Marketing Final Exam

Vendors establishment of a new buying center

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Unformatted text preview: Application 98. A _____ is a situation requiring the purchase of a product for the first time. a. straight rebuy b. value buy c. modified rebuy d. new buy e. make-or-buy ANS: D This is the definition of a new buy situation. PTS: 1 REF: 117 Thinking KEY: CB&E Model Customer 99. A new buy situation refers to the: a. b. c. d. e. OBJ: 07-8 TOP: AACSB Reflective MSC: BLOOMS Knowledge setting of new standards for current vendors establishment of a new buying center resolution of new conflict between buyer and seller search for replacement vendors for standard, currently used parts purchase of a product or service when a new demand arises ANS: E A new need (new demand) signifies that this is a new buy situation. PTS: 1 REF: 117 Thinking KEY: CB&E Model Customer OBJ: 07-8 TOP: AACSB Reflective MSC: BLOOMS Knowledge 100. A university is considering the purchase of a Web-based course delivery system due to increased demand for online courses and degrees. Since the school has not offered online courses before, what type of buying situation does this represent for the school? a. Value engineering task b. Modified rebuy c. Straight rebuy d. New buy e. Derived rebuy ANS: D A new buy is a situation requiring the purchase of a product for the first time. PTS: 1 REF: 117 Thinking KEY: CB&E Model Customer OBJ: 07-8 TOP: AACSB Reflective MSC: BLOOMS Application 101. A small police department wants to buy a machine with which it can perform alcohol breath tests. It has never had this capability before but feels it is an essential tool as the community grows. The machine costs about $5,000, which is almost 75 percent of the department’s entire supply budget. This purchase would be an example of a(n) _____ situation. a. extensive buying b. low-involvement buying c. new buy d. modified rebuy e. straight rebuy ANS: C A new buy represents a situation requiring the purchase of a product for the first time. PTS: 1 REF: 117 Thinking KEY: CB&E Model Customer OBJ: 07-8 TOP: AACSB Reflective MSC: BLOOMS Application 102. A _____ situation is normally less critical and less time-consuming than a new buy situation but does require some change in the original good or service. a. synergistic rebuy b. value buy c. negotiated rebuy d. modified rebuy e. make-or-buy ANS: D A modified rebuy is normally less critical and less time-consuming than a new buy, as well as a situation where the purchaser wants some change in the original good or service. PTS: 1 REF: 117 Thinking KEY: CB&E Model Customer OBJ: 07-8 TOP: AACSB Reflective MSC: BLOOMS Comprehension 103. Apple, Inc. wants a faster microprocessor for its new Macs. Apple most likely engaged in a: a. value engineering task b. modified rebuy c. straight rebuy d. new process e. new buy ANS: B When a previously purchased item needs to be reordered, but with changes or additions, it is considered a modified rebuy. PTS: 1 REF: 117 Thinking KEY: CB&E Model Customer OBJ: 07-8 TOP: AACSB Reflective MSC: BLOOMS Applicati...
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This document was uploaded on 09/29/2013.

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