Question 1

Which of these statements regarding organizational buyers is most accurate?

Accepted Answer

A) Wholesalers and retailers resell the goods they buy without reprocessing them. 
B) Wholesalers and retailers alter the products they sell to meet the specific needs of their customers prior to sale. 
C) Manufacturers purchase processed goods and resell them to suppliers who in turn resell them to ultimate consumers. 
D) Ultimate consumers can be considered organizational buyers when they purchase in large quantities or they make long-term purchase agreements. 
E) Government agency purchases are more similar to ultimate consumer purchases than they are to wholesalers and retailers. 
A) Wholesalers and retailers resell the goods they buy without reprocessing them. 
B) Wholesalers and retailers alter the products they sell to meet the specific needs of their customers prior to sale. 
C) Manufacturers purchase processed goods and resell them to suppliers who in turn resell them to ultimate consumers. 
D) Ultimate consumers can be considered organizational buyers when they purchase in large quantities or they make long-term purchase agreements. 
E) Government agency purchases are more similar to ultimate consumer purchases than they are to wholesalers and retailers.

Question 2

What are the three types of organizational buying situations? Give an example of each.

Accepted Answer

There are three types of buying situatio

Question 3

Another name for an e-marketplace is

Accepted Answer

A) e-hub. 
B) e-place. 
C) e-trade. 
D) e-xchange. 
E) 4NXchange. 
A) e-hub. 
B) e-place. 
C) e-trade. 
D) e-xchange. 
E) 4NXchange.

Question 4

Kim Nagele, the senior procurement agent at JCPMedia purchases tons of publication paper annually at a cost of hundreds of millions of dollars.In the buying center, Kim Nagele performs the role of the

Accepted Answer

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

Question 5

Harley-Davidson emphasizes

Accepted Answer

A) Supplier collaboration in its product design. 
B) signing lifetime contracts to demonstrate loyalty. 
C) offering their products at cost for all key supplier personnel. 
D) listing the names of all suppliers on their Harley-Davidson promotional material. 
E) extending Harley-Davidson healthcare benefits to supplier' employees. 
A) Supplier collaboration in its product design. 
B) signing lifetime contracts to demonstrate loyalty. 
C) offering their products at cost for all key supplier personnel. 
D) listing the names of all suppliers on their Harley-Davidson promotional material. 
E) extending Harley-Davidson healthcare benefits to supplier' employees.

Question 6

In terms of organizational buyers, Amazon.com, Lands' End, and JCPenney would all be classified as __________.

Accepted Answer

A) capitalists 
B) resellers 
C) monopolists 
D) facilitators 
E) industrialists 
A) capitalists 
B) resellers 
C) monopolists 
D) facilitators 
E) industrialists

Question 7

E-Marketplaces refer to

Accepted Answer

A) online trading communities that bring together buyers and supplier organizations to make possible the real time exchange of information, money, products, and services. 
B) Web sites that allow consumers to make direct purchases from a manufacturer rather than through a traditional retail outlet. 
C) simulate purchasing scenarios that allow manufacturers to estimated demand based upon different changes in environmental forces. 
D) computerize simulations that allow manufacturers to estimate how much inventory to keep on hand based upon different purchasing scenarios. 
E) a computerized database sponsored by the U.S.Government that houses all public access records for the purpose of aiding American businesses. 
A) online trading communities that bring together buyers and supplier organizations to make possible the real time exchange of information, money, products, and services. 
B) Web sites that allow consumers to make direct purchases from a manufacturer rather than through a traditional retail outlet. 
C) simulate purchasing scenarios that allow manufacturers to estimated demand based upon different changes in environmental forces. 
D) computerize simulations that allow manufacturers to estimate how much inventory to keep on hand based upon different purchasing scenarios. 
E) a computerized database sponsored by the U.S.Government that houses all public access records for the purpose of aiding American businesses.

