All of the following are roles found within a buying

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93. All of the following are roles found within a buying center EXCEPT: a. influencers b. gatekeepers c. suppliers d. users e. initiators ANS: C The roles in the buying center include initiator, influencers/evaluators, gatekeepers, decider, purchaser, and users. PTS: 1 REF: 111 OBJ: 07-8 TYPE: Def TOP: AACSB Reflective Thinking | TB&E Model Customer 94. Harold works as a new business manager for a manufacturer of marine lubricants. He often talks to several different people before he locates someone who can give him a purchase order or a refusal. In terms of the buying center, he has the most trouble identifying the _____ for his services.
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PTS: 1 REF: 111 OBJ: 07-8 TYPE: App TOP: AACSB Reflective Thinking | TB&E Model Customer 95. The _____ is the member of the buying center who regulates the flow of information. PTS: 1 REF: 111 OBJ: 07-8 TYPE: Def TOP: AACSB Reflective Thinking | TB&E Model Customer 96. PAS Systems has developed a new product--an unobtrusive flashlight-alcohol detector. The flashlight readings are inadmissible in court but are used by police officers to decide whether to hold someone for a sobriety test. Each one costs $600. After seeing a prototype brought back by one of its employees from a highway safety convention, the Georgia Governor's Office of Highway Safety decided to equip every DUI officer with one. In this example, the individual who attended the convention had the roles of _____ in the buying center. PTS: 1 REF: 111 OBJ: 07-8 TYPE: App TOP: AACSB Reflective Thinking | TB&E Model Customer 97. The three most important evaluative criteria for business-to-business purchases are quality, price, and: a. competitive offers b. service c. reliability d. assurance e. existing relationships ANS: B Quality is the most important criterion, followed by service and price. PTS: 1 REF: 111-112 OBJ: 07-8 TYPE: Def TOP: AACSB Reflective Thinking | TB&E Model Customer
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