1- If consumers are using health care services at a higher rate than in the past, health care providers will need to purchase more inputs, ranging from X-ray machines to bandages. This represents ________.
a-derived demand
b-inelastic demand
c-B2B demand
d-the resale market
e-elastic demand
2-GE Healthcare knows that different participants fill different roles in B2B purchase decisions. Which of the following is not one of these roles?
a-Decider
b-Wholesaler
c-User
d-Influencer
e-Gatekeeper
3-Stakeholders who fill different roles in the B2B buying process are collectively known as the _______.
a-purchasing committee
b-RFP team
c-purchasing department
d-buying center
e-buying culture
4-If all the stakeholders at the hospital reached a collective agreement that they would support purchasing a GE X-ray machine, they would be a(n) _________ buying center.
a-democratic
b-participative
c-consultative
d-autocratic
e-consensus
5-By tailoring different value propositions to different decision makers at the hospital, GE Healthcare's sales representatives are filling which buying-center role?
a-Buyer
b-User
c-Decider
d-Initiator
e-Influencer
6-A hospital is which element in the B2B marketplace?
a-Manufacturer
b-Distributor
c-Institution
d-Reseller
e-Wholesaler