Question 8

A business market is also referred to as

Accepted Answer

A) the transactional market. 
B) the ultimate market. 
C) a relational enterprise. 
D) entrepreneurship. 
E) an industrial market. 
A) the transactional market. 
B) the ultimate market. 
C) a relational enterprise. 
D) entrepreneurship. 
E) an industrial market.

Question 9

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 most likely is a

Accepted Answer

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

Question 10

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

Accepted Answer

A) industrial firms. 
B) reseller firms. 
C) government firms. 
D) facilitators. 
E) non-profit firms. 
A) industrial firms. 
B) reseller firms. 
C) government firms. 
D) facilitators. 
E) non-profit firms.

Question 11

Sun Microelectronics custom orders processors, chips, and circuit boards for Sun's desktop, server, and storage products.Sun doesn't actually make any of its microelectronic gear itself.Sun contracts the work to outside manufacturers, who in turn rely on components from their own subcontracted suppliers.The 150 suppliers involved in making and delivering Sun products have adopted mutually beneficial objectives and strategies that give Sun's customers value for their money.Sun's method of doing business is an example of a(n)

Accepted Answer

A) symbiotic partnership. 
B) legal but unethical partnership. 
C) manufacturer-dominated relationship. 
D) supply partnership. 
E) supplier-dominated relationship. 
A) symbiotic partnership. 
B) legal but unethical partnership. 
C) manufacturer-dominated relationship. 
D) supply partnership. 
E) supplier-dominated relationship.

Question 12

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 13

Organizational buyers can be divided into three different markets.They are

Accepted Answer

A) industrial, wholesaler, and retailer markets. 
B) industrial, retailer, and government markets. 
C) retailer, manufacturer, and government markets. 
D) industrial, government, and ultimate consumer. 
E) industrial, reseller, and government markets. 
A) industrial, wholesaler, and retailer markets. 
B) industrial, retailer, and government markets. 
C) retailer, manufacturer, and government markets. 
D) industrial, government, and ultimate consumer. 
E) industrial, reseller, and government markets.

Question 14

The purchasing manager of Ingram Printing has selected IBM as the supplier of its new high-speed printer and negotiated the terms of the contract.The purchasing manager is the __________ for Ingram.

Accepted Answer

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

Question 15

The decision was made by General Electric to purchase electric motors for its clothes dryers rather than manufacture them.They evaluate suppliers using a formal vendor rating system and notify a supplier if the parts do not meet their quality standard.If the problem is not corrected they drop the firm as a future supplier.What stage in the buying decision process is this decision made in?

Accepted Answer

A) postpurchase behavior 
B) purchase decision 
C) alternative evaluation 
D) information search 
E) sensitivity analysis 
A) postpurchase behavior 
B) purchase decision 
C) alternative evaluation 
D) information search 
E) sensitivity analysis

Question 16

Graham-Field Health Products makes hospital beds and wheelchairs from component parts and materials it buys.It sells its products to hospitals, nursing homes, and retailers of health care products.Graham-Field Health Products operates in a(n) __________ market.

Accepted Answer

A) consumer dominated 
B) government 
C) industrial 
D) sustainable 
E) renewable resource 
A) consumer dominated 
B) government 
C) industrial 
D) sustainable 
E) renewable resource

Question 17

FIGURE 6-4  
-Which type of auction does Figure 6-4 above represent?

Accepted Answer

A) reverse auction 
B) horizontal auction 
C) traditional auction 
D) vertical auction 
E) diagonal auction 
A) reverse auction 
B) horizontal auction 
C) traditional auction 
D) vertical auction 
E) diagonal auction

Question 18

Which of the following statements about organizational buying compared to consumer buying is most accurate?

Accepted Answer

A) Perceived risk is lower in organizational buying. 
B) Brand loyalty exists in both organizational and consumer buying. 
C) More organizational buying decisions are lower in involvement. 
D) Organizational buyers are more influenced by lifestyle factors. 
E) Derived demand is more important in consumer buying. 
A) Perceived risk is lower in organizational buying. 
B) Brand loyalty exists in both organizational and consumer buying. 
C) More organizational buying decisions are lower in involvement. 
D) Organizational buyers are more influenced by lifestyle factors. 
E) Derived demand is more important in consumer buying.

Question 19

In a buying center, __________ have formal authority and responsibility to select the supplier and negotiate the terms of a contract.

Accepted Answer

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

Question 20

Buy classes refer to

Accepted Answer

A) three types of organizational buying situations: buy, lease, and rent. 
B) three types of organizational buying situations: new buy, make-buy, and modified rebuy. 
C) three types of organizational buying situations: manufacturing contracts, consulting contracts, service contracts. 
D) three types of organizational buying situations: straight rebuy, new buy, and modified rebuy. 
E) three types of organizational buying situations: new buy, internal make-buy, and modified rebuy. 
A) three types of organizational buying situations: buy, lease, and rent. 
B) three types of organizational buying situations: new buy, make-buy, and modified rebuy. 
C) three types of organizational buying situations: manufacturing contracts, consulting contracts, service contracts. 
D) three types of organizational buying situations: straight rebuy, new buy, and modified rebuy. 
E) three types of organizational buying situations: new buy, internal make-buy, and modified rebuy.

Which of these statements regarding organizational buyers is most accurate?

What are the three types of organizational buying situations? Give an example of each.

Another name for an e-marketplace is

Kim Nagele, the senior procurement agent at JCPMedia purchases tons of publication paper annually at a cost of hundreds of millions of dollars.In the buying center, Kim Nagele performs the role of the

Harley-Davidson emphasizes

In terms of organizational buyers, Amazon.com, Lands' End, and JCPenney would all be classified as __________.

E-Marketplaces refer to

A business market is also referred to as

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 most likely is a

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

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

Organizational buyers can be divided into three different markets.They are

The purchasing manager of Ingram Printing has selected IBM as the supplier of its new high-speed printer and negotiated the terms of the contract.The purchasing manager is the __________ for Ingram.

Graham-Field Health Products makes hospital beds and wheelchairs from component parts and materials it buys.It sells its products to hospitals, nursing homes, and retailers of health care products.Graham-Field Health Products operates in a(n) __________ market.

FIGURE 6-4 -Which type of auction does Figure 6-4 above represent?

Which of the following statements about organizational buying compared to consumer buying is most accurate?

In a buying center, __________ have formal authority and responsibility to select the supplier and negotiate the terms of a contract.

Buy classes refer to

Creating Customer Relationships and Value Through Marketing

Developing Successful Marketing and Organizational Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility in 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

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

Personal Selling and Sales Management

Building an Effective Marketing Plan

Filters

Exam 6: Understanding Organizations As Customers

Which of these statements regarding organizational buyers is most accurate?

What are the three types of organizational buying situations? Give an example of each.

Another name for an e-marketplace is

Kim Nagele, the senior procurement agent at JCPMedia purchases tons of publication paper annually at a cost of hundreds of millions of dollars.In the buying center, Kim Nagele performs the role of the

Harley-Davidson emphasizes

In terms of organizational buyers, Amazon.com, Lands' End, and JCPenney would all be classified as __________.

E-Marketplaces refer to

A business market is also referred to as

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 most likely is a

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

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

Organizational buyers can be divided into three different markets.They are

The purchasing manager of Ingram Printing has selected IBM as the supplier of its new high-speed printer and negotiated the terms of the contract.The purchasing manager is the __________ for Ingram.

Graham-Field Health Products makes hospital beds and wheelchairs from component parts and materials it buys.It sells its products to hospitals, nursing homes, and retailers of health care products.Graham-Field Health Products operates in a(n) __________ market.

FIGURE 6-4 -Which type of auction does Figure 6-4 above represent?

Which of the following statements about organizational buying compared to consumer buying is most accurate?

In a buying center, __________ have formal authority and responsibility to select the supplier and negotiate the terms of a contract.

Buy classes refer to

Creating Customer Relationships and Value Through Marketing

Developing Successful Marketing and Organizational Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility in 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

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

Personal Selling and Sales Management

Building an Effective Marketing Plan

Filters