Question 1

The primary organizational buying objective for business firms is to

Accepted Answer

A) help the firm achieve its objectives. 
B) create an atmosphere of inclusiveness. 
C) help smaller companies stay in business. 
D) increase the proficiency of its buyers. 
E) balance inventory. 
A) help the firm achieve its objectives. 
B) create an atmosphere of inclusiveness. 
C) help smaller companies stay in business. 
D) increase the proficiency of its buyers. 
E) balance inventory.

Question 2

The American Red Cross provides disaster relief,among many other services.As a nonprofit organization,its primary objective is to __________.

Accepted Answer

A) increase profits through reducing costs 
B) increase profits through increasing donations. 
C) diversifying their services mix to survive the continued economic downturn. 
D) meet the needs of the groups they serve. 
E) maintain profits through reducing costs and increasing donations. 
A) increase profits through reducing costs 
B) increase profits through increasing donations. 
C) diversifying their services mix to survive the continued economic downturn. 
D) meet the needs of the groups they serve. 
E) maintain profits through reducing costs and increasing donations.

Question 3

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

Accepted Answer

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

Question 4

Which of the following organizational buyers purchases raw materials and parts to reprocess into the finished goods they sell?

Accepted Answer

A) retailers 
B) wholesalers 
C) agents 
D) manufacturers 
E) ultimate consumers 
A) retailers 
B) wholesalers 
C) agents 
D) manufacturers 
E) ultimate consumers

Question 5

Important marketing mix characteristics in organizational buying behavior include which of the following?

Accepted Answer

A) Few large transactions are made over the Internet due to concerns of industrial espionage. 
B) The actual buyer retains all of the influence in the buying decision. 
C) Advertising is simplistic and more concise than that used for consumers. 
D) Direct selling to organizational buyers is the rule,and distribution is very important. 
E) Only finished goods are sold in this way. 
A) Few large transactions are made over the Internet due to concerns of industrial espionage. 
B) The actual buyer retains all of the influence in the buying decision. 
C) Advertising is simplistic and more concise than that used for consumers. 
D) Direct selling to organizational buyers is the rule,and distribution is very important. 
E) Only finished goods are sold in this way.

Question 6

The sales department's identification of an improvement made to a competitor's product would occur during which stage of the organizational buying decision process?

Accepted Answer

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

Question 7

The system that provides common industry definitions for Canada,Mexico,and the United States,which makes it easier to measure economic activity in the three member countries of the North American Free Trade Agreement (NAFTA),is referred to as the

Accepted Answer

A) Standard Industrial Code System (SICS). 
B) United Nations Central Product Classification System (UNCPCS). 
C) Free Trade Classification System (FTCS). 
D) North American Industry Classification System (NAICS). 
E) Federal System of International Organizations (FSIO). 
A) Standard Industrial Code System (SICS). 
B) United Nations Central Product Classification System (UNCPCS). 
C) Free Trade Classification System (FTCS). 
D) North American Industry Classification System (NAICS). 
E) Federal System of International Organizations (FSIO).

Question 8

The people in the buying center who have the authority to select a supplier and negotiate the terms of the contract are referred to as

Accepted Answer

A) gatekeepers. 
B) deciders. 
C) buyers. 
D) influencers. 
E) users. 
A) gatekeepers. 
B) deciders. 
C) buyers. 
D) influencers. 
E) users.

Question 9

Plastics Net,Hospital Network.com,Textile Web,and eBay Business are all examples of

Accepted Answer

A) Webfront operations. 
B) clicks-and-mortar stores. 
C) e-marketplaces. 
D) iMarkets. 
E) integrated markets. 
A) Webfront operations. 
B) clicks-and-mortar stores. 
C) e-marketplaces. 
D) iMarkets. 
E) integrated markets.

Question 10

The assistant heard his supervisor in the supply room yell,"Call Crate & Barrel-we need another case of its coffee mugs for the conference next week." The supervisor was asking the assistant to make a

Accepted Answer

A) new buy. 
B) straight rebuy. 
C) modified rebuy. 
D) make-buy. 
E) standard reorder. 
A) new buy. 
B) straight rebuy. 
C) modified rebuy. 
D) make-buy. 
E) standard reorder.

