61) Which member of the buying center typically has the most power? A) buyer B) gatekeeper C) decider D) initiator E) influencer 62) The ________ is the member of the buying center whose primary function is handling the details of the transaction. A) buyer B) gatekeeper C) decider D) initiator E) influencer 63) The first step in the business buying decision process is ________. A) recognize the problem B) current vendor analysis C) search for information D) select the supplier E) evaluate the alternatives 64) When a business needs to make a complex purchase, it is most likely to form a buying center during the ________ stage of the business buying decision process. A) problem recognition B) vendor analysis C) information search D) supplier selection E) alternative evaluation 65) Business buyers often develop ________, which are written descriptions of the quality, size, weight, warranty, and delivery requirements for a purchase. A) requests for quotations B) requests for proposals C) vendor analyses D) product specifications E) evaluative metrics 66) What is the next step in the business buying decision process after the product specifications are written? A) obtain written or verbal bids B) evaluate alternatives C) scan trade publications D) evaluate vendors E) set price ceiling 67) During the ________ stage of the business buying decision process, the buying center assesses the proposals. A) obtain written or verbal bids B) alternative evaluation C) product selection D) information search E) problem recognition 68) During the ________ stage of the business buying decision process, total spending for the product is considered. A) request for proposal B) information search C) alternative evaluation D) supplier selection E) product selection 69) Which of the following statements about the product and supplier selection stage of the business buying decision process is true? A) Price is the only factor businesses consider before making a purchase decision. B) Even companies that have adopted a total quality management approach consider price to be the most important determinant of who to buy from. C) Before making a purchase decision, many businesses consider quality, reliability, durability, and after-the-sale service, as well as price. D) Because after-the-sale service is a negotiation point, it is not considered at this stage of the business buying decision process. E) Price and warranty are the only two factors businesses consider before making a purchase decision. 70) For complex purchases, the buying center will typically decide what type of sourcing to use in the ________ stage of the business buying decision process. A) problem recognition B) information search C) alternative evaluation D) product and supplier selection E) postpurchase evaluation