Question 1

Identify and describe the five roles an individual can play in a buying center.

Accepted Answer

There are five roles an individual can p

Question 2

The people in the organization who actually use the product or service are referred to as __________.

Accepted Answer

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

Question 3

Online buying in organizational markets is prominent because Internet/Web technology

Accepted Answer

A) allows companies to increase their advertising and promotion expenditures. 
B) reduces the need for timely information. 
C) substantially reduces buyer order processing costs. 
D) narrows the potential customer base for many products. 
E) totally eliminates marketing costs. 
A) allows companies to increase their advertising and promotion expenditures. 
B) reduces the need for timely information. 
C) substantially reduces buyer order processing costs. 
D) narrows the potential customer base for many products. 
E) totally eliminates marketing costs.

Question 4

The primary buying objective for business firms is usually to

Accepted Answer

A) increase profits through increasing costs and increasing revenues. 
B) increase profits through reducing costs and decreasing revenues. 
C) increase profits through reducing costs or increasing revenues. 
D) maintain profits through reducing costs and increasing revenues. 
E) reduce profits through reducing costs and reducing revenues. 
A) increase profits through increasing costs and increasing revenues. 
B) increase profits through reducing costs and decreasing revenues. 
C) increase profits through reducing costs or increasing revenues. 
D) maintain profits through reducing costs and increasing revenues. 
E) reduce profits through reducing costs and reducing revenues.

Question 5

People who control the flow of information in the buying center, such as technical experts and secretaries, can keep sales people and information from reaching others in the buying center and are referred to as __________.

Accepted Answer

A) deciders 
B) obstructionists 
C) gatekeepers 
D) power-brokers 
E) influencers 
A) deciders 
B) obstructionists 
C) gatekeepers 
D) power-brokers 
E) influencers

Question 6

Organizational buyers refer to

Accepted Answer

A) manufacturers, wholesalers, retailers, and government agencies that buy goods and services exclusively for resale. 
B) manufacturers, wholesalers, retailers, and government agencies that buy goods and services for their own use or for resale. 
C) manufacturers, wholesalers, retailers, and government agencies that buy goods and services exclusively for their own use. 
D) nonprofit organizations that make purchases at a reduced or nominal fee and are exempt from most governmental taxes. 
E) manufacturing cooperatives that purchase large quantities in order to take advantage of economies of scale that they could not be able to attain otherwise. 
A) manufacturers, wholesalers, retailers, and government agencies that buy goods and services exclusively for resale. 
B) manufacturers, wholesalers, retailers, and government agencies that buy goods and services for their own use or for resale. 
C) manufacturers, wholesalers, retailers, and government agencies that buy goods and services exclusively for their own use. 
D) nonprofit organizations that make purchases at a reduced or nominal fee and are exempt from most governmental taxes. 
E) manufacturing cooperatives that purchase large quantities in order to take advantage of economies of scale that they could not be able to attain otherwise.

Question 7

Large companies tend to favor __________ that link them with their network of qualified suppliers and customers.

Accepted Answer

A) centralized market 
B) decentralized market 
C) private exchanges 
D) segregated market 
E) integrated market 
A) centralized market 
B) decentralized market 
C) private exchanges 
D) segregated market 
E) integrated market

Question 8

Dell, Inc.sells surplus, refurbished, or closeout computer merchandise at its dellauction.com website to many buyers who bid sequentially.This is an example of a(n)

Accepted Answer

A) reverse auction. 
B) traditional auction. 
C) bidder's war. 
D) industrial fire sale. 
E) webfront auction. 
A) reverse auction. 
B) traditional auction. 
C) bidder's war. 
D) industrial fire sale. 
E) webfront auction.

Question 9

A straight rebuy is a(n) __________ while a modified rebuy is a(n) __________.

Accepted Answer

A) exchange; resale 
B) reorder; exchange 
C) first-time order; reorder 
D) changed order; first-time order 
E) reorder; changed order 
A) exchange; resale 
B) reorder; exchange 
C) first-time order; reorder 
D) changed order; first-time order 
E) reorder; changed order

Question 10

An industry buying practice in which two organizations agree to purchase each other's products and services is called

Accepted Answer

A) buyer development. 
B) organizational development. 
C) supplier development. 
D) reciprocity. 
E) sustainability. 
A) buyer development. 
B) organizational development. 
C) supplier development. 
D) reciprocity. 
E) sustainability.

Question 11

A buy class situation affects buying center tendencies in different ways.If there are many people involved, the problem definition is uncertain, and the buying objective is to find a good solution, 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 12

What is the North American Industry Classification System (NAICS)?

Accepted Answer

NAICS is a replacement for the earlier S

Question 13

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

Accepted Answer

A) government tax exemptions. 
B) regulatory exemptions. 
C) purchase credits. 
D) environmental waivers. 
E) sustainable procurement. 
A) government tax exemptions. 
B) regulatory exemptions. 
C) purchase credits. 
D) environmental waivers. 
E) sustainable procurement.

