Question 1

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

Accepted Answer

A) increase profits through reducing costs. 
B) increase profits through increasing donations. 
C) diversify its services mix to survive an economic downturn. 
D) meet the needs of those affected by disasters. 
E) maintain purchase levels to support its suppliers. 
A) increase profits through reducing costs. 
B) increase profits through increasing donations. 
C) diversify its services mix to survive an economic downturn. 
D) meet the needs of those affected by disasters. 
E) maintain purchase levels to support its suppliers. D

Question 2

An industrial firm

Accepted Answer

A) is one that is independently owned and takes title to the merchandise it sells. 
B) buys physical goods and resells them again without any reprocessing. 
C) deals exclusively with federal,state,and local governments. 
D) in some way reprocesses a product or service it buys before selling it again to the next buyer. 
E) only produces a product,not a service. 
A) is one that is independently owned and takes title to the merchandise it sells. 
B) buys physical goods and resells them again without any reprocessing. 
C) deals exclusively with federal,state,and local governments. 
D) in some way reprocesses a product or service it buys before selling it again to the next buyer. 
E) only produces a product,not a service. D

Question 3

Figure 6-4
  
-Figure 6-4 above shows the three buy classes encountered by organizational buyers.C is referred to as a

Accepted Answer

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

Question 4

When the General Services Administration (GSA),an agency of the federal government,purchased 116 Chevy Volts from General Motors for its vehicle fleet,it was operating as a(n)

Accepted Answer

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

Question 5

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

Question 6

Comparing the stages in a consumer and organizational purchase decision process reveals key differences.In organizations,________ becomes more important for deadlines and quality control,and since a long-term relationship is anticipated.

Accepted Answer

A) choice variety 
B) supplier audit 
C) purchase decision 
D) supplier capability 
E) performance review 
A) choice variety 
B) supplier audit 
C) purchase decision 
D) supplier capability 
E) performance review

Question 7

The department secretary orders pens,copy paper,and printer ink cartridges for the department from the Corporate Express catalog nearly every month.This is an example of 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 8

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 9

A ________ exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate consumer.

Accepted Answer

A) supplier development agreement 
B) reciprocal arrangement 
C) shareholder relationship 
D) supply partnership 
E) strategic alliance 
A) supplier development agreement 
B) reciprocal arrangement 
C) shareholder relationship 
D) supply partnership 
E) strategic alliance

Question 10

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

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 11

All of the following people are part of the Trek buying center except which?

Accepted Answer

A) Trek executives 
B) production workers 
C) representatives from research and development 
D) quality control employees 
E) a purchasing manager 
A) Trek executives 
B) production workers 
C) representatives from research and development 
D) quality control employees 
E) a purchasing manager

Question 12

For e-marketplaces,large companies tend to favor ________ that link them with their network of qualified suppliers and customers.

Accepted Answer

A) centralized markets 
B) decentralized markets 
C) private exchanges 
D) segregated markets 
E) independent trading communities 
A) centralized markets 
B) decentralized markets 
C) private exchanges 
D) segregated markets 
E) independent trading communities

Question 13

When a seller puts an item up for sale and would-be buyers are invited to bid in competition with one another,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 14

Which of the following statements about marketing mix characteristics in organizational buying behavior is most accurate?

Accepted Answer

A) Few large transactions are made over the Internet. 
B) The actual buyer retains all of the influence in the buying decision. 
C) Advertising is very simplistic in nature. 
D) Direct selling to organizational buyers is the rule. 
E) Only finished goods need a developed marketing mix;resellers need worry just about the transaction. 
A) Few large transactions are made over the Internet. 
B) The actual buyer retains all of the influence in the buying decision. 
C) Advertising is very simplistic in nature. 
D) Direct selling to organizational buyers is the rule. 
E) Only finished goods need a developed marketing mix;resellers need worry just about the transaction.

Question 15

In a ________ situation,users,influencers,or deciders in the buying center want to change product specifications,price,delivery schedule,or suppliers,though the product is largely the same.

Accepted Answer

A) derived buy 
B) straight rebuy 
C) make-buy 
D) rebuy class 
E) modified rebuy 
A) derived buy 
B) straight rebuy 
C) make-buy 
D) rebuy class 
E) modified rebuy

Question 16

Online trading communities that bring together buyers and supplier organizations to make possible the real-time exchange of information,money,products,and services are referred to as

Accepted Answer

A) webfronts. 
B) iCommerce. 
C) e-commerce marketspaces. 
D) e-marketplaces. 
E) X-changes. 
A) webfronts. 
B) iCommerce. 
C) e-commerce marketspaces. 
D) e-marketplaces. 
E) X-changes.

