In what kind of buying situation a new buy b modified

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in what kind of buying situation? A. New buy B. Modified rebuy C. Straight rebuy D. Generic buy E. Adapted buy A straight rebuy occurs when the company is buying more of a product it has bought in the past. It sounds like Phil's customer places straight rebuy orders frequently. AACSB: Analytic Blooms: Apply Difficulty: 3 Hard Learning Objective: 06-05 Detail different buying situations in the B2B buying process. Topic: The Buying Situation 96. (p. 129) When a business customer engages in a straight rebuy, the member of the buying center most likely to be involved in the purchase is the: A straight rebuy occurs when the company is buying more of a product it has bought in the past. For this reason, only the buyer (who handles the
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paperwork) usually needs to be involved. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 06-05 Detail different buying situations in the B2B buying process. Topic: The Buying Situation 97. (p. 129) In established businesses, a large proportion of B2B purchases fall into the __________ category. A. straight rebuy B. new buy C. adapted buy D. modified rebuy E. generic buy A straight rebuy occurs when the company is buying more of a product it has bought in the past. Businesses typically repurchase many products they have purchased in the past--supplies, raw materials, and parts, for example. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 06-05 Detail different buying situations in the B2B buying process. Topic: The Buying Situation 98. (p. 129) The three types of buying situations: Each buying situation requires different marketing and selling strategies. For a new buy situation, the seller must provide comprehensive information and support and must gain a clear understanding of the buying center culture and of the roles of the buying center members. For a modified rebuy, some of this activity may be required, but a current vendor will want to preserve the relationship, and a prospective vendor will want to find out why the buyer is seeking alternatives. For a straight rebuy, the seller should make the process as
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straightforward as possible for the buyer. AACSB: Analytic Blooms: Apply Difficulty: 2 Medium Learning Objective: 06-05 Detail different buying situations in the B2B buying process. Topic: The Buying Situation 99. (p. 129) The __________ situation usually involves more members of a buying center and involves more time to complete than the other buying situations. A. modified rebuy B. new buy C. adapted buy D. straight rebuy E. generic buy The new buy decision is generally the most complex since the organization does not have experience with purchasing the product, nor any existing vendor relationships. For this reason, the process often takes longer and involves a larger buying center.
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