Question 11

For routine orders,the decider is usually

Accepted Answer

A) the CEO. 
B) the COO. 
C) the head of R&D. 
D) the buyer or purchasing manager. 
E) the customer. 
A) the CEO. 
B) the COO. 
C) the head of R&D. 
D) the buyer or purchasing manager. 
E) the customer.

Question 12

The predominant person-to-person trading community in the world is

Accepted Answer

A) Facebook. 
B) Amazon. 
C) NASDAQ. 
D) Craigslist. 
E) eBay. 
A) Facebook. 
B) Amazon. 
C) NASDAQ. 
D) Craigslist. 
E) eBay.

Question 13

Dell,Inc.sells surplus,refurbished,or closeout computer merchandise at its dellauction.com website to many buyers who bid competitively against one another.This is an example of a

Accepted Answer

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

Question 14

Which of the following characterizes organizational buyer-seller relationships?

Accepted Answer

A) Purchases are often made after lengthy or complex negotiations. 
B) Purchases are usually of small dollar values. 
C) Short-term contracts are often prevalent. 
D) Reciprocal arrangements are illegal. 
E) Delivery schedules are less important than production capacity. 
A) Purchases are often made after lengthy or complex negotiations. 
B) Purchases are usually of small dollar values. 
C) Short-term contracts are often prevalent. 
D) Reciprocal arrangements are illegal. 
E) Delivery schedules are less important than production capacity.

Question 15

As in the consumer decision process,evaluation occurs in the organizational buying decision process,but it is more formalized and often more sophisticated.All items purchased are examined in a formal product acceptance process.The performance of the vendor is also monitored and recorded.This evaluation occurs during the __________ stage.

Accepted Answer

A) problem recognition 
B) supplier audit 
C) purchase decision 
D) postpurchase behavior 
E) performance review 
A) problem recognition 
B) supplier audit 
C) purchase decision 
D) postpurchase behavior 
E) performance review

Question 16

At the weekly meeting for Choice Hotels (the company that owns Clarion Hotel,Quality Inn,Comfort Inn,Comfort Suites,Sleep Inn,and Mainstay Inn),the marketing manager said,"We need an inexpensive creative way to increase awareness of our hotels among people who travel by automobile.To do that,I want to find some new media that the other hotel chains are not using." The purchase of this new media for the hotel chains' advertising would be an example of a

Accepted Answer

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

Question 17

The primary reason companies have placed an emphasis on buying from minority- and women-owned suppliers and vendors is because

Accepted Answer

A) new federal government regulations require it. 
B) they can help a firm meet or exceed its objectives in sales,profits,or customer satisfaction. 
C) it is the socially responsible thing to do. 
D) it can attract new customer target markets. 
E) these companies will work harder for less money. 
A) new federal government regulations require it. 
B) they can help a firm meet or exceed its objectives in sales,profits,or customer satisfaction. 
C) it is the socially responsible thing to do. 
D) it can attract new customer target markets. 
E) these companies will work harder for less money.

Question 18

Within the buying center,deciders are people who

Accepted Answer

A) have the formal authority and responsibility to select the supplier and negotiate the terms of the contract. 
B) control the flow of information in the buying center. 
C) have the formal or informal power to select or approve the supplier that receives the contract. 
D) affect the buying decision usually by helping define the specifications for what is bought. 
E) actually use and evaluate the product or service. 
A) have the formal authority and responsibility to select the supplier and negotiate the terms of the contract. 
B) control the flow of information in the buying center. 
C) have the formal or informal power to select or approve the supplier that receives the contract. 
D) affect the buying decision usually by helping define the specifications for what is bought. 
E) actually use and evaluate the product or service.

