Question 1

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 2

Business-to-business electronic commerce over the Internet

Accepted Answer

A)  is nearly equivalent to consumer electronic commerce when measured by the total dollar value of all online transactions. 
B)  is at least four times greater than consumer electronic commerce when measured by the total dollar value of all online transactions. 
C)  has dramatically decreased since face-to-face communication between a firm's sales force and its potential customers is so important. 
D)  is impossible to estimate since companies will not share information. 
E)  has never been popular since timely information is unavailable or deemed to be proprietary. 
A)  is nearly equivalent to consumer electronic commerce when measured by the total dollar value of all online transactions. 
B)  is at least four times greater than consumer electronic commerce when measured by the total dollar value of all online transactions. 
C)  has dramatically decreased since face-to-face communication between a firm's sales force and its potential customers is so important. 
D)  is impossible to estimate since companies will not share information. 
E)  has never been popular since timely information is unavailable or deemed to be proprietary.

Question 3

Buy classes refer to the three types of organizational buying situations:

Accepted Answer

A)  buy, lease, and rent. 
B)  new buy, make, and reprocess. 
C)  manufacturing contracts, consulting contracts, service contracts. 
D)  new buy, straight rebuy, and modified rebuy. 
E)  new buy, refurbish, and used buy. 
A)  buy, lease, and rent. 
B)  new buy, make, and reprocess. 
C)  manufacturing contracts, consulting contracts, service contracts. 
D)  new buy, straight rebuy, and modified rebuy. 
E)  new buy, refurbish, and used buy.

Question 4

Figure 5-4  
-Figure 5-4 shows the three buy classes encountered by organizational buyers.A is referred to as a

Accepted Answer

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

Question 5

All of the following are roles in a buying center except which?

Accepted Answer

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

Question 6

Federal,state,and local agencies that buy products and services for the constituents they serve are referred to as

Accepted Answer

A)  industrial markets. 
B)  reseller markets. 
C)  consumer markets. 
D)  government units. 
E)  global markets. 
A)  industrial markets. 
B)  reseller markets. 
C)  consumer markets. 
D)  government units. 
E)  global markets.

Question 7

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 8

The deliberate effort by organizational buyers to build relationships that shape suppliers' products,services,and capabilities to fit a buyer's needs and those of its customers is referred to as

Accepted Answer

A)  buyer development. 
B)  a supply partnership. 
C)  a make-buy decision. 
D)  supplier development. 
E)  buyer-seller reciprocity. 
A)  buyer development. 
B)  a supply partnership. 
C)  a make-buy decision. 
D)  supplier development. 
E)  buyer-seller reciprocity.

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 electronic commerce over the Internet

Buy classes refer to the three types of organizational buying situations:

Figure 5-4 -Figure 5-4 shows the three buy classes encountered by organizational buyers.A is referred to as a

All of the following are roles in a buying center except which?

Federal,state,and local agencies that buy products and services for the constituents they serve are referred to as

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

The deliberate effort by organizational buyers to build relationships that shape suppliers' products,services,and capabilities to fit a buyer's needs and those of its customers is referred to 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

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

Building an Effective Marketing Plan

Filters

Exam 5: Understanding Organizations As Customers

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 electronic commerce over the Internet

Buy classes refer to the three types of organizational buying situations:

Figure 5-4 -Figure 5-4 shows the three buy classes encountered by organizational buyers.A is referred to as a

All of the following are roles in a buying center except which?

Federal,state,and local agencies that buy products and services for the constituents they serve are referred to as

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

The deliberate effort by organizational buyers to build relationships that shape suppliers' products,services,and capabilities to fit a buyer's needs and those of its customers is referred to 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

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

Building an Effective Marketing Plan

Filters