Which of the Following would not be Among those Benefits?

Which of the Following would not be Among those Benefits?

Which of the following would not be among those benefits? Moving into e-procurement has many benefits. Which of the following would not be among those benefits?

Student Answer: Aggregating purchasing across departments gains larger volume discounts.

Aggregating purchasing gains centrally negotiated volume discounts.

There is less buying of substandard goods from suppliers not on the approved list.

A smaller purchasing staff is required.

Purchasing gains a significant leverage with top management because of its management team.

Question 2. Question :

________ is a key industrial marketing strategy in bidding to build large-scale industrial products (e.g., dams, pipelines, et cetera).

Systems contracting

Systems buying

Systems selling

Solutions buying

Turnkey logistics

Question 3. Question :

A company can be said to have used ________ if the company distinguished among customers buying on the basis of price, service, and quality.



strategic segmentation

global segmentation

INCORRECT short-term segmentation


Question 4. Question :

Business buyers are ultimately purchasing solutions to two problems: the organization’s economic and strategic problem and ________.

their own personal need for individual achievement and reward

the community’s continued health and well-being

the fulfillment of the company’s social impact goals

to maximize overall firm performance

none of the above

Question 5. Question :

Johnson & Johnson broadened its target market for its baby shampoo to include adults through ________.



business market based on technology and customer capabilities. Which of the following major segmentation variables would most likely be used by the marketer to assist with the task?

Demographic variables

Purchasing approaches

Situational factors

Personal characteristics

Operating variables

Question 8. Question :

All of the following are methods of assessing customer value EXCEPT ________.

direct survey questions

exit interviewing

focus-group value assessment

conjoint analysis



Question 9. Question :

A behavioral segmentation method related to the Conversion Model is the Gravity of Decision Spectrum. On the shallow end of the spectrum, consumers seek products and services they think will ________.

Student Answer: make them appear more wealthy than they are

help them save face in publicly visible situations

reinforce their emotional stability

align with their core values and beliefs

save them time, effort, and money

Points Received: 0 of 5


Question 10. Question :

The ________ market consists of schools, hospitals, nursing homes, prisons, and other institutions that must provide goods and services to people in their care.




secondary business


Points Received: 5 of 5


Question 11. Question :

A marketer interested in segmenting a business market based on ________ intends to eventually segment the market based on power structure and purchasing criteria.

situational factors

purchasing approaches

personal characteristics

operating variables

demographic variables

Points Received: 5 of 5


Question 12. Question :

As an alternative to reducing price, sellers may handle price-oriented buyers by establishing any of the following purchasing conditions EXCEPT ________.

limiting the quantity that can be purchased

no refunds

no adjustments

no services

no customer advertising

Points Received: 5 of 5


Question 13. Question :

According to the VALS segmentation system, ________ are successful, sophisticated, active, “take-charge” people with high self-esteem. Their purchases often reflect cultivated tastes for relatively upscale, niche-oriented products and services.






Points Received: 5 of 5


Question 14. Question :

When buyers cannot easily monitor supplier performance, the supplier might shirk or cheat and not deliver the expected value. ________ is “some form of cheating or undersupply relative to an implicit or explicit contract.”

Institutional sale


Business buying

Vertical integration

Contractual transactionism

Points Received: 5 of 5


Question 15. Question :

Which of the following reflects high trust between business sellers and buyers?

Distorted and hidden information

Incentive alignment for seller, not customer gains

Limited or biased product comparisons and advice

Minimal customer education and support

Customers help design products individually and through committees

Points Received: 5 of 5


Question 16. Question :

The total demand for many business goods and services is ________ —that is, not much affected by price changes.






Points Received: 5 of 5


Question 17. Question :

The ________ consists of all the organizations that acquire goods and services used in the production of other products or services that are sold, rented, or supplied to others.

business market

consumer market

e-commerce market

global market

supplier market

Question 18. Question :

Procter & Gamble has many soap brands. One reason for this is that soap users tend to group together in terms of preferences such as bleaching action, softness, stain removal, et cetera. Which of the following preferences pattern would most likely apply to P&G’s method of response to market needs?

Homogeneous preferences

Diffused preferences

Clustered preferences

Psychological preferences

Cultural preferences

Points Received: 5 of 5


Question 19. Question :

Marketers usually identify niches by ________.

dividing a segment into subsegments

conducting VALS tests

allowing consumers to gravitate toward product brands

examining the demographics section of The Handbook of Marketing

producing products that can be used in a variety of ways

Question 20. Question :

A supplier signs an agreement with a customer that states $350,000 in savings will be earned by the customer over the next 18 months in an exchange for a tenfold increase in the customer’s share of supplies ordered by the customer. This is an example of ________.

solution selling

consultative selling

risk and gain sharing

strategic alignment


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