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Exam 7: Analyzing Business Markets

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Question 41

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E-procurement Web sites are organized around two types of e-hubs. If you were in the advertising business and were seeking to take advantage of e-procurement, what type of e-hub should be constructed by your company?

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The two types of hubs are vert...

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Question 42

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With respect to buyer-seller relationships, which of the following categories would you believe to be the most appropriate description of a situation where there was a traditional custom supply situation where competition rather than cooperation was the dominant form of governance?

A) customer is king
B) contractual transaction
C) customer supply
D) collaborative
E) bare bones

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Question 43

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The demand for business goods is ultimately derived from the demand for raw materials.

With respect to e-procurement, Acosta, Ahold, Best Buy, Carrefour, Safeway, Sears, and several other companies joined forces to form a ________ called ISYNC to use their combined leverage to obtain lower prices from suppliers.

VIA Rail relies primarily on a few major ________ to supply major systems and components.

In new task buying, a purchaser buys a product or service

A buying alliance attempts to use their combined leverage to obtain lower prices for raw materials.

What is the composition of the buying centre?

In general, buyers review the product and its price rather than any other considerations about the seller as a buying decision is made.

Most business buyers, preferring to spread their risk, reject what is called systems buying from one seller.

The ________ consists of all the organizations that acquire goods and services used in the production of other products or services that are sold, rented, or supplied to others.

The typical buying centre has a minimum of two to three people even though large companies may have more performing this function.

Cannon and Perreault found that buyer-suppler relationships differed according to four factors, then classified buyer-supplier relationships into eight categories. Which category is similar to basic buying and selling but involves more adaptation by the seller and less cooperation and information exchange?

With respect to e-procurement, Web sites are organized around two types of e-hubs:

Since Federal Lighting consistently purchases MROs from a trusted supplier, they use the least number of buyphases (stages) in the industrial buying process. Which buyclass does this represent?

Your organization is considering selling its products to the institutional market. What type of customers will you be making your appeals to? Give specific examples.

What will small sellers and larger sellers do differently in targeting within the business centre?

The new, more strategically-oriented purchasing departments have a mission. Which of the following most accurately describes that mission?

Some customers are willing to handle price-oriented buyers by setting a lower price, but establishing restrictive conditions. One of these could be

According to Patrick J. Robinson, the eight stages in the business buying-decision process are known as ________.