Question 17

Many companies have broadened their buying objectives to include an emphasis on

Accepted Answer

A) purchasing from as many vendors as possible to avoid component shortfalls. 
B) purchasing from start-up firms to grow the economy. 
C) diversifying their product lines and brand extensions to reduce the risk of failure for any one item. 
D) pricing freezes to maintain consistent quantities demanded from consumers. 
E) proactively purchasing from minority-owned suppliers and vendors. 
A) purchasing from as many vendors as possible to avoid component shortfalls. 
B) purchasing from start-up firms to grow the economy. 
C) diversifying their product lines and brand extensions to reduce the risk of failure for any one item. 
D) pricing freezes to maintain consistent quantities demanded from consumers. 
E) proactively purchasing from minority-owned suppliers and vendors.

Question 18

When prospective buyers observe the bids of others and decide whether or not to increase the bid price,it is called a

Accepted Answer

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

Question 19

Business-to-business marketing refers to

Accepted Answer

A) the marketing of goods to companies,governments,or ultimate consumers for use in the creation of goods and services. 
B) the marketing of products to not-for-profit organizations at a reduced fee or nominal cost for use in the creation of goods and services that they can produce and market to others. 
C) the marketing of products and services to companies,governments,or not-for-profit organizations for use in the creation of products that they can produce and market to others. 
D) the marketing of services in the area of intellectual property such as legal,financial,or creative consulting. 
E) the marketing of an idea to create interest or generate goodwill,not just for an individual brand but also for an entire industry or product class. 
A) the marketing of goods to companies,governments,or ultimate consumers for use in the creation of goods and services. 
B) the marketing of products to not-for-profit organizations at a reduced fee or nominal cost for use in the creation of goods and services that they can produce and market to others. 
C) the marketing of products and services to companies,governments,or not-for-profit organizations for use in the creation of products that they can produce and market to others. 
D) the marketing of services in the area of intellectual property such as legal,financial,or creative consulting. 
E) the marketing of an idea to create interest or generate goodwill,not just for an individual brand but also for an entire industry or product class.

Question 20

E-marketplaces refer to

Accepted Answer

A) virtual or holographic purchasing marketspaces that allow manufacturers to estimate demand based upon different changes in environmental forces. 
B) websites that allow consumers to make direct purchases from a manufacturer rather than through a traditional retail outlet. 
C) online trading communities that bring together buyers and supplier organizations to make possible the real-time exchange of information,money,products,and services. 
D) computer simulations that allow manufacturers to estimate how much inventory to keep on hand based upon different purchasing scenarios. 
E) a computer database co-sponsored by the U.S.Department of Commerce and the World Trade Organization (WTO)that houses all public access records for the purpose of aiding American and global businesses. 
A) virtual or holographic purchasing marketspaces that allow manufacturers to estimate demand based upon different changes in environmental forces. 
B) websites that allow consumers to make direct purchases from a manufacturer rather than through a traditional retail outlet. 
C) online trading communities that bring together buyers and supplier organizations to make possible the real-time exchange of information,money,products,and services. 
D) computer simulations that allow manufacturers to estimate how much inventory to keep on hand based upon different purchasing scenarios. 
E) a computer database co-sponsored by the U.S.Department of Commerce and the World Trade Organization (WTO)that houses all public access records for the purpose of aiding American and global businesses.

Exam 6: Understanding Organizations As Customers

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

An industrial firm

Figure 6-4 -Figure 6-4 above shows the three buy classes encountered by organizational buyers.C is referred to as a

When the General Services Administration (GSA),an agency of the federal government,purchased 116 Chevy Volts from General Motors for its vehicle fleet,it was operating as a(n)

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

Comparing the stages in a consumer and organizational purchase decision process reveals key differences.In organizations,________ becomes more important for deadlines and quality control,and since a long-term relationship is anticipated.

The department secretary orders pens,copy paper,and printer ink cartridges for the department from the Corporate Express catalog nearly every month.This is an example of a

Within the buying center,deciders are people who

A ________ exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate consumer.

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

All of the following people are part of the Trek buying center except which?

For e-marketplaces,large companies tend to favor ________ that link them with their network of qualified suppliers and customers.

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

Which of the following statements about marketing mix characteristics in organizational buying behavior is most accurate?

In a ________ situation,users,influencers,or deciders in the buying center want to change product specifications,price,delivery schedule,or suppliers,though the product is largely the same.

Online trading communities that bring together buyers and supplier organizations to make possible the real-time exchange of information,money,products,and services are referred to as

Many companies have broadened their buying objectives to include an emphasis on

When prospective buyers observe the bids of others and decide whether or not to increase the bid price,it is called a

Business-to-business marketing refers to

E-marketplaces refer to

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility for Sustainable Marketing

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

Services Marketing

Building the Price Foundation

Arriving at the Final Price

Managing Marketing Channels and Supply Chains

Retailing and Wholesaling

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

Implementing Interactive and Multichannel Marketing

Pulling It All Together: the Strategic Marketing Process

Writing Successful Marketing and Business Plans: Tips and Guidelines

Financial Statements and Ratios

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