Saint MKT565/ MKT565 Quiz 3 - 95467

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Question Question 1. 1.Research has found that buyer-suppler relationships differed according to four factors. Which of the following would NOT be among those factors? (Points: 5) Importance of supply Complexity of supply Availability of alternatives Supply market dynamism Demand market conservatism Question 2. 2. According to the VALS segmentation system are successful, sophisticated, active, ""take-charge people with high self-esteem. Their purchases often reflect cultivated tastes for relatively upscale, niche-oriented products and services. (Points: 5) innovators thinkers achievers experiencers believers Question 3. 3.________ combines operationally driven mass customization with customized marketing in a way that empowers consumers to design the product service offering of their choice. (Points 5) Consumptionization Viral marketing Virtual marketing Regionalization Customerization Question 4. 4.The business buyer faces many decisions in making a purchase. The number of decisions depends on the buying situation. All of the following contribute to the number of decisions required EXCEPT the ________. (Points: 5) complexity of the problem being solved newness of the buying requirement number of people involved applicability of situation to mission statement time required Question 5. 5.If Ampex Support Systems is the single supplier for a local manufacturing company's MRO (maintenance, repair operating) supplies and needs, Ampex Support Systems is considered as providing ________ for the manufacturer. (Points: 5) systems buying purchasing support turnkey logistics decision support systems contracting Question 6. 6.Webster cautions that ultimately make purchasing decisions. (Points: 5) only senior managers individuals, not organizations organizations, not individuals third parties systems contractors Question 7. 7.A marketer interested in segmenting a business market based on ________ intends to eventually segment the market based on power structure and purchasing criteria. (Points: 5) situational factors purchasing approaches personal characteristics operating variables demographic variables Question 8. 8.Those who favor localized marketing see national advertising as wasteful because ________. (Points: 5) it gets too up close and personal with consumers it drives up manufacturing and marketing costs by reducing economies of scale it magnifies logistical problems it fails to address local needs All of the above Question 9. 9.Moving into e-procurement has many benefits. Which of the following would not be among those benefits? (Points: 5) Aggregating purchasing across departments gains larger volume discounts. Aggregating purchasing gains centrally negotiated volume discounts. There is less buying of substandard goods from suppliers not on the approved list. A smaller purchasing staff is required. Purchasing gains a significant leverage with top management because of its management team. Question 10. 10.In evaluating different market segments the firm must look at two factors: the segment's overall attractiveness and ________. (Points: 5) company's objectives and resources The product to be sold the purchasing process competition's strategies The global nature of the product Question 11. 11.Which of the following methods may be used by buyers to review the performance of chosen suppliers? (Points 5) The buyer may contact the end users and ask for their evaluations. The buyer may rate the supplier on several criteria using a weighted-score method. The buyer might aggregate the cost of poor performance to come up with adjusted costs of purchase, including price. All of the above None of the above Question 12. 12. A marketer is interested in segmenting a business market based on technology and customer capabilities. Which of the following major segmentation variables would most likely be used by the marketer to assist with the task? (Points: 5) Demographic variables Purchasing approaches Situational factors Personal characteristics Operating variables Question 13. 13. If a marketing manager observes that his or her market shows no natural segments and consumers seem to have roughly the same preferences, the marketing manager will most likely be faced with a ________ preferences pattern. (Points: 5) homogeneous heterogeneous diffused clustered scattered Question 14. 14.A marketer is interested in segmenting a business market on ________ if the marketer intends to eventually segment the market based on loyalty and attitudes toward risk. (Points: 5) situational factors purchasing approaches personal characteristics operating variables demographic variables Question 15. 15.In the past, what position did purchasing departments hold in the management hierarchy of most organizations? (Points: 5) A high level because of their role inmanaging the company's costs A moderate level because of their spotty record on controlling costs A low level despite managing more than half of the company's costs A secretive position There has been no determination of this position. Question 16. 16.The purchasing department buys office supplies on a routine basis. This type of purchase is classified as a (Points: 5) straight rebuy modified rebuy new task secondary purchase preordained purchase Question 17. 17.Marketers usually identify niches by (Points: 5) dividing a segment into subsegments conducting VALS tests allowing consumers to gravitate toward product brands examining the demographics section of the handbook of Marketing producing products that can be used in a variety of ways Question 18. 18. In the proposal solicitation process should be marketing documents that describe value and benefits in customer terms. (Points: 5) written proposals oral proposals e-proposals alliance proposals global proposals Question 19. 19.If a market is segmented according to light, medium, and heavy product users, the marketer segmenting this market is using the ________ as the means to segment. (Points: 5) user status usage rate buyer-readiness stage occasion benefit Question 20. 20.A supplier signs an agreement with a customer that states $350,000 in savings will be earned by the customer over the next 18 months in an exchange for a tenfold increase in the customer's share of supplies ordered by the customer. This is an example of ________. (Points: 5) solution selling consultative selling risk and gain sharing strategic alignment demand shifting
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Question
Question 1. 1.Research has found that buyer-suppler relationships differed according to four factors. Which of the following would NOT be among those factors? (Points: 5)
Importance of supply
Complexity of supply
Availability of alternatives
Supply market dynamism
Demand market conservatism
Question 2. 2. According to the VALS segmentation system are successful, sophisticated, active, ""take-charge people with high self-esteem. Their purchases often reflect cultivated tastes for relatively upscale, niche-oriented products and services. (Points: 5)
innovators
thinkers
achievers
experiencers
believers
Question 3. 3.________ combines operationally driven mass customization with customized marketing in a way that empowers consumers to design the product service offering of their choice. (Points 5)
Consumptionization
Viral marketing
Virtual marketing
Regionalization
Customerization
Question 4. 4.The business buyer faces many decisions in making a purchase. The number of decisions depends on the buying situation. All of the following contribute to the number of decisions required EXCEPT the ________. (Points: 5)
complexity of the problem being solved
newness of the buying requirement
number of people involved
applicability of situation to miss