Aacsb analytic blooms understand difficulty 2 medium

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AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 06-05 Detail different buying situations in the B2B buying process. Topic: The Buying Situation 100. (p. 129) A(n) __________ situation in B2B marketing is similar to limited problem solving in the B2C process. A. adapte d buy B. new buy C. modified rebuy D. straight rebuy E. generic buy Limited problem solving in the B2C process has elements in common with a modified rebuy situation in the B2B process. Both involve a limited search for information and evaluation of alternatives--not to the same degree as a new buy (or extended problem solving), but also not the straightforward, simple process of a straight rebuy
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(or habitual decision making). AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 06-05 Detail different buying situations in the B2B buying process. Topic: The Buying Situation 101. (p. 129) Kimberly has just learned that B&B Coffee Supply is looking for a new source of commercial-grade coffee makers, one of the products she sells. She knows B&B has been in business for many years, but she has not been able to get any business from them. When developing her marketing strategy, Kimberly will probably assume that this represents a __________ situation for B&B Coffee Supply, and she will want to find out why B&B Coffee Supply is considering alternatives. A. adapte d buy B. new buy C. modified rebuy D. straight rebuy E. generic buy B&B is apparently looking for a new supplier for a product it has purchased in the past, which makes this a modified rebuy situation. Kimberly will want to find out why B&B is not simply executing a straight rebuy, since this will give her insight into the company's unmet needs. AACSB: Analytic Blooms: Apply Difficulty: 3 Hard Learning Objective: 06-05 Detail different buying situations in the B2B buying process. Topic: The Buying Situation 102. (p. 129) For B2B salespeople, usually the easiest sale is a(n) __________ situation. A. adapte d buy B. new buy C. modified rebuy D. straight rebuy E. generic buy
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A straight rebuy is the easiest sale since the buyer is purchasing an additional quantity of a product they have bought in the past, with little or no change to the specifications under which past orders were placed. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 06-05 Detail different buying situations in the B2B buying process. Topic: The Buying Situation 103. (p. 118) Normally, BC bottling company attaches plastic labels to its bottles. However, a new company is launching a product that requires the use of fabric labels. In order to use this latest innovation, BC bottling company must now source these fabric labels from another company. This is an example
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  • Fall '12
  • Chris
  • Marketing, d., Buying Center, E., Business-to-business

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