Question 1

Trek uses several organizational buying criteria to evaluate potential suppliers.These include all of the following except which?

Accepted Answer

A)  price 
B)  environmental impact 
C)  warranties and claim policies 
D)  quality 
E)  delivery capabilities 
A)  price 
B)  environmental impact 
C)  warranties and claim policies 
D)  quality 
E)  delivery capabilities

Question 2

__________ comprise the highest percentage of firms in industrial markets.

Accepted Answer

A)  Manufacturing firms 
B)  Construction firms 
C)  Agricultural firms 
D)  Mining companies 
E)  Service companies 
A)  Manufacturing firms 
B)  Construction firms 
C)  Agricultural firms 
D)  Mining companies 
E)  Service companies

Question 3

Researchers who have studied organizational buying identify three types of buying situations,called __________,which include new buy,modified rebuy,and straight rebuy.

Accepted Answer

A)  purchase criteria 
B)  buy classes 
C)  buying centers 
D)  consideration sets 
E)  purchase hierarchies 
A)  purchase criteria 
B)  buy classes 
C)  buying centers 
D)  consideration sets 
E)  purchase hierarchies

Question 4

A reorder of an existing product or service from a list of acceptable suppliers is referred to as a

Accepted Answer

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

Question 5

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their facilities,production capability,and quality control?

Accepted Answer

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

Question 6

Reverse auctions

Accepted Answer

A)  are seller-initiated. 
B)  benefit the sellers significantly more than the buyers. 
C)  have an increasing number of buyers as the auction progresses. 
D)  put downward pressure on prices. 
E)  have many buyers. 
A)  are seller-initiated. 
B)  benefit the sellers significantly more than the buyers. 
C)  have an increasing number of buyers as the auction progresses. 
D)  put downward pressure on prices. 
E)  have many buyers.

Question 7

Corning,Inc.,which transforms an exotic blend of materials to create optical fiber capable of carrying much of the telephone traffic in the United States on a single strand,is operating in __________ market.

Accepted Answer

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

Question 8

The North American Industry Classification System (NAICS)

Accepted Answer

A)  provides common industry definitions for North America, Central America, and South America to measure economic activity in the Western Hemisphere. 
B)  provides common industry definitions between Canada and the United States to measure economic activity and reduce barriers of trade for cross-border firms. 
C)  provides a classification system for products that is consistent worldwide. 
D)  provides a classification system for products that is consistent across North America, Central America, and South America to measure economic activity in the Western Hemisphere. 
E)  provides common industry definitions for Canada, Mexico, and the United States to measure economic activity in the three member countries. 
A)  provides common industry definitions for North America, Central America, and South America to measure economic activity in the Western Hemisphere. 
B)  provides common industry definitions between Canada and the United States to measure economic activity and reduce barriers of trade for cross-border firms. 
C)  provides a classification system for products that is consistent worldwide. 
D)  provides a classification system for products that is consistent across North America, Central America, and South America to measure economic activity in the Western Hemisphere. 
E)  provides common industry definitions for Canada, Mexico, and the United States to measure economic activity in the three member countries.

Question 9

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 10

Airbus manufactures commercial aircraft that it sells to a variety of airlines worldwide.Still,demand for its products often depends on rates of air travel among consumers.Demand for Airbus products is referred to as __________ demand.

Accepted Answer

A)  unitized 
B)  reseller 
C)  applied 
D)  implied 
E)  derived 
A)  unitized 
B)  reseller 
C)  applied 
D)  implied 
E)  derived

Question 11

Figure5-5b  
-Which type of auction does Figure 5-5b represent?

Accepted Answer

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

Question 12

South Cape Ostrich Tanning (SCOT)is a producer of fine ostrich leathers,which are sold to manufacturers that make a variety of products from shoes to car interiors.Demand for SCOT's leather is a result of consumer interest in products such as Via La Moda handbags made from this exotic and expensive leather.SCOT has __________ demand for its product.

Accepted Answer

A)  derived 
B)  unitized 
C)  industrial 
D)  applied 
E)  reseller 
A)  derived 
B)  unitized 
C)  industrial 
D)  applied 
E)  reseller

Question 13

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 14

Derived demand means the demand for industrial products and services is driven by,or derived from,the

Accepted Answer

A)  NAICS statistical models. 
B)  gross national product. 
C)  demand for consumer products and services. 
D)  demand for industrial products in other categories or markets. 
E)  demand for government products and services. 
A)  NAICS statistical models. 
B)  gross national product. 
C)  demand for consumer products and services. 
D)  demand for industrial products in other categories or markets. 
E)  demand for government products and services.

