Question 1

Because more and more companies are concerned with the depletion of natural resources,supply partnerships often include provisions for

Accepted Answer

A) green marketing. 
B) regulatory exemptions. 
C) stakeholder procurement. 
D) ecological procurement. 
E) sustainable procurement. 
A) green marketing. 
B) regulatory exemptions. 
C) stakeholder procurement. 
D) ecological procurement. 
E) sustainable procurement.

Question 2

Mark manages a small family-owned amusement park.He believes the park can increase its profits if its owners will buy three food concession trailers.Mark has contacted three dealers of such trailers,which come fully customized to user specifications.After receiving three bids,Mark concluded that Century Industries has the best price.He will present only the Century Industries information to the family tomorrow.What buying center roles does Mark perform?

Accepted Answer

A) gatekeeper and buyer 
B) decider and gatekeeper 
C) buyer and decider 
D) influencer and buyer 
E) influencer,gatekeeper,and decider 
A) gatekeeper and buyer 
B) decider and gatekeeper 
C) buyer and decider 
D) influencer and buyer 
E) influencer,gatekeeper,and decider

Question 3

Purchasing that aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the impact on human health and the physical environment is referred to as

Accepted Answer

A) ecological procurement. 
B) sustainable procurement. 
C) green marketing. 
D) supplier partnership. 
E) stakeholder procurement. 
A) ecological procurement. 
B) sustainable procurement. 
C) green marketing. 
D) supplier partnership. 
E) stakeholder procurement.

Question 4

The buying situation where an organization is a first-time buyer of the product or service is referred to as a

Accepted Answer

A) initial buy. 
B) new buy. 
C) preliminary buy. 
D) straight rebuy. 
E) modified rebuy. 
A) initial buy. 
B) new buy. 
C) preliminary buy. 
D) straight rebuy. 
E) modified rebuy.

Question 5

Derived demand refers to

Accepted Answer

A) a graph relating the quantity sold and price,which shows the maximum number of units that will be sold at a given price. 
B) the demand for industrial products and services that is driven by the demand for consumer products and services. 
C) the relationship between total revenue and total cost to determine profitability at various levels of output. 
D) the point on a demand curve where supply and demand intersect. 
E) the percentage change in quantity demanded relative to a percentage change in price. 
A) a graph relating the quantity sold and price,which shows the maximum number of units that will be sold at a given price. 
B) the demand for industrial products and services that is driven by the demand for consumer products and services. 
C) the relationship between total revenue and total cost to determine profitability at various levels of output. 
D) the point on a demand curve where supply and demand intersect. 
E) the percentage change in quantity demanded relative to a percentage change in price.

Question 6

How might a marketing manager for a manufacturer of turboprop engines,used in private jet planes,use the NAICS to help her with marketing planning?

Accepted Answer

A) Record the NAICS numbers for each of her firm's best customers and then obtain lists of companies with the same NAICS numbers. 
B) Go to a library and find the NAICS numbers for all government units-federal,state,and local. 
C) Identify all NAICS numbers that reflect the classifications of her firm's customers and compare them to previous SIC codes. 
D) Poll her field sales organization to see if her company's sales representatives know what NAICS numbers mean. 
E) Forgo using the NAICS system because it has recently been replaced by the SIC system,which is more useful in this scenario. 
A) Record the NAICS numbers for each of her firm's best customers and then obtain lists of companies with the same NAICS numbers. 
B) Go to a library and find the NAICS numbers for all government units-federal,state,and local. 
C) Identify all NAICS numbers that reflect the classifications of her firm's customers and compare them to previous SIC codes. 
D) Poll her field sales organization to see if her company's sales representatives know what NAICS numbers mean. 
E) Forgo using the NAICS system because it has recently been replaced by the SIC system,which is more useful in this scenario.

Question 7

Business-to-business electronic commerce over the Internet

Accepted Answer

A) is nearly equivalent to consumer electronic commerce when measured by the total dollar value of all Internet transactions. 
B) is at least four times greater than consumer electronic commerce when measured by the total dollar value of all Internet transactions. 
C) has dramatically decreased since face-to-face communication between a firm's salesforce and its potential customers is so important. 
D) is impossible to estimate since companies will not share information. 
E) has never been popular since timely information is unavailable or deemed to be proprietary. 
A) is nearly equivalent to consumer electronic commerce when measured by the total dollar value of all Internet transactions. 
B) is at least four times greater than consumer electronic commerce when measured by the total dollar value of all Internet transactions. 
C) has dramatically decreased since face-to-face communication between a firm's salesforce and its potential customers is so important. 
D) is impossible to estimate since companies will not share information. 
E) has never been popular since timely information is unavailable or deemed to be proprietary.

Question 8

The people in the organization who actually use the product or service are referred to as __________,which is one role in the buying center.

