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Exam 2: Organizational Buying Behavior

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Question 21

True/False

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Technical and engineering personnel tend to be more important to the organizational buying process where the rate of technological change is great.

A) True
B) False

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Question 22

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Within the buying center,individuals who actually make the organizational buying decision,whether or not they have formal authority to do so,are performing the role of:

A) a user.
B) a gatekeeper.
C) an influencer.
D) a decider.
E) a buyer.

F) B) and C)
G) C) and D)

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Question 23

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The information requirements of organizational buyers are highest in modified rebuy situations.

When organizational buyers have well developed choice criteria to apply to the purchase decision,they are operating in a stage of problem solving known as:

The environmental forces that influence organizational buying behavior include:

Upon meeting with a General Electric buyer,a salesperson learned that the G.E.purchasing function is unhappy with the supplier's performance and is openly considering new options.This provides an illustration of:

Boeing,AT&T,and 3M are among the corporations that have adopted centralized procurement.Other large corporations may find that a decentralized procurement structure constitutes a better fit for their operations.First,which factors are conducive to the development of a centralized procurement function? Second,what adjustments must be made in business marketing strategy to reach the centralized purchasing unit?

The problem solving approach followed by an organizational buyer in a new task buying situation is:

Texas Instruments has a major manufacturing plant that falls within your new sales territory.On your initial visit to this plant,you learn from a receptionist that the purchasing department is in the very preliminary stages of making a major purchase of the type of production equipment that you sell.First,how would you predict the likely composition of the buying center for this particular purchase? Second,what questions could you ask to determine the relative influence that different organizational members might exert on the buying decision?

A purchasing manager could assume the roles of buyer,gatekeeper,and influencer in the buying center.

The evaluative criteria that engineers apply to a purchasing decision may be quite different from those used by purchasing managers because engineers:

Individuals actually making the buying decision,whether or not they have the formal authority to do so,are performing the role of:

A common identifiable element in buying centers in all sectors of the industrial market is:

The four groups of forces that have an impact on organizational buying behavior are environmental,organizational,strategic,and individual.

The composition of the buying center:

Members of the buying center assume different roles throughout the procurement or organizational buying process.Discuss the nature of the five roles that a buying center member may assume.Provide an example of each role in the organizational buying context.

Because of the technical complexity of the product,the difficulty of evaluating alternatives,or the unpredictable aspects of dealing with a new supplier,this type of buying decision involves the greatest level of uncertainty.

____________________forces involve job function,past experience,and buying motives of individual decision participants

Influencers control information to be reviewed by other members of the buying center.

Jim Parker,Purchasing Manager for the Boston Motor Works,is involved in many organizational buying decisions each year.The forces that influence Jim's organizational buying decisions might be broadly classified as: