Question 1

Organizational buyers include manufacturers,wholesalers,retailers,service companies,not-for-profit organizations,and government agencies that

Accepted Answer

A)  purchase exclusively from one supplier. 
B)  are exempt from state and local taxes. 
C)  sell directly to ultimate consumers. 
D)  sell goods and services for their own use. 
E)  buy products and services for their own use or for resale. 
A)  purchase exclusively from one supplier. 
B)  are exempt from state and local taxes. 
C)  sell directly to ultimate consumers. 
D)  sell goods and services for their own use. 
E)  buy products and services for their own use or for resale.

Question 2

Beth is part owner of a chain of auto repair shops.Her company was considering adding tire sales in some of its facilities,and several people were slated to meet to discuss the idea.Beth gathered information about possible distributors.Her son had been laid off from a job with one of them,so she removed this company from the group she was preparing to present to the others.Here,Beth was acting in what role in the buying center?

Accepted Answer

A)  gatekeeper 
B)  decider 
C)  user 
D)  obstructionist 
E)  power broker 
A)  gatekeeper 
B)  decider 
C)  user 
D)  obstructionist 
E)  power broker

Question 3

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 4

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 5

Keystone Foods,which invented the individual quick freeze process for beef,provides McDonald's with millions of pounds of chicken,beef,and fish annually for use in its restaurants.The firm sources the animal proteins from farms and processes them in a variety of ways,such as breading or freezing,before selling them to McDonald's.Keystone is operating in __________ market.

Accepted Answer

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

Question 6

Online buying in organizational markets is prominent because Internet technology

Accepted Answer

A)  allows companies to increase their innovation cycles. 
B)  substantially increases brand loyalty. 
C)  conveys timely information quickly. 
D)  narrows the potential customer base for many products. 
E)  eliminates marketing costs. 
A)  allows companies to increase their innovation cycles. 
B)  substantially increases brand loyalty. 
C)  conveys timely information quickly. 
D)  narrows the potential customer base for many products. 
E)  eliminates marketing costs.

Question 7

Manufacturers,wholesalers,retailers,service companies,not-for-profit organizations,and government agencies that buy goods and services for their own use or for resale are referred to as

Accepted Answer

A)  multinational buyers. 
B)  resellers. 
C)  organizational buyers. 
D)  ultimate consumers. 
E)  institutional buyers. 
A)  multinational buyers. 
B)  resellers. 
C)  organizational buyers. 
D)  ultimate consumers. 
E)  institutional buyers.

Question 8

A university's marketing department typically purchases backpacks with its logo embroidered on them for all incoming freshmen.This year,because faculty have heard complaints,the marketing chair wants to buy similar backpacks but find one that is a little more durable.This is an example of a

Accepted Answer

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

Question 9

Purchasing that aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the impact on human health and the physical environment is referred to as

Accepted Answer

A)  ecological procurement. 
B)  sustainable procurement. 
C)  green marketing. 
D)  supplier partnership. 
E)  stakeholder procurement. 
A)  ecological procurement. 
B)  sustainable procurement. 
C)  green marketing. 
D)  supplier partnership. 
E)  stakeholder procurement.

Question 10

In an e-marketplace,an online auction in which a buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with each other is referred to as a

Accepted Answer

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

Question 11

What type of online auction includes one buyer and many sellers?

Accepted Answer

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

Question 12

What type of online auction includes one seller and many buyers?

Accepted Answer

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

Question 13

A buy class situation affects buying center tendencies in different ways.If there are many people involved,the problem definition is uncertain,and the time required for a decision is long,the buy class situation is most likely a

Accepted Answer

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

Question 14

The services market sells diverse services such as legal advice,auto repair,and dry cleaning,and this market represents 75 percent of all industrial firms.Which of the following is another such service firm?

Accepted Answer

A)  finance 
B)  wholesalers 
C)  retailers 
D)  government units 
E)  educational institutions 
A)  finance 
B)  wholesalers 
C)  retailers 
D)  government units 
E)  educational institutions

Question 15

Wholesalers and retailers that buy physical products and resell them without any reprocessing are referred to as

Accepted Answer

A)  industrial firms. 
B)  reseller firms. 
C)  government agencies. 
D)  consumer product firms. 
E)  nonprofit firms. 
A)  industrial firms. 
B)  reseller firms. 
C)  government agencies. 
D)  consumer product firms. 
E)  nonprofit firms.

Question 16

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

Accepted Answer

A)  specifications to be changed many times before the buy is completed. 
B)  a lot of conflict. 
C)  many people to be involved in the purchase decision. 
D)  to have to do some favors for the decision makers. 
E)  to receive confirmation of a contract quickly. 
A)  specifications to be changed many times before the buy is completed. 
B)  a lot of conflict. 
C)  many people to be involved in the purchase decision. 
D)  to have to do some favors for the decision makers. 
E)  to receive confirmation of a contract quickly.