Accepted Answer

A) consumers 
B) deciders 
C) buyers 
D) influencers 
E) users 
A) consumers 
B) deciders 
C) buyers 
D) influencers 
E) users

Question 9

Becca,an office manager for a small construction company met with representatives from Xerox and Minolta,along with the President and the accountant,to compare options for a new copier for the office.Since she made most of the copies,Becca wanted to see the features of the machines,though her boss would have to approve the final purchase.Becca has what role in the buying center?

Accepted Answer

A) purchasing agent 
B) decider 
C) buyer 
D) user 
E) motivator 
A) purchasing agent 
B) decider 
C) buyer 
D) user 
E) motivator

Question 10

Mile High Frozen Foods is a distributor for McDonalds.It also bakes the buns used by McDonalds in several states.It purchases flour,yeast,and sesame seeds,manufactures the buns,and then ships them to McDonalds' stores.Mile High Frozen Foods is operating in a(n)__________ market.

Accepted Answer

A) consumer 
B) government 
C) industrial 
D) service 
E) reseller 
A) consumer 
B) government 
C) industrial 
D) service 
E) reseller

Question 11

The size and number of JCPenney catalogs designed and mailed to consumers would determine how much paper JCPMedia would need to buy.This is an example of __________.

Accepted Answer

A) derived demand 
B) reciprocity 
C) a tying agreement 
D) a transactional sale 
E) elastic supply 
A) derived demand 
B) reciprocity 
C) a tying agreement 
D) a transactional sale 
E) elastic supply

Question 12

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

Accepted Answer

A) problem recognition 
B) information search 
C) alternative evaluation 
D) purchase decision 
E) postpurchase behavior 
A) problem recognition 
B) information search 
C) alternative evaluation 
D) purchase decision 
E) postpurchase behavior

Question 13

There are seven commonly used organizational buying criteria.One of them is __________.

Accepted Answer

A) consumer demand 
B) longevity 
C) promotional incentives 
D) technical capability 
E) senior management directives 
A) consumer demand 
B) longevity 
C) promotional incentives 
D) technical capability 
E) senior management directives

Question 14

During the next-to-last stage of the organizational buying decision process,the organization

Accepted Answer

A) drafts specifications. 
B) formally rates suppliers that were used. 
C) evaluates supplier facilities. 
D) awards the contract. 
E) recognizes a need for change. 
A) drafts specifications. 
B) formally rates suppliers that were used. 
C) evaluates supplier facilities. 
D) awards the contract. 
E) recognizes a need for change.

Question 15

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their quality control?

Accepted Answer

A) alternative evaluation 
B) problem recognition 
C) information search 
D) purchase decision 
E) postpurchase behavior 
A) alternative evaluation 
B) problem recognition 
C) information search 
D) purchase decision 
E) postpurchase behavior

Question 16

Firms selling consumer products or services often try to reach thousands or millions of individuals or households.Firms selling to organizations

Accepted Answer

A) try to reach tens of millions of wholesalers,retailers,and government units. 
B) are restricted to far fewer buyers. 
C) hope to obtain similar numbers of business customers,or even more. 
D) do not have customers,per se. 
E) simultaneously purchase from organizational buyers and ultimate consumers. 
A) try to reach tens of millions of wholesalers,retailers,and government units. 
B) are restricted to far fewer buyers. 
C) hope to obtain similar numbers of business customers,or even more. 
D) do not have customers,per se. 
E) simultaneously purchase from organizational buyers and ultimate consumers.

Question 17

People who control the flow of information in the buying center,such as technical experts and secretaries,can keep salespeople and information from reaching others in the buying center and are referred to as __________.

Accepted Answer

A) deciders 
B) obstructionists 
C) gatekeepers 
D) power-brokers 
E) influencers 
A) deciders 
B) obstructionists 
C) gatekeepers 
D) power-brokers 
E) influencers

Question 18

Identify and describe the five roles an individual can play in a buying center.

Accepted Answer

There are five roles an individual can p

Question 19

When a seller puts an item up for sale and would-be buyers are invited to bid in competition with each other,it is referred to as a(n)__________.

Accepted Answer

A) reverse auction 
B) traditional auction 
C) bidder's war 
D) e-auction 
E) Webfront auction 
A) reverse auction 
B) traditional auction 
C) bidder's war 
D) e-auction 
E) Webfront auction

Question 20

Which of the following characterizes organizational buyer-seller relationships?

Accepted Answer

A) Purchases are often made after brief negotiations. 
B) Purchases are usually of small dollar values. 
C) Long-term contracts are often prevalent. 
D) Reciprocal arrangements are prohibited by the federal government. 
E) Delivery schedules are largely irrelevant. 
A) Purchases are often made after brief negotiations. 
B) Purchases are usually of small dollar values. 
C) Long-term contracts are often prevalent. 
D) Reciprocal arrangements are prohibited by the federal government. 
E) Delivery schedules are largely irrelevant.

