Question 1

The North American Industry Classification System (NAICS) ________.

Accepted Answer

A) is a replacement for the Better Business Bureau 
B) was developed in Europe 
C) includes information about industries in Mexico, Canada, and the United States 
D) uses a two-digit code that sorts industries into subsectors 
E) is a listing of consumer products 
A) is a replacement for the Better Business Bureau 
B) was developed in Europe 
C) includes information about industries in Mexico, Canada, and the United States 
D) uses a two-digit code that sorts industries into subsectors 
E) is a listing of consumer products

Question 2

What is the next step in the business buying decision process after the product specifications are written?

Accepted Answer

A) obtain written or verbal bids 
B) evaluate alternatives 
C) scan trade publications 
D) evaluate vendors 
E) set price ceiling 
A) obtain written or verbal bids 
B) evaluate alternatives 
C) scan trade publications 
D) evaluate vendors 
E) set price ceiling

Question 3

In terms of organizational markets, discount stores are examples of ________.

Accepted Answer

A) resellers 
B) resuppliers 
C) not-for-profit markets 
D) producers 
E) facilitating agents 
A) resellers 
B) resuppliers 
C) not-for-profit markets 
D) producers 
E) facilitating agents

Question 4

Straight rebuys ________.

Accepted Answer

A) are the most complex of purchase types because they require customer relationship management 
B) are more complex than new-task buys 
C) often involve products with low risks 
D) involve recruiting new vendors 
E) are the B2B version of comparison shopping in the consumer market 
A) are the most complex of purchase types because they require customer relationship management 
B) are more complex than new-task buys 
C) often involve products with low risks 
D) involve recruiting new vendors 
E) are the B2B version of comparison shopping in the consumer market

Question 5

A(n)________ monitors and controls all traffic between the Internet and an intranet to restrict access.

Accepted Answer

A) private exchange 
B) firewall 
C) encryption 
D) sniffer 
E) password 
A) private exchange 
B) firewall 
C) encryption 
D) sniffer 
E) password

Question 6

________ occurs when firms obtain outside vendors to provide goods or services that might otherwise be supplied in-house.

Accepted Answer

A) Outsourcing 
B) Reverse marketing 
C) Crowdsourcing 
D) Multiple sourcing 
E) Insourcing 
A) Outsourcing 
B) Reverse marketing 
C) Crowdsourcing 
D) Multiple sourcing 
E) Insourcing

Question 7

Which of the following statements about organizational markets is NOT true?

Accepted Answer

A) End consumers are included in the market. 
B) The size of purchases made in organizational markets is much larger than those made in consumer markets. 
C) Organizational markets are geographically concentrated. 
D) Organizational markets have a narrow customer base and a small number of buyers. 
E) Most demand for organizational products is derived and inelastic. 
A) End consumers are included in the market. 
B) The size of purchases made in organizational markets is much larger than those made in consumer markets. 
C) Organizational markets are geographically concentrated. 
D) Organizational markets have a narrow customer base and a small number of buyers. 
E) Most demand for organizational products is derived and inelastic.

Question 8

A modified rebuy ________.

Accepted Answer

A) requires more time and effort than straight rebuys 
B) is the B2B version an impulse purchase in the consumer market 
C) requires more time and effort than new-task buying 
D) occurs whenever a company reorders a product from an original supplier 
E) involves only one role in the buying centre 
A) requires more time and effort than straight rebuys 
B) is the B2B version an impulse purchase in the consumer market 
C) requires more time and effort than new-task buying 
D) occurs whenever a company reorders a product from an original supplier 
E) involves only one role in the buying centre

Question 9

To increase security of their Internet sites and transactions, most companies now use encryption software to assign employee passwords.

Accepted Answer

A) True 
 B)False

Question 10

Tri Restaurant, Inc.is the parent company of three chains of restaurants.How might Tri Restaurant, Inc.utilize the company extranet?

Accepted Answer

A company uses an extranet to allow cert

Question 11

The ________ is the member of the buying centre who makes the final decision.

Accepted Answer

A) buyer 
B) gatekeeper 
C) decider 
D) user 
E) influencer 
A) buyer 
B) gatekeeper 
C) decider 
D) user 
E) influencer

Question 12

________ means scrambling a message so that only another individual or computer with the right "key" for deciphering it can unscramble it.

Accepted Answer

A) Back-translation 
B) Encryption 
C) Authentication 
D) Reverse encoding 
E) Sniffing 
A) Back-translation 
B) Encryption 
C) Authentication 
D) Reverse encoding 
E) Sniffing

Question 13

A(n)________ can be especially useful for companies that need to have secure communications with their dealers, distributors, and/or franchisees.

Accepted Answer

A) intranet 
B) social networking site 
C) extranet 
D) virtual trade show 
E) buying centre 
A) intranet 
B) social networking site 
C) extranet 
D) virtual trade show 
E) buying centre

Question 14

Explain the North American Industry Classification System (NAICS).How do companies use it?

Accepted Answer

The North American Industry Classificati

Question 15

Without encryption, it would be easy for unethical people using the computer to get your credit card number.

Accepted Answer

A) True 
 B)False

Question 16

Sometimes supplier selection is based on ________, which means a buyer and a seller agree to purchase each other's goods and services even though the terms of the sales may not be the best available.

