Question 1

In a buying center, ________ affect the buying decision, usually by helping define the specifications for what is bought.

Accepted Answer

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

Question 2

What is the North American Industry Classification System (NAICS)?

Accepted Answer

The North American Industry Classificati

Question 3

Archer Daniels Midland Co. (ADM) is the world's largest cocoa-bean processor. It buys cocoa beans and converts them into cocoa powder and cocoa butter, which it then sells to companies like Hershey's that manufacture consumer products containing chocolate. ADM is operating in ________ market.

Accepted Answer

A)  a consumer 
B)  a government 
C)  an industrial 
D)  a manufacturing 
E)  a reseller 
A)  a consumer 
B)  a government 
C)  an industrial 
D)  a manufacturing 
E)  a reseller

Question 4

When Louisiana State University buys new laptops for its faculty, it is operating as

Accepted Answer

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

Question 5

Organizational buying behavior is

Accepted Answer

A)  the actions consumers take in purchasing and using products and services, including the mental and social process that come before and after the action. 
B)  the decision making process that organizations use to establish the need for products and services and identify, evaluate, and choose among alternative brands and suppliers. 
C)  purchase behavior based upon derived demand. 
D)  determining what to purchase and the quantity to purchase based upon the derived supply. 
E)  the process that organizations use to purchase the raw materials and tools used in the manufacturing of a product. 
A)  the actions consumers take in purchasing and using products and services, including the mental and social process that come before and after the action. 
B)  the decision making process that organizations use to establish the need for products and services and identify, evaluate, and choose among alternative brands and suppliers. 
C)  purchase behavior based upon derived demand. 
D)  determining what to purchase and the quantity to purchase based upon the derived supply. 
E)  the process that organizations use to purchase the raw materials and tools used in the manufacturing of a product.

Question 6

At which stage of the organizational buying decision process would design and production engineers draft specifications?

Accepted Answer

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

Question 7

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

Question 8

If a purchase is a new buy for a manufacturer, the seller should

Accepted Answer

A)  expect a long time for a buying decision to be reached. 
B)  neutralize the typically high levels of conflict. 
C)  maintain flexibility, since specifications are likely to be changed several times before the buy is completed. 
D)  be prepared to do some favors for the decision makers. 
E)  expect to be the only supplier being considered. 
A)  expect a long time for a buying decision to be reached. 
B)  neutralize the typically high levels of conflict. 
C)  maintain flexibility, since specifications are likely to be changed several times before the buy is completed. 
D)  be prepared to do some favors for the decision makers. 
E)  expect to be the only supplier being considered.

Question 9

Organizational buying behavior is similar to consumer behavior in some ways and different in others. Common to both is that they

Accepted Answer

A)  use the same five stages in the buying decision process. 
B)  use formal vendor rating when choosing among alternative brands. 
C)  are affected by derived demand. 
D)  have virtually unlimited options for suppliers. 
E)  rely on gatekeepers to control product information. 
A)  use the same five stages in the buying decision process. 
B)  use formal vendor rating when choosing among alternative brands. 
C)  are affected by derived demand. 
D)  have virtually unlimited options for suppliers. 
E)  rely on gatekeepers to control product information.

Question 10

In which type of auction is there a downward pressure on bid prices for the buyer's business as more would-be suppliers become involved?

Accepted Answer

A)  traditional auction 
B)  vertical auction 
C)  reverse auction 
D)  horizontal auction 
E)  reciprocal auction 
A)  traditional auction 
B)  vertical auction 
C)  reverse auction 
D)  horizontal auction 
E)  reciprocal auction

Question 11

Another name for an e-marketplace is a

Accepted Answer

A)  WebXChange. 
B)  WebMart. 
C)  E4B marketplace. 
D)  C2C market forum. 
E)  B2B exchange. 
A)  WebXChange. 
B)  WebMart. 
C)  E4B marketplace. 
D)  C2C market forum. 
E)  B2B exchange.

Question 12

Walmart asked that Procter & Gamble (P&G) electronically link to its computerized cash register scanning system, allowing for direct electronic ordering and replenishing for all of its stores. This way, Walmart can tell P&G what merchandise it needs, along with how much, when, and to which store to deliver on a daily basis. Walmart is engaged in

Accepted Answer

A)  ISO 9000 certification. 
B)  ISO 14000 certification. 
C)  a supply partnership. 
D)  sustainable development. 
E)  cause marketing. 
A)  ISO 9000 certification. 
B)  ISO 14000 certification. 
C)  a supply partnership. 
D)  sustainable development. 
E)  cause marketing.

Question 13

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)  filters. 
E)  influencers. 
A)  deciders. 
B)  obstructionists. 
C)  gatekeepers. 
D)  filters. 
E)  influencers.

Question 14

In organizations, the buying function involves gathering and screening information about products and services, prices, and suppliers, which are known as

Accepted Answer

A)  agents. 
B)  procurement sources. 
C)  shops. 
D)  vendors. 
E)  resellers. 
A)  agents. 
B)  procurement sources. 
C)  shops. 
D)  vendors. 
E)  resellers.

Question 15

Because many 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 16

NAICS provides common industry definitions to facilitate the measurement of economic activity for the member countries of the

Accepted Answer

A)  European Union (EU). 
B)  United Nations (UN). 
C)  North American Free Trade Agreement (NAFT
A) . 
D)  North Atlantic Treaty Organization (NATO). 
E)  World Trade Organization (WTO). 
A)  European Union (EU). 
B)  United Nations (UN). 
C)  North American Free Trade Agreement (NAFT
A) . 
D)  North Atlantic Treaty Organization (NATO). 
E)  World Trade Organization (WTO).

