Question 1

Most large multistore chain resellers use __________ that are highly formalized and known as buying committees to arrive at buying decisions.

Accepted Answer

A) buying committees 
B) buying cohorts 
C) sustainable procurement committees 
D) stakeholder groups 
E) purchasing divisions 
A) buying committees 
B) buying cohorts 
C) sustainable procurement committees 
D) stakeholder groups 
E) purchasing divisions

Question 2

A supply partnership exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of

Accepted Answer

A) putting competitors of both buyers and sellers out of business. 
B) lowering costs and increasing profits for the supplier. 
C) lowering costs or increasing value of products or services to the ultimate consumer. 
D) creating a single channel of distribution. 
E) creating an exclusionary relationship from all other buyers and sellers. 
A) putting competitors of both buyers and sellers out of business. 
B) lowering costs and increasing profits for the supplier. 
C) lowering costs or increasing value of products or services to the ultimate consumer. 
D) creating a single channel of distribution. 
E) creating an exclusionary relationship from all other buyers and sellers.

Question 3

The services market sells diverse services such as legal advice,auto repair,and dry cleaning.Along with finance,insurance,real estate businesses,and __________,communication and public utility firms,as well as not-for-profit organizations,these firms represent about 75 percent of all industrial firms.

Accepted Answer

A) wholesalers 
B) transportation 
C) retailers 
D) government units 
E) educational institutions 
A) wholesalers 
B) transportation 
C) retailers 
D) government units 
E) educational institutions

Question 4

Manufacturers,wholesalers,retailers,and government agencies that buy products and services for their own use or for resale are referred to as

Accepted Answer

A) multinational buyers. 
B) resellers. 
C) organizational buyers. 
D) ultimate consumers. 
E) institutional buyers. 
A) multinational buyers. 
B) resellers. 
C) organizational buyers. 
D) ultimate consumers. 
E) institutional buyers.

Question 5

When the Federal Aviation Administration (FAA)purchases radars for 22 major air traffic control centers in the U.S.,it is operating as a(n)

Accepted Answer

A) government unit. 
B) industrial market. 
C) business market. 
D) consumer market. 
E) service provider. 
A) government unit. 
B) industrial market. 
C) business market. 
D) consumer market. 
E) service provider.

Question 6

Important product or service characteristics in organizational buying include which of the following?

Accepted Answer

A) A heavy emphasis is placed on loyalty programs and rebates. 
B) A heavy emphasis is placed on delivery time,technical assistance,and postsale service. 
C) Direct selling to organizational buyers is rare. 
D) A fixed,nonnegotiable price is the norm. 
E) Personal relationships are preferred to online buying over the Internet. 
A) A heavy emphasis is placed on loyalty programs and rebates. 
B) A heavy emphasis is placed on delivery time,technical assistance,and postsale service. 
C) Direct selling to organizational buyers is rare. 
D) A fixed,nonnegotiable price is the norm. 
E) Personal relationships are preferred to online buying over the Internet.

Question 7

E-marketplace can take two different formats,which are

Accepted Answer

A) bricks-and-mortar exchanges and clicks-and-mortar exchanges. 
B) privately-owned trading communities and open-to-the-public trading communities. 
C) networked exchanges or public trading communities. 
D) independent trading communities or private exchanges. 
E) public exchanges and networked exchanges. 
A) bricks-and-mortar exchanges and clicks-and-mortar exchanges. 
B) privately-owned trading communities and open-to-the-public trading communities. 
C) networked exchanges or public trading communities. 
D) independent trading communities or private exchanges. 
E) public exchanges and networked exchanges.

Most large multistore chain resellers use __________ that are highly formalized and known as buying committees to arrive at buying decisions.

A supply partnership exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of

Manufacturers,wholesalers,retailers,and government agencies that buy products and services for their own use or for resale are referred to as

When the Federal Aviation Administration (FAA)purchases radars for 22 major air traffic control centers in the U.S.,it is operating as a(n)

Important product or service characteristics in organizational buying include which of the following?

E-marketplace can take two different formats,which are

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

Most large multistore chain resellers use __________ that are highly formalized and known as buying committees to arrive at buying decisions.

A supply partnership exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of

Manufacturers,wholesalers,retailers,and government agencies that buy products and services for their own use or for resale are referred to as

When the Federal Aviation Administration (FAA)purchases radars for 22 major air traffic control centers in the U.S.,it is operating as a(n)

Important product or service characteristics in organizational buying include which of the following?

E-marketplace can take two different formats,which are

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