Question 15

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 16

At which stage of the organizational buying decision process would a firm use key organizational buying criteria such as price,quality,delivery time,and technical capability to select a supplier?

Accepted Answer

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

Question 17

General Electric manufactures electric motors for its clothes dryers.The firm uses a formal vendor rating system to evaluate suppliers and notify those whose parts did not meet quality standards.If a supplier fails to correct the problem,GE will drop it as a future supplier.Which stage in the organizational buying decision process would GE make this evaluation?

Accepted Answer

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

Question 18

A supply partnership exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of

Accepted Answer

A)  putting competitors of both buyers and sellers out of business. 
B)  lowering costs and increasing profits for the supplier. 
C)  lowering costs or increasing value of products or services to the ultimate consumer. 
D)  creating a single channel of distribution. 
E)  creating an exclusionary relationship from all other buyers and sellers. 
A)  putting competitors of both buyers and sellers out of business. 
B)  lowering costs and increasing profits for the supplier. 
C)  lowering costs or increasing value of products or services to the ultimate consumer. 
D)  creating a single channel of distribution. 
E)  creating an exclusionary relationship from all other buyers and sellers.

Question 19

Consider how buy classes affect buying center tendencies in different ways.Describe the buy-class situations,and discuss the implications for the organization of each type of buy class.

Accepted Answer

New buy.Here the organization is a first

Question 20

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

Trek uses several organizational buying criteria to evaluate potential suppliers.These include all of the following except which?

__________ comprise the highest percentage of firms in industrial markets.

Researchers who have studied organizational buying identify three types of buying situations,called __________,which include new buy,modified rebuy,and straight rebuy.

A reorder of an existing product or service from a list of acceptable suppliers is referred to as a

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their facilities,production capability,and quality control?

Reverse auctions

Corning,Inc.,which transforms an exotic blend of materials to create optical fiber capable of carrying much of the telephone traffic in the United States on a single strand,is operating in __________ market.

The North American Industry Classification System (NAICS)

Which of the following characterizes organizational buyer-seller relationships?

Airbus manufactures commercial aircraft that it sells to a variety of airlines worldwide.Still,demand for its products often depends on rates of air travel among consumers.Demand for Airbus products is referred to as __________ demand.

Figure5-5b -Which type of auction does Figure 5-5b represent?

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?

Derived demand means the demand for industrial products and services is driven by,or derived from,the

Organizational buying behavior is

At which stage of the organizational buying decision process would a firm use key organizational buying criteria such as price,quality,delivery time,and technical capability to select a supplier?

A supply partnership exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of

Consider how buy classes affect buying center tendencies in different ways.Describe the buy-class situations,and discuss the implications for the organization of each type of buy class.

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

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

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Exam 5: Understanding Organizations As Customers

Trek uses several organizational buying criteria to evaluate potential suppliers.These include all of the following except which?

__________ comprise the highest percentage of firms in industrial markets.

Researchers who have studied organizational buying identify three types of buying situations,called __________,which include new buy,modified rebuy,and straight rebuy.

A reorder of an existing product or service from a list of acceptable suppliers is referred to as a

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their facilities,production capability,and quality control?

Reverse auctions

Corning,Inc.,which transforms an exotic blend of materials to create optical fiber capable of carrying much of the telephone traffic in the United States on a single strand,is operating in __________ market.

The North American Industry Classification System (NAICS)

Which of the following characterizes organizational buyer-seller relationships?

Airbus manufactures commercial aircraft that it sells to a variety of airlines worldwide.Still,demand for its products often depends on rates of air travel among consumers.Demand for Airbus products is referred to as __________ demand.

Figure5-5b -Which type of auction does Figure 5-5b represent?

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?

Derived demand means the demand for industrial products and services is driven by,or derived from,the

Organizational buying behavior is

At which stage of the organizational buying decision process would a firm use key organizational buying criteria such as price,quality,delivery time,and technical capability to select a supplier?

A supply partnership exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of

Consider how buy classes affect buying center tendencies in different ways.Describe the buy-class situations,and discuss the implications for the organization of each type of buy class.

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

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