Barter transactions have declined since the financial crisis in August 1998 and following the devaluation of the ruble, producers have experienced new business opportunities, reflected in growing expectations regarding sales and supplies. Definition technological changes Term The management directive to reduce the number of steel suppliers is most accurately classified as which type of influence affecting business buying behavior? D the firm may also have a six digit code. C base purchasing decisions entirely on company needs. Term Explain the advantages of systems selling. C A government buyer can accept a higher bid when lower bids don't meet the required specifications. D was amended to allow small grease money payments if they are customary in that country. Uncertainty and lack of trust, power difference, deviations from agreements, institutionalized patterns of operation and distance between buyers and sellers lead to conflicts.
Definition Government markets offer large opportunities for companies. If possible, the supplier also lists the main concerns, motivations, and power bases of each member of the purchase committee. When Bob Worthington went to reuse some of his coops, he noticed many of them could not be sufficiently cleaned for reuse and needed to be replaced. The Foreign Corrupt Practices Act: A was passed primarily to keep corrupt foreign firms out of the U. We demonstrate that several structural-temporal relationships among the investigated links i.
By this time, the customer is less likely to switch to rivals, even if their products are superior, because it expects that the preferred vendor will develop similar products. B there are more business and organizational customers than final consumers. E None of the above is a good example. When a large wholesaler or retailer uses a buying committee, A the buyer still makes the final purchase decision. E None of the above is true.
Term New task Definition A business buying situation in which the buyer purchases a product or service for the first time. Then, on the basis of relationship profiles for more than 400 buyer-seller relationships sampled from a wide array of industries and market situations, the authors apply numerical taxonomy to develop an empirically based classification of different types of business relationships. It allows Pace retailers to link with other Pace retailers to ask for managerial and marketing advice. In business markets, a large number of high-volume customers tend to be in this category. Still, there remain intrinsic differences between business-to-business B2B and business-to-consumer marketing B2C. Straight rebuy A decisions, as contrasted with modified rebuys, are more likely to involve multiple buying influence. Resident buyers: A usually work for only one large retailer because of the work involved.
C Competitive bidding systems commonly drive down prices at procurement hubs. Definition problem recognition Term Business marketers often alert customers to potential problems and then show how their products provide solutions. Definition decider Term A trucking company is considering purchasing new trucks that are powered by ethanol instead of diesel fuel. E Only B and C above. Term What information is a buyer likely to include in the general need description? The research also shows how customer satisfaction and evaluations of supplier performance vary across different types of relationships.
A a competitor's purchasing manager. The context of this research is business-to-business relationships in small and medium enterprises. Which of the following is a business or organizational customer? C see themselves as selling agents for manufacturers. In addition, important modeling advances are described, including techniques that enable researchers to make comparisons between networks and adaptations of reciprocity parameters to allow for identification of stochastic cliques. A supplier of engineered components found that one of its biggest customers was planning to hold Internet-based reverse auctions to procure those components. B Catalog sites automate search and delivery by making it easy to order products from many different suppliers.
D All of the above are correct. These factors are often subtle, and some participants are invisible to the marketer. B multiple buying influence will not occur. Then they segment the businesses and deploy branding strategies, communication tactics, and sales tools. Moving walls are generally represented in years.
D he has budgeted funds that he can spend during the current period. It expanded the boundary of the current literature as it investigated the moderating role of relationship duration and dependence in the relationship between relational constructs and relationship satisfaction. Definition problem recognition Term John Herr's company has standardized the size of its paper bags so that each bag can be used in five to seven different store departments. Term Although a company has purchased printers and copiers before, Xerox now offers the firm a multitasking machine that prints, copies, scans, and faxes. He regularly orders inexpensive merchandise in a fairly routine fashion without any modifications. E None of the above is true.
They explore dimensions of ethical exchange and offer managerial and research implications. Social bonds fail to enhance relationship satisfaction at the beginning of the relationship. C a law office buying a background music service. B purchasing managers are usually more emotional than final consumers. Definition influencer Term One of Dr. B each customer may need to be treated as a different segment. Regarding middlemen buying, A computer-controlled inventory systems make buyers more dependent on sales reps.
Which of the following situations would involve negotiated contract buying? Ladders may vary a little across sectors, but my studies show that they are the same for all customers in an industry. Organizational buyers: A tend to rely almost totally on salespeople as their source of information. C seeks the lowest possible cost. C that it is possible that no data will be available, even if there is one large firm in California in that 4-digit industry. Notwithstanding, studies on the examination of when and why these variables translate into successful relationship are still scarce and need further exploration. Findings: The authors found support for all hypotheses. E none of the above is true.