Question91. Administrative assistants that control the flow of

91. Administrative assistants that control the flow of information to other people in the
organization often play the _____ role in the buying center.
a) gatekeeper
b) user
c) influencer
d) buyer
e) controller
92. The stages of the business buying decision process, in order, are
a) recognizing the problem, establishing product specifications, searching for products and
evaluating possible suppliers, selecting suppliers and products, and evaluating performance.
b) recognizing the problem, searching for products and evaluating possible suppliers, selecting
suppliers and products, establishing product specifications, and evaluating performance.
c) recognizing the problem, selecting suppliers and products, evaluating performance,
establishing product specifications, and searching for substitute products.
d) establishing product specifications, recognizing the problem, searching for products,
evaluating possible products and suppliers, selecting suppliers and products, and evaluating
performance.
e) establishing product specifications, searching for products, selecting suppliers and products,
evaluating performance, recognizing the problem, and evaluating possible products and suppliers.
93. The second stage in the business buying decision process is to
a) search for products and suppliers.
b) select the most appropriate product.
c) develop product specifications.
d) evaluate product and supplier performance.
e) recognize the problem.
94. In its purchase of desktop business computers, Albertson’s asked that potential suppliers
provide information only on units with 4.0 gigabytes of memory. As Albertson’s management
evaluates this purchase, it finds that 4.0 gigabytes are inadequate for many of the software
programs used at Albertson’s. In this instance, the firm would need to modify which aspect of the
purchase process?
a) Searching
b) Specification development
c) Alternative evaluation
d) Selection
e) Performance evaluation
95. After deciding to order replacement parts for aging machinery, the buyer for a construction
company examines catalogs and trade publications looking for these parts. The buyer is at which
stage in the business buying decision process?
a) Problem recognition
b) Product specification
c) Product-supplier search and evaluation
d) Product-supplier selection
e) Product-supplier post-evaluation
96. The third stage in the business buying decision process is to
a) evaluate product specifications to solve the problem.
b) evaluate products relative to specifications.
c) select and order the most appropriate product.
d) evaluate product and supplier performance.
e) search for products and suppliers.
97. Christy Bridgman is considering the purchase of a new fax machine for her real estate office.
She is considering a machine that doesn’t have as many functions but is available at a considerably
lower price than her current machine. She is engaged in ___________ analysis.
a) vendor
b) downsizing
c) strategic
d) value
e) profit
98. During the search for products and evaluating possible suppliers stage of the business
buying decision process, marketers sometimes use _________ analysis to examine the quality,
design, materials, and possibly item reduction in order to acquire the product in the most cost-effective way.
a) cost
b) value
c) profit
d) strategic
e) SWOT
99. ___________ analysis is a systematic evaluation of current and potential suppliers that
focuses on many dimensions including price, product quality, delivery service, product
dependability, and overall company reliability.
a) Value
b) Vendor
c) Buying center
d) Strategic
e) Cost
100. An organization that decides to buy all of a certain part from the same company is using
a) single-supplier purchasing.
b) multiple sourcing.
c) same vendor analysis.
d) straight rebuy.

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