Question 17

Organizations face three specific kinds of buying situations.They are new buy,straight rebuy,and modified rebuy.Collectively,these situations are referred to as

Accepted Answer

A)  industrial buying behavior. 
B)  reseller buying behavior. 
C)  buy classes. 
D)  purchase criteria. 
E)  consideration sets. 
A)  industrial buying behavior. 
B)  reseller buying behavior. 
C)  buy classes. 
D)  purchase criteria. 
E)  consideration sets.

Question 18

Which of the following organizational buyers purchases raw materials and parts to reprocess into the finished goods they sell?

Accepted Answer

A)  retailers 
B)  wholesalers 
C)  agents 
D)  manufacturers 
E)  ultimate consumers 
A)  retailers 
B)  wholesalers 
C)  agents 
D)  manufacturers 
E)  ultimate consumers

Question 19

Milsco Manufacturing emphasizes

Accepted Answer

A)  signing lifetime contracts with suppliers to demonstrate its loyalty to them. 
B)  supplier partnerships when designing products for its customers. 
C)  reciprocity arrangements with its customers so that each can maximize profit. 
D)  co-branding as a form of supply partnerships with customers. 
E)  extending health care benefits to its suppliers' employees as a result of the Affordable Care Act. 
A)  signing lifetime contracts with suppliers to demonstrate its loyalty to them. 
B)  supplier partnerships when designing products for its customers. 
C)  reciprocity arrangements with its customers so that each can maximize profit. 
D)  co-branding as a form of supply partnerships with customers. 
E)  extending health care benefits to its suppliers' employees as a result of the Affordable Care Act.

Question 20

When Trek orders a seat or saddle for one of its models that has a slightly different material for the cover only but the other components are the same as existing saddles used on other bikes,this purchase situation is known as a

Accepted Answer

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

Organizational buyers include manufacturers,wholesalers,retailers,service companies,not-for-profit organizations,and government agencies that

Within the buying center,deciders are people who

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

Online buying in organizational markets is prominent because Internet technology

Manufacturers,wholesalers,retailers,service companies,not-for-profit organizations,and government agencies that buy goods and services for their own use or for resale are referred to as

A university's marketing department typically purchases backpacks with its logo embroidered on them for all incoming freshmen.This year,because faculty have heard complaints,the marketing chair wants to buy similar backpacks but find one that is a little more durable.This is an example of a

Purchasing that aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the impact on human health and the physical environment is referred to as

In an e-marketplace,an online auction in which a buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with each other is referred to as a

What type of online auction includes one buyer and many sellers?

What type of online auction includes one seller and many buyers?

A buy class situation affects buying center tendencies in different ways.If there are many people involved,the problem definition is uncertain,and the time required for a decision is long,the buy class situation is most likely a

The services market sells diverse services such as legal advice,auto repair,and dry cleaning,and this market represents 75 percent of all industrial firms.Which of the following is another such service firm?

Wholesalers and retailers that buy physical products and resell them without any reprocessing are referred to as

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

Organizations face three specific kinds of buying situations.They are new buy,straight rebuy,and modified rebuy.Collectively,these situations are referred to as

Which of the following organizational buyers purchases raw materials and parts to reprocess into the finished goods they sell?

Milsco Manufacturing emphasizes

When Trek orders a seat or saddle for one of its models that has a slightly different material for the cover only but the other components are the same as existing saddles used on other bikes,this purchase situation is known as 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

Exam 5: Understanding Organizations As Customers

Organizational buyers include manufacturers,wholesalers,retailers,service companies,not-for-profit organizations,and government agencies that

Within the buying center,deciders are people who

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

Online buying in organizational markets is prominent because Internet technology

Manufacturers,wholesalers,retailers,service companies,not-for-profit organizations,and government agencies that buy goods and services for their own use or for resale are referred to as

A university's marketing department typically purchases backpacks with its logo embroidered on them for all incoming freshmen.This year,because faculty have heard complaints,the marketing chair wants to buy similar backpacks but find one that is a little more durable.This is an example of a

Purchasing that aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the impact on human health and the physical environment is referred to as

In an e-marketplace,an online auction in which a buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with each other is referred to as a

What type of online auction includes one buyer and many sellers?

What type of online auction includes one seller and many buyers?

A buy class situation affects buying center tendencies in different ways.If there are many people involved,the problem definition is uncertain,and the time required for a decision is long,the buy class situation is most likely a

The services market sells diverse services such as legal advice,auto repair,and dry cleaning,and this market represents 75 percent of all industrial firms.Which of the following is another such service firm?

Wholesalers and retailers that buy physical products and resell them without any reprocessing are referred to as

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

Organizations face three specific kinds of buying situations.They are new buy,straight rebuy,and modified rebuy.Collectively,these situations are referred to as

Which of the following organizational buyers purchases raw materials and parts to reprocess into the finished goods they sell?

Milsco Manufacturing emphasizes

When Trek orders a seat or saddle for one of its models that has a slightly different material for the cover only but the other components are the same as existing saddles used on other bikes,this purchase situation is known as 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