Question 17

List seven common organizational buying criteria.

Accepted Answer

Key organizational buying criteria: (1)

Question 18

Organizational buying criteria serve the same purpose as ________ criteria used by consumers.

Accepted Answer

A)  consideration 
B)  evaluative 
C)  decision 
D)  alternative 
E)  prepurchase 
A)  consideration 
B)  evaluative 
C)  decision 
D)  alternative 
E)  prepurchase

Question 19

The acronym NAICS stands for

Accepted Answer

A)  National Association of Industrial Compliance Standards. 
B)  National Association of Industrial Communication Systems. 
C)  North American Industrial Communication Standards. 
D)  North American Industry Classification System. 
E)  North Atlantic Industrial Classification System. 
A)  National Association of Industrial Compliance Standards. 
B)  National Association of Industrial Communication Systems. 
C)  North American Industrial Communication Standards. 
D)  North American Industry Classification System. 
E)  North Atlantic Industrial Classification System.

Question 20

Spruceland Millworks in Canada makes wood pallets for transporting and storing new appliances such as stoves, freezers, and refrigerators. The demand for Spruceland pallets would be classified as

Accepted Answer

A)  reactive demand, which is tied to primary economic drivers like the construction industry. 
B)  unitary demand, which is tied to the average income level for Spruceland and its competitors. 
C)  derived demand, which is tied to the sales of appliances. 
D)  inelastic demand, which is tied to the cost of the components of the pallets. 
E)  elastic demand, which is tied to the cost of the components of the pallets. 
A)  reactive demand, which is tied to primary economic drivers like the construction industry. 
B)  unitary demand, which is tied to the average income level for Spruceland and its competitors. 
C)  derived demand, which is tied to the sales of appliances. 
D)  inelastic demand, which is tied to the cost of the components of the pallets. 
E)  elastic demand, which is tied to the cost of the components of the pallets.

In a buying center, ________ affect the buying decision, usually by helping define the specifications for what is bought.

What is the North American Industry Classification System (NAICS)?

Archer Daniels Midland Co. (ADM) is the world's largest cocoa-bean processor. It buys cocoa beans and converts them into cocoa powder and cocoa butter, which it then sells to companies like Hershey's that manufacture consumer products containing chocolate. ADM is operating in ________ market.

When Louisiana State University buys new laptops for its faculty, it is operating as

Organizational buying behavior is

At which stage of the organizational buying decision process would design and production engineers draft specifications?

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

If a purchase is a new buy for a manufacturer, the seller should

Organizational buying behavior is similar to consumer behavior in some ways and different in others. Common to both is that they

In which type of auction is there a downward pressure on bid prices for the buyer's business as more would-be suppliers become involved?

Another name for an e-marketplace is a

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

In organizations, the buying function involves gathering and screening information about products and services, prices, and suppliers, which are known as

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

NAICS provides common industry definitions to facilitate the measurement of economic activity for the member countries of the

List seven common organizational buying criteria.

Organizational buying criteria serve the same purpose as ________ criteria used by consumers.

The acronym NAICS stands for

Spruceland Millworks in Canada makes wood pallets for transporting and storing new appliances such as stoves, freezers, and refrigerators. The demand for Spruceland pallets would be classified as

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Understanding 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

Implementing Interactive and Multichannel Marketing

Integrated Marketing Communications and Direct Marketing

Advertising, Sales Promotion, and Public Relations

Using Social Media and Mobile Marketing to Connect With Consumers

Personal Selling and Sales Management

Filters

Exam 5: Understanding Organizations As Customers

In a buying center, ________ affect the buying decision, usually by helping define the specifications for what is bought.

What is the North American Industry Classification System (NAICS)?

Archer Daniels Midland Co. (ADM) is the world's largest cocoa-bean processor. It buys cocoa beans and converts them into cocoa powder and cocoa butter, which it then sells to companies like Hershey's that manufacture consumer products containing chocolate. ADM is operating in ________ market.

When Louisiana State University buys new laptops for its faculty, it is operating as

Organizational buying behavior is

At which stage of the organizational buying decision process would design and production engineers draft specifications?

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

If a purchase is a new buy for a manufacturer, the seller should

Organizational buying behavior is similar to consumer behavior in some ways and different in others. Common to both is that they

In which type of auction is there a downward pressure on bid prices for the buyer's business as more would-be suppliers become involved?

Another name for an e-marketplace is a

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

In organizations, the buying function involves gathering and screening information about products and services, prices, and suppliers, which are known as

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

NAICS provides common industry definitions to facilitate the measurement of economic activity for the member countries of the

List seven common organizational buying criteria.

Organizational buying criteria serve the same purpose as ________ criteria used by consumers.

The acronym NAICS stands for

Spruceland Millworks in Canada makes wood pallets for transporting and storing new appliances such as stoves, freezers, and refrigerators. The demand for Spruceland pallets would be classified as

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Understanding 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

Implementing Interactive and Multichannel Marketing

Integrated Marketing Communications and Direct Marketing

Advertising, Sales Promotion, and Public Relations

Using Social Media and Mobile Marketing to Connect With Consumers

Personal Selling and Sales Management

Filters