passes through are the product specification stage and the ________ stage.
- A new-task buyclass decision begins with which of the following steps?
- Which of the following is a step in the straight rebuy buyclass?
- According to Patrick J. Robinson, the eight stages in the business buying-decision process are known as ________.
- Patrick J. Robinson and his associates have identified eight stages in the business buying-decision process. This model is called the ________ framework.
- The new, more strategically oriented purchasing departments have a mission. Which of the following most accurately describes that mission?
- If you were an upper-level marketing executive of a large seller of trucks, which of the following strategies would be most appropriate in reaching buying center targets?