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