Because more and more companies are concerned with the depletion of natural resources,supply partnerships often include provisions for

Purchasing that aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the impact on human health and the physical environment is referred to as

The buying situation where an organization is a first-time buyer of the product or service is referred to as a

Derived demand refers to

How might a marketing manager for a manufacturer of turboprop engines,used in private jet planes,use the NAICS to help her with marketing planning?

Business-to-business electronic commerce over the Internet

The people in the organization who actually use the product or service are referred to as __________,which is one role in the buying center.

Mile High Frozen Foods is a distributor for McDonalds.It also bakes the buns used by McDonalds in several states.It purchases flour,yeast,and sesame seeds,manufactures the buns,and then ships them to McDonalds' stores.Mile High Frozen Foods is operating in a(n)__________ market.

The size and number of JCPenney catalogs designed and mailed to consumers would determine how much paper JCPMedia would need to buy.This is an example of __________.

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

There are seven commonly used organizational buying criteria.One of them is __________.

During the next-to-last stage of the organizational buying decision process,the organization

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their quality control?

Firms selling consumer products or services often try to reach thousands or millions of individuals or households.Firms selling to organizations

People who control the flow of information in the buying center,such as technical experts and secretaries,can keep salespeople and information from reaching others in the buying center and are referred to as __________.

Identify and describe the five roles an individual can play in a buying center.

When a seller puts an item up for sale and would-be buyers are invited to bid in competition with each other,it is referred to as a(n)__________.

Which of the following characterizes organizational buyer-seller relationships?

Creating Customer Relationships and Value Through Marketing

Developing Successful Marketing and Organizational Strategies

Scanning the Marketing Environment, Ethical Behavior and Social Responsibility

Understanding Consumer Behavior

Understanding and Reaching Global Consumers and Markets

Marketing Research: From Customer Insights to Actions

Market Segmentation, Targeting, and Positioning

Developing New Products and Services

Managing Successful Products, Services, and Brands

Pricing Products and Services

Managing Marketing Channels and Supply Chains

Retailing and Wholesaling

Integrated Marketing Communications and Direct Marketing

Advertising, Sales Promotion, and Public Relations

Using Social Media to Connect With Consumers

Personal Selling and Sales Management

Implementing Interactive and Multichannel Marketing

Buildign an Effective Marketing Plan

Filters

Exam 5: Understanding Organizations As Customers

Because more and more companies are concerned with the depletion of natural resources,supply partnerships often include provisions for

Purchasing that aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the impact on human health and the physical environment is referred to as

The buying situation where an organization is a first-time buyer of the product or service is referred to as a

Derived demand refers to

How might a marketing manager for a manufacturer of turboprop engines,used in private jet planes,use the NAICS to help her with marketing planning?

Business-to-business electronic commerce over the Internet

The people in the organization who actually use the product or service are referred to as __________,which is one role in the buying center.

Mile High Frozen Foods is a distributor for McDonalds.It also bakes the buns used by McDonalds in several states.It purchases flour,yeast,and sesame seeds,manufactures the buns,and then ships them to McDonalds' stores.Mile High Frozen Foods is operating in a(n)__________ market.

The size and number of JCPenney catalogs designed and mailed to consumers would determine how much paper JCPMedia would need to buy.This is an example of __________.

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

There are seven commonly used organizational buying criteria.One of them is __________.

During the next-to-last stage of the organizational buying decision process,the organization

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their quality control?

Firms selling consumer products or services often try to reach thousands or millions of individuals or households.Firms selling to organizations

People who control the flow of information in the buying center,such as technical experts and secretaries,can keep salespeople and information from reaching others in the buying center and are referred to as __________.

Identify and describe the five roles an individual can play in a buying center.

When a seller puts an item up for sale and would-be buyers are invited to bid in competition with each other,it is referred to as a(n)__________.

Which of the following characterizes organizational buyer-seller relationships?

Creating Customer Relationships and Value Through Marketing

Developing Successful Marketing and Organizational Strategies

Scanning the Marketing Environment, Ethical Behavior and Social Responsibility

Understanding Consumer Behavior

Understanding and Reaching Global Consumers and Markets

Marketing Research: From Customer Insights to Actions

Market Segmentation, Targeting, and Positioning

Developing New Products and Services

Managing Successful Products, Services, and Brands

Pricing Products and Services

Managing Marketing Channels and Supply Chains

Retailing and Wholesaling

Integrated Marketing Communications and Direct Marketing

Advertising, Sales Promotion, and Public Relations

Using Social Media to Connect With Consumers

Personal Selling and Sales Management

Implementing Interactive and Multichannel Marketing

Buildign an Effective Marketing Plan

Filters