Question 19

A reverse auction refers to an online auction

Accepted Answer

A) where firms may sell their overstock-unused raw materials,packaging,and tools-to the highest bidder. 
B) in which a manufacturer offers to share its facilities,inventory,or services with other smaller firms that are invited to bid in competition with each other. 
C) in which a smaller manufacturer seeks to share the facilities,inventory,or services of a larger firm,and invites those firms to bid in competition with each other. 
D) in which a buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with each other. 
E) where firms seek to purchase other firms' overstock-unused raw materials,packaging,and tools-while trying to find the lowest price possible. 
A) where firms may sell their overstock-unused raw materials,packaging,and tools-to the highest bidder. 
B) in which a manufacturer offers to share its facilities,inventory,or services with other smaller firms that are invited to bid in competition with each other. 
C) in which a smaller manufacturer seeks to share the facilities,inventory,or services of a larger firm,and invites those firms to bid in competition with each other. 
D) in which a buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with each other. 
E) where firms seek to purchase other firms' overstock-unused raw materials,packaging,and tools-while trying to find the lowest price possible.

Question 20

When Trek orders a seat or saddle for one of its models that has a slightly different material for the cover only but the other components are the same as existing saddles used on other bikes,this purchase situation is known as __________.

Accepted Answer

A) new buy. 
B) straight rebuy. 
C) standard reorder. 
D) modified rebuy. 
E) make-buy. 
A) new buy. 
B) straight rebuy. 
C) standard reorder. 
D) modified rebuy. 
E) make-buy.

The primary organizational buying objective for business firms is to

The American Red Cross provides disaster relief,among many other services.As a nonprofit organization,its primary objective is to __________.

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

Which of the following organizational buyers purchases raw materials and parts to reprocess into the finished goods they sell?

Important marketing mix characteristics in organizational buying behavior include which of the following?

The sales department's identification of an improvement made to a competitor's product would occur during which stage of the organizational buying decision process?

The system that provides common industry definitions for Canada,Mexico,and the United States,which makes it easier to measure economic activity in the three member countries of the North American Free Trade Agreement (NAFTA),is referred to as the

The people in the buying center who have the authority to select a supplier and negotiate the terms of the contract are referred to as

Plastics Net,Hospital Network.com,Textile Web,and eBay Business are all examples of

The assistant heard his supervisor in the supply room yell,"Call Crate & Barrel-we need another case of its coffee mugs for the conference next week." The supervisor was asking the assistant to make a

For routine orders,the decider is usually

The predominant person-to-person trading community in the world is

Dell,Inc.sells surplus,refurbished,or closeout computer merchandise at its dellauction.com website to many buyers who bid competitively against one another.This is an example of a

Which of the following characterizes organizational buyer-seller relationships?

The primary reason companies have placed an emphasis on buying from minority- and women-owned suppliers and vendors is because

Within the buying center,deciders are people who

A reverse auction refers to an online auction

When Trek orders a seat or saddle for one of its models that has a slightly different material for the cover only but the other components are the same as existing saddles used on other bikes,this purchase situation is known as __________.

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

The primary organizational buying objective for business firms is to

The American Red Cross provides disaster relief,among many other services.As a nonprofit organization,its primary objective is to __________.

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

Which of the following organizational buyers purchases raw materials and parts to reprocess into the finished goods they sell?

Important marketing mix characteristics in organizational buying behavior include which of the following?

The sales department's identification of an improvement made to a competitor's product would occur during which stage of the organizational buying decision process?

The system that provides common industry definitions for Canada,Mexico,and the United States,which makes it easier to measure economic activity in the three member countries of the North American Free Trade Agreement (NAFTA),is referred to as the

The people in the buying center who have the authority to select a supplier and negotiate the terms of the contract are referred to as

Plastics Net,Hospital Network.com,Textile Web,and eBay Business are all examples of

The assistant heard his supervisor in the supply room yell,"Call Crate & Barrel-we need another case of its coffee mugs for the conference next week." The supervisor was asking the assistant to make a

For routine orders,the decider is usually

The predominant person-to-person trading community in the world is

Dell,Inc.sells surplus,refurbished,or closeout computer merchandise at its dellauction.com website to many buyers who bid competitively against one another.This is an example of a

Which of the following characterizes organizational buyer-seller relationships?

The primary reason companies have placed an emphasis on buying from minority- and women-owned suppliers and vendors is because

Within the buying center,deciders are people who

A reverse auction refers to an online auction

When Trek orders a seat or saddle for one of its models that has a slightly different material for the cover only but the other components are the same as existing saddles used on other bikes,this purchase situation is known as __________.

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