Marketing Final Exam

A press for 22 million less than its us competitor

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Unformatted text preview: on 104. The Dallas Morning News needed a new printing press comparable to the one that needed to be replaced. The firm’s familiarity with the product and its manufacturer caused it to approach two companies––one in the United States and one in Japan––to see which could offer the better deal. It negotiated with both companies and quickly decided to buy from the Japanese manufacturer when it offered to sell a press for $2.2 million less than its U.S. competitor. This purchase was an example of a: a. contingency buy b. modified rebuy c. negotiated buying system d. straight rebuy e. new buying situation ANS: B Familiarity with the product and its manufacturers made this situation a modified rebuy. PTS: 1 REF: 117 Thinking KEY: CB&E Model Customer OBJ: 07-8 TOP: AACSB Reflective MSC: BLOOMS Application 105. Axel Spring AG, one of Europe’s largest newspaper publishers, with 10,000 employees and more than 150 papers in 30 countries, announced it would switch its entire operation from PCs to Macs. Axel decided to make a switch to Apple because the company’s layout work was already being done by Macs, and the Macs were more user-friendly, more elegant, and cheaper to maintain than they had been in the past. This is an example of a: a. new buy b. value buy c. straight rebuy d. modified rebuy e. make-or-buy ANS: D Axel already had PCs but decided to make a switch to Apple, which is an example of a modified rebuy. PTS: 1 REF: 117 Thinking KEY: CB&E Model Customer OBJ: 07-8 TOP: AACSB Reflective MSC: BLOOMS Application 106. Which of the following is the best example of a modified rebuy situation? a. The purchase of a replacement hamster as the class mascot b. Bidding on a new high school multipurpose gymnasium to replace one built in 1963 c. The purchase of three large-screen computer monitors to replace smaller monitors d. The annual purchase of calendar refills for the desks of all company executives e. The monthly updating of computer virus protection ANS: C When a previously purchased item needs to be reordered, but with changes or additions, it is a modified rebuy situation. PTS: 1 REF: 117 Thinking KEY: CB&E Model Customer OBJ: 07-8 TOP: AACSB Reflective MSC: BLOOMS Evaluation 107. A routine purchasing situation in which the purchaser is not looking for new information or other suppliers is called a: a. modified rebuy b. value buy c. synergistic buy d. straight rebuy e. make-or-buy ANS: D This is the definition of straight rebuy. PTS: 1 REF: 117 Thinking KEY: CB&E Model Customer OBJ: 07-8 TOP: AACSB Reflective MSC: BLOOMS Knowledge 108. Elizabeth buys flour weekly for her bakery. This purchase is most likely an example of a(n) _____ situation. a. need-related buy b. limited rebuy c. straight rebuy d. rebuy sourcing e. institution buy ANS: C A straight rebuy is a situation in which the purchaser reorders the same goods or services without looking for new information or investigating other suppliers. PTS: 1 REF: 117 Thinking KEY: C...
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This document was uploaded on 09/29/2013.

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