Trắc nghiệm Marketing B2B Tiếng Anh có đáp án - Chương 2
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Câu 1:
In the buying center, which role is responsible for controlling the flow of information to other members of the group?
💡 Lời giải chi tiết:
According to the fundamental concept of the buying center, individuals who regulate the information reaching the decision-making unit are known as gatekeepers. Kết luận Lý giải: Gatekeepers
Câu 2:
Which type of buying situation occurs when a firm purchases a product or service for the first time and requires extensive research?
💡 Lời giải chi tiết:
A new task buying situation involves a business buying a product for the first time, necessitating a comprehensive decision-making process. Kết luận Lý giải: New task
Câu 3:
When a business purchaser reorders supplies such as office stationery from the same vendor without any changes, it is classified as a:
💡 Lời giải chi tiết:
A straight rebuy is a routine purchase of standard items from an existing supplier with no modifications to specifications or terms. Kết luận Lý giải: Straight rebuy
Câu 4:
A business buyer wants to change product specifications, prices, or delivery terms for a previously purchased item. This is known as a:
💡 Lời giải chi tiết:
In a modified rebuy situation, the buyer seeks to alter aspects of a routine purchase, often involving more participants than a straight rebuy. Kết luận Lý giải: Modified rebuy
Câu 5:
Who in the buying center provides information for evaluating alternative products and often helps define specifications?
💡 Lời giải chi tiết:
Influencers affect the buying decision by providing technical information or criteria for evaluating different options. Kết luận Lý giải: Influencers
Câu 6:
What is the first stage in the organizational buying process according to the Buygrid model?
💡 Lời giải chi tiết:
The buying process begins when someone in the organization identifies a problem or need that can be met by acquiring a good or service. Kết luận Lý giải: Problem recognition
Câu 7:
In which stage of the buying process does the buyer evaluate the supplier's performance and provide feedback?
💡 Lời giải chi tiết:
The performance review is the final stage where the buyer assesses the supplier to decide whether to continue, modify, or drop the relationship. Kết luận Lý giải: Performance review
Câu 8:
The Buygrid framework, which combines buyclasses and buyphases, was originally developed by which researchers?
💡 Lời giải chi tiết:
Robinson, Faris, and Wind (1967) introduced the Buygrid model to describe the complex nature of organizational purchasing. Kết luận Lý giải: Robinson, Faris, and Wind
Câu 9:
Which concept describes that the demand for B2B products is ultimately driven by the demand for consumer goods?
💡 Lời giải chi tiết:
Derived demand means that the demand for industrial products results from the demand for the consumer products they help produce. Kết luận Lý giải: Derived demand
Câu 10:
The group of people within an organization who participate in the purchasing decision-making process is called the:
💡 Lời giải chi tiết:
The buying center consists of all individuals and units that play a role in the business purchase decision-making process. Kết luận Lý giải: Buying center
Câu 11:
Factors such as inflation, interest rates, and the level of technological change are classified as what type of influence on B2B buying?
💡 Lời giải chi tiết:
Environmental factors include macro-level forces like economic conditions, technological shifts, and political developments that affect buying behavior. Kết luận Lý giải: Environmental factors
Câu 12:
During which stage of the buying process does the organization decide on the technical characteristics of the required item?
💡 Lời giải chi tiết:
Product specification involves developing the technical requirements and value analysis for the needed item. Kết luận Lý giải: Product specification
Câu 13:
In the buying center, the person who has formal or informal power to select or approve the final suppliers is the:
💡 Lời giải chi tiết:
The decider is the individual who ultimately makes the choice of which supplier to contract with. Kết luận Lý giải: Decider
Câu 14:
When a buyer searches for the best vendors through trade directories, internet searches, or recommendations, they are in which stage?
💡 Lời giải chi tiết:
Supplier search is the phase where the buyer attempts to identify the most appropriate vendors for the specified product. Kết luận Lý giải: Supplier search
Câu 15:
What is an online purchasing technique where many suppliers bid against each other, driving the price down for the buyer?
💡 Lời giải chi tiết:
In a reverse auction, sellers compete to obtain business from the buyer by offering lower prices progressively. Kết luận Lý giải: Reverse auction
Câu 16:
The sum of all costs associated with purchasing and using a product over its entire life cycle is known as:
💡 Lời giải chi tiết:
Total cost of ownership (TCO) includes the purchase price plus all other costs such as maintenance, training, and disposal. Kết luận Lý giải: Total cost of ownership
Câu 17:
Which organizational factor refers to a single department handling all purchases for the entire company to gain better bargaining power?
💡 Lời giải chi tiết:
Centralized purchasing involves a specific unit managing all procurement activities to achieve economies of scale. Kết luận Lý giải: Centralized purchasing
Câu 18:
The practice of using online platforms to facilitate the buying and selling of products and services between businesses is called:
💡 Lời giải chi tiết:
E-procurement refers to the electronic integration and management of all procurement activities. Kết luận Lý giải: E-procurement
Câu 19:
Which approach involves carefully analyzing a product's components to determine if they can be redesigned or standardized for lower costs?
💡 Lời giải chi tiết:
Value analysis is an engineering-based approach to cost reduction where components are studied to see if they can be made more cheaply without sacrificing quality. Kết luận Lý giải: Value analysis
Câu 20:
Factors like a buyer's age, income, education, and personality that influence their buying behavior are known as:
💡 Lời giải chi tiết:
Individual factors relate to the personal characteristics of the participants in the buying process. Kết luận Lý giải: Individual factors
Câu 21:
Which set of factors focuses on the group dynamics, status, and empathy between participants in the buying center?
💡 Lời giải chi tiết:
Interpersonal factors describe the interactions, influence, and relationships among members of the buying center. Kết luận Lý giải: Interpersonal factors
Câu 22:
In the buying center, the members who will actually consume or work with the purchased product or service are called:
💡 Lời giải chi tiết:
Users are those who use the product and often initiate the purchase or help define requirements. Kết luận Lý giải: Users
Câu 23:
In this stage of the buying process, the buyer describes the overall characteristics and quantities of the needed item:
💡 Lời giải chi tiết:
General need description follows problem recognition and outlines the general requirements of the solution. Kết luận Lý giải: General need description
Câu 24:
The stage in which the buyer writes the final order with the chosen supplier, including technical specs and delivery dates, is:
💡 Lời giải chi tiết:
Order-routine specification involves finalizing the specific details of the purchase with the selected vendor. Kết luận Lý giải: Order-routine specification
Câu 25:
A long-term partnership between a buyer and a supplier to achieve shared goals and improve mutual performance is a:
💡 Lời giải chi tiết:
A strategic alliance is a collaborative relationship where both parties commit to long-term success and integration. Kết luận Lý giải: Strategic alliance
