Exam (elaborations)
Chapter 3_ Buying Behavior and the Buying Process
- Institution
- NUR 240 EXAM 2 Practice Questions.
Chapter 3_ Buying Behavior and the Buying Process
[Show more]
Seller
Follow
Content preview
Chapter 3: Buying Behavior and theBuying Process
A manufacturer of aquariums for consumers' homes is most likely to go through all eight
steps of the buying process when she is: - ANS-purchasing a new computerized
inventory system.
Adding a new dimension to the product - ANS-Encourages a customer to consider a
new attribute, one in which the product has superior performance
After the relative importance is identified as part of the strategy of supplier relationship
management (SRM), organizational buyers regularly utilize _____________, a formal
method to summarize the benefits and needs to be satisfied by a vendor. - ANS-Vendor
Analysis
Approach 2 - ANS-Decreasing the performance rate
Approach 3 - ANS-Try to change the sales manager's importance weights
Approach 4 - ANS-Encourage the sales manager to consider a new characteristic, one
to which he your product has superior performance
Approach 5 - ANS-Simplest to implement: drop pricing
Capital equipment salespeople should understand that _________ - ANS-Capital
equipment buying usually concentrates on lifetime operating cost rather than the initial
purchase
Customers who purchase products and services for use by themselves or by their
families known as _________ - ANS-Consumers
Decreasing the rating for a competitive product - ANS-Can be a dangerous strategy as
customers encourage salespeople who say good things about their products, not bad
things about competitive products
Emotional Needs - ANS-Related to the personal rewards and gratification of a person
purchasing a product
, Foster has decided to buy all his maintenance, repair, and overhaul (MRO) supplies
from Alexia's Supply House. For competitors, Foster's account is: - ANS-Lost For Good
I'm the context of the types of buying decisions, a(n) _____________ _____________
situation occurs when a customer has bought the product or a similar product in the
past but is interested in gaining new information - ANS-Modified Rebuy
Identify an example of a buyer for original equipment manufacturers (OEMs) -
ANS-Globes Inc. buys microprocessors from another firm to make laptop computers
Identify the buying situations that engage buyers working for producers - ANS-- buying
products that will be included in the products the company is manufacturing
- buying products and services to support the manufacturing operation
Identify the components of quality criteria of businesses - ANS-- The amount of time a
machine works before needing service
- the amount of defects found per thousand products
Identify the responsibilities of salespeople who work with resellers - ANS-- Assist the
resellers in selecting which products to sell
- Educate the resellers on how to sell and service products
- Help set up point- of-purchase displays and promotions
Identify the typical straight rebuy situations - ANS-- Reorders of original equipment
manufacturers (OEMs) product components
- Purchase of overhaul (MRO) supplies and services
In the context of the people involved in a purchase decision, people inside or outside a
firm who directly or indirectly provide information during a purchasing process are called
_______ - ANS-Influencers
In the context of the people involved in a purchase decision, people who monitor the
flow of information and may limit the alternatives considered in a buying process are
known as __________ - ANS-Gatekeepers
In the context of the types of customers, people who purchase products and services
manufacture and sell their products and services to customers are known as
__________ - ANS-Producers
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller modockochieng06. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for £6.39. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
79650 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy revision notes and other study material for 14 years now