1. When the buyer does not see the value in changing products or services and elects to remain with the status quo, this is known as ____________.

Select one:

A. Financial risk

B. Situation improvement

C. Situation continuance

D. Situation repair

2. ____________ is the risk that costs of the product will exceed any potential benefits.

Select one:

A. Functional risk/performance risk

B. Opportunity Risk

C. Physical risk

D. Financial risk

3. Chris is an IT manager at a cloud storage company and is part of the decision process for new hardware. The Chief Operating Officer, Wendy, has the final say in the supplier chosen. Chris has a favorite vendor he hopes will be chosen. He also knows about another vendor who has a very reliable alternative. Chris has decided not to share this information with anyone else involved in the decision process for fear that it might lower the chances that his favorite vendor will win the business. Which role in the buying decision process is Chris playing in this example?

Select one:

A. Influencer

B. User

C. Decision maker

D. Gatekeeper

4. The ___________ is the people within the organization who get involved with a given buying process.

Select one:

A. Front-line employees

B. Decision-maker

C. Buying center

D. Retail buyer