Question

Hope Springs needs tablet computers that are fast, include 24/7 tech support, and include a generous volume discount. These criteria would be collected during which stage of organizational buying?

Managing the buyer-seller relationship

The decision-making process

Economic assessment

Proposal analysis, negotiation, and selection

Defining the problem

The ___________ includes members of Hope Springs' upper management team, Brian (the purchasing manager), and members of the accounts payable department.

acquisitions department

buyback unit

buying center

decision team

finance group

If Brian were later tasked with purchasing an additional 500 tablets for Hope Springs but he was asked to modify the technical requirements for making the purchase, this would be called a(n) __________ type of buying process.

straight rebuy

just-in-time delivery

direct purchase

new-task buy

modified rebuy

______________ control the flow of information and/or access to the members of the buying center at Hope Springs.

Gatekeepers

Deciders

Users

Buyers

Influencers

Answer 1

Hope Springs needs tablet computers that are fast, include 24/7 tech support, and include a generous volume discount. These criteria would be collected during which stage of organizational buying?

Correct answer is: Defining the problem

At this stage, the requirements are listed. All the conditions required to be made are listed so that the problem in hand is well defined. At this stage, the desired product specifications are defined.

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The ___________ includes members of Hope Springs' upper management team, Brian (the purchasing manager), and members of the accounts payable department.

Correct answer is: buying center

The buying center is usually the core committee of the organization that runs the entire buying process.

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If Brian were later tasked with purchasing an additional 500 tablets for Hope Springs but he was asked to modify the technical requirements for making the purchase, this would be called a(n) __________ type of buying process.

Correct answer is: modified rebuy

It's a repurchase of additional 500 tables with modified requirements. Hence it will be modified rebuy.

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______________ control the flow of information and/or access to the members of the buying center at Hope Springs.

Correct answer is: Gatekeepers

Getekeepers regulate the flow of information and / or access to the members of the buying centre.