Accepted Answer

A) requisition 
B) reciprocity 
C) customer references 
D) outsourcing 
E) reverse marketing 
A) requisition 
B) reciprocity 
C) customer references 
D) outsourcing 
E) reverse marketing

Question 17

A rifle manufacturer needs muzzles, trigger mechanisms, and wooden gunstocks to produce rifles.Without these items the manufacturer cannot produce its rifles.It will reduce its demand for trigger mechanisms and gunstocks if suppliers are unable to sell the muzzles it needs.This is an example of ________ demand.

Accepted Answer

A) reverse 
B) synergistic 
C) joint 
D) reciprocal 
E) inelastic 
A) reverse 
B) synergistic 
C) joint 
D) reciprocal 
E) inelastic

Question 18

Paperspace.com is a place where invited paper manufacturers and pulp mill operations around the world can collaborate and trade with one another.Paperspace.com is an example of a private exchange.

Accepted Answer

A) True 
 B)False

Question 19

Business-to-business ________ refers to Internet exchanges between two or more businesses or organizations.

Accepted Answer

A) social media 
B) outsourcing 
C) e-commerce 
D) reciprocity 
E) buyclass 
A) social media 
B) outsourcing 
C) e-commerce 
D) reciprocity 
E) buyclass

Question 20

Governments are just about the only customers for certain products, such as jet fighters.The government is a(n)________.

Accepted Answer

A) end user 
B) organization 
C) gatekeeper 
D) facilitator 
E) reseller 
A) end user 
B) organization 
C) gatekeeper 
D) facilitator 
E) reseller

The North American Industry Classification System (NAICS) ________.

What is the next step in the business buying decision process after the product specifications are written?

In terms of organizational markets, discount stores are examples of ________.

Straight rebuys ________.

A(n)________ monitors and controls all traffic between the Internet and an intranet to restrict access.

________ occurs when firms obtain outside vendors to provide goods or services that might otherwise be supplied in-house.

Which of the following statements about organizational markets is NOT true?

A modified rebuy ________.

To increase security of their Internet sites and transactions, most companies now use encryption software to assign employee passwords.

Tri Restaurant, Inc.is the parent company of three chains of restaurants.How might Tri Restaurant, Inc.utilize the company extranet?

The ________ is the member of the buying centre who makes the final decision.

________ means scrambling a message so that only another individual or computer with the right "key" for deciphering it can unscramble it.

A(n)________ can be especially useful for companies that need to have secure communications with their dealers, distributors, and/or franchisees.

Explain the North American Industry Classification System (NAICS).How do companies use it?

Without encryption, it would be easy for unethical people using the computer to get your credit card number.

Sometimes supplier selection is based on ________, which means a buyer and a seller agree to purchase each other's goods and services even though the terms of the sales may not be the best available.

Paperspace.com is a place where invited paper manufacturers and pulp mill operations around the world can collaborate and trade with one another.Paperspace.com is an example of a private exchange.

Business-to-business ________ refers to Internet exchanges between two or more businesses or organizations.

Governments are just about the only customers for certain products, such as jet fighters.The government is a(n)________.

Welcome to the World of Marketing: Create and Deliver Value

Strategic Market Planning: Take the Big Picture

Marketing Research: Gather, Analyze, and Use Information

Consumer Behaviour: How and Why We Buy ?

Sharpen the Focus: Target Marketing Strategies and Customer Relationship

Create the Product

Manage the Product

Price the Product

One to Many to Many to Many: Traditional and New Media

Advertising, Public Relations, Promotions, Direct Marketing and Personal Selling

Deliver the Value Through Supply Chain Management, Channels of Distribution, and Logistics

Filters

Exam 5: Business-To-Business Markets: How and Why Organizations Buy?

The North American Industry Classification System (NAICS) ________.

What is the next step in the business buying decision process after the product specifications are written?

In terms of organizational markets, discount stores are examples of ________.

Straight rebuys ________.

A(n)________ monitors and controls all traffic between the Internet and an intranet to restrict access.

________ occurs when firms obtain outside vendors to provide goods or services that might otherwise be supplied in-house.

Which of the following statements about organizational markets is NOT true?

A modified rebuy ________.

To increase security of their Internet sites and transactions, most companies now use encryption software to assign employee passwords.

Tri Restaurant, Inc.is the parent company of three chains of restaurants.How might Tri Restaurant, Inc.utilize the company extranet?

The ________ is the member of the buying centre who makes the final decision.

________ means scrambling a message so that only another individual or computer with the right "key" for deciphering it can unscramble it.

A(n)________ can be especially useful for companies that need to have secure communications with their dealers, distributors, and/or franchisees.

Explain the North American Industry Classification System (NAICS).How do companies use it?

Without encryption, it would be easy for unethical people using the computer to get your credit card number.

Sometimes supplier selection is based on ________, which means a buyer and a seller agree to purchase each other's goods and services even though the terms of the sales may not be the best available.

Paperspace.com is a place where invited paper manufacturers and pulp mill operations around the world can collaborate and trade with one another.Paperspace.com is an example of a private exchange.

Business-to-business ________ refers to Internet exchanges between two or more businesses or organizations.

Governments are just about the only customers for certain products, such as jet fighters.The government is a(n)________.

Welcome to the World of Marketing: Create and Deliver Value

Strategic Market Planning: Take the Big Picture

Marketing Research: Gather, Analyze, and Use Information

Consumer Behaviour: How and Why We Buy ?

Sharpen the Focus: Target Marketing Strategies and Customer Relationship

Create the Product

Manage the Product

Price the Product

One to Many to Many to Many: Traditional and New Media

Advertising, Public Relations, Promotions, Direct Marketing and Personal Selling

Deliver the Value Through Supply Chain Management, Channels of Distribution, and Logistics

Filters