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Question
To remain competitive, Johnston Equipment has decided to adopt more sophisticated manufacturing technology. The eight members of the firm who have been actively involved in defining specifications and in evaluating suppliers are evenly split over "which way to go." Four members are strong advocates for Supplier A; four are committed to Supplier B. Describe the factors that motivate individual decision makers during the organizational buying process and explain why product perceptions and evaluation criteria often differ among organizational decision makers.Answer
n/a
Related questions
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Flagstaff Electrical Supply wonders whether they are spending too much or too little on various elements in their marketing program. Which of the following tools would appear to be most appropriate in examining the efficiency of operations?
a. sales analysis
b. market share analysis
c. expense-to-sales ratio analysis
d. price analysis
e. product analysis
Q:
According to research, major drivers of a firm's new product performance include:
a. Resource commitment.
b. Profitability relative to competition.
c. Success rate of new products.
d. All of the above.
e. Only a and c.
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Provide an illustration of a situation where value-in-use segmentation would seem to be especially appropriate.
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If a business marketer is particularly concerned with over- or under- spending on a particular marketing strategy element, such as advertising, which of the following tools would be most useful?
a. expense-to-sales ratio analysis
b. market share analysis
c. sales analysis
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Q:
As a customer adopts JIT purchasing, the typical order size shrinks and more frequent deliveries are required.
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Supply chain management, as a source of competitive advantage, should be seen as a source of revenue as well as a means of reducing costs.
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Purchasing managers assume a dominant role in repetitive buying situations.
Q:
_____ refers to how similar activities performed in various countries are couple with each other.
a. Coordination
b. Configuration
c. The home base
d. The value network
Q:
Which of the following issues pose problems to firms trying to manage joint venture relationships?
a. Disagreements over profit-sharing.
b. Opening up of new market opportunities.
c. Problems responding to changing market needs.
d. All of the above.
e. (b) and (c) only.
Q:
Companies can use capabilities advantages to:
a. improve research and development.
b. address unmet customer needs.
c. further standardize products in the home country.
d. All of the above.
e. (a) and (b) only.
Q:
Service____________________means that services cannot be stored or stockpiled; if they are not provided at the time they are available, the lost revenue cannot be recaptured.
Q:
The belief by a partner that an ongoing relationship is so important that it deserves maximum effort to maintain it is referred to as:
a. trust.
b. solidarity.
c. relationship commitment.
d. a strategic alliance.
e. interfirm cooperation.
Q:
Expertise coordination is the process of
a. integrating the functions of finance and operations with sales
b. working with top management to help engage the top level managers in the sales process
c. diagnosing customer requirements and assembling an ad hoc team of internal experts who possess the skills to deliver a superior customer solution.
d. evaluating competitive offers and developing plausible approaches for surpassing those offers in the mind of prospective customers
e. All of the above
Q:
Business marketing channels typically include fewer types of intermediaries than consumer-goods channels.
Q:
Core competencies are the more tangible requirements for advantage that enable a firm to exercise its capabilities.
Q:
The four major components of the business model or concept are customer interface, core competencies, strategic resources, and the value network.
Q:
Lead efficiency is defined as the number of sales leads obtained at the show divided by the total number of show visitors with definite plans to buy the exhibitor's product or one similar to it.
Q:
The goals of a cost classification system are to properly classify cost data in to fixed and variable components and to properly link costs to the activities causing them.
Q:
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Q:
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Q:
The more labor-intensive the service, the less uniform will be the output.
Q:
Planning capacity on the basis of peak demand is necessitated by service variability.
Q:
An emphasis on strict quality control standards is necessitated by service variability.
Q:
Simultaneous production and consumption requires that the service be done "right."
Q:
In following a "solutions" strategy" for B2B services, solution effectiveness can be enhanced by the supplier by
a. Laying out a blueprint to guide employees on creating a solution
b. Documenting the history of prior customer solution engagements
c. Developing complimentary incentives for all of the staff that may be involved
d. Only a and c
e. All of the above
Q:
Collectively, uncertainty about the outcome of a decision and the magnitude of consequences from making the wrong choice comprise ____________________.
Q:
The first stage of the Organizational Buying Process involves:
Q:
Because globalization is upsetting traditional patterns of competition, the rise of material costs, and customer resistance to price increases, the influence of the procurement function is increasing in most organizations.