Question 14

Firms selling consumer goods or services often try to reach thousands or millions of individuals or households.Firms selling to organizations are often

Accepted Answer

A) inclined to try to reach tens of millions. 
B) restricted to far fewer buyers. 
C) hoping to obtain similar numbers of non-consumer customers. 
D) restricted by government regulations to only a few industrial categories. 
E) simultaneously purchasing from organizational buyers and ultimate consumers. 
A) inclined to try to reach tens of millions. 
B) restricted to far fewer buyers. 
C) hoping to obtain similar numbers of non-consumer customers. 
D) restricted by government regulations to only a few industrial categories. 
E) simultaneously purchasing from organizational buyers and ultimate consumers.

Question 15

Name four key organizational buying criteria.Give an example of a type of product where criterion would be a very important factor in the choice of a vendor.

Accepted Answer

Key organizational buying criteria and a

Question 16

FIGURE 6-6  
-Figure 6-6 above summarizes how buy classes affect buying center tendencies in different ways.Complete the information for cells A through to
F.
Cell A - people involved = many

Accepted Answer

Cell A - people involved = many
Cell B -

Question 17

Within the buying center, influencers 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 18

The North American Industry Classification System (NAICS) permits a firm to

Accepted Answer

A) find the NAICS codes of its present customers and then obtain NAICS-coded lists for similar firms. 
B) learn the names of the purchasing agents of all prospective customers. 
C) sell to any company within North America as long as it is not a monopoly. 
D) engage in benchmarking with companies manufacturing and/or marketing similar products. 
E) conduct an industry-wide SWOT analysis to determine internal strengths and weaknesses of current and prospective competitors. 
A) find the NAICS codes of its present customers and then obtain NAICS-coded lists for similar firms. 
B) learn the names of the purchasing agents of all prospective customers. 
C) sell to any company within North America as long as it is not a monopoly. 
D) engage in benchmarking with companies manufacturing and/or marketing similar products. 
E) conduct an industry-wide SWOT analysis to determine internal strengths and weaknesses of current and prospective competitors.

Question 19

At which stage in the buying decision process would a firm visit a potential supplier to assess their production capacity?

Accepted Answer

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

Question 20

The people in the buying center who have the authority to select a supplier and negotiate the terms of the contract are referred to as

Accepted Answer

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

Identify and describe the five roles an individual can play in a buying center.

The people in the organization who actually use the product or service are referred to as __________.

Online buying in organizational markets is prominent because Internet/Web technology

The primary buying objective for business firms is usually to

People who control the flow of information in the buying center, such as technical experts and secretaries, can keep sales people and information from reaching others in the buying center and are referred to as __________.

Organizational buyers refer to

Large companies tend to favor __________ that link them with their network of qualified suppliers and customers.

Dell, Inc.sells surplus, refurbished, or closeout computer merchandise at its dellauction.com website to many buyers who bid sequentially.This is an example of a(n)

A straight rebuy is a(n) while a modified rebuy is a(n) .

An industry buying practice in which two organizations agree to purchase each other's products and services is called

A buy class situation affects buying center tendencies in different ways.If there are many people involved, the problem definition is uncertain, and the buying objective is to find a good solution, the buy class situation most likely is a

What is the North American Industry Classification System (NAICS)?

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

Firms selling consumer goods or services often try to reach thousands or millions of individuals or households.Firms selling to organizations are often

Name four key organizational buying criteria.Give an example of a type of product where criterion would be a very important factor in the choice of a vendor.

FIGURE 6-6 -Figure 6-6 above summarizes how buy classes affect buying center tendencies in different ways.Complete the information for cells A through to F. Cell A - people involved = many

Within the buying center, influencers are people who

The North American Industry Classification System (NAICS) permits a firm to

At which stage in the buying decision process would a firm visit a potential supplier to assess their production capacity?

The people in the buying center who have the authority to select a supplier and negotiate the terms of the contract are referred to as

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

Identify and describe the five roles an individual can play in a buying center.

The people in the organization who actually use the product or service are referred to as __________.

Online buying in organizational markets is prominent because Internet/Web technology

The primary buying objective for business firms is usually to

People who control the flow of information in the buying center, such as technical experts and secretaries, can keep sales people and information from reaching others in the buying center and are referred to as __________.

Organizational buyers refer to

Large companies tend to favor __________ that link them with their network of qualified suppliers and customers.

Dell, Inc.sells surplus, refurbished, or closeout computer merchandise at its dellauction.com website to many buyers who bid sequentially.This is an example of a(n)

A straight rebuy is a(n) __________ while a modified rebuy is a(n) __________.

An industry buying practice in which two organizations agree to purchase each other's products and services is called

A buy class situation affects buying center tendencies in different ways.If there are many people involved, the problem definition is uncertain, and the buying objective is to find a good solution, the buy class situation most likely is a

What is the North American Industry Classification System (NAICS)?

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

Firms selling consumer goods or services often try to reach thousands or millions of individuals or households.Firms selling to organizations are often

Name four key organizational buying criteria.Give an example of a type of product where criterion would be a very important factor in the choice of a vendor.

FIGURE 6-6 -Figure 6-6 above summarizes how buy classes affect buying center tendencies in different ways.Complete the information for cells A through to F. Cell A - people involved = many

Within the buying center, influencers are people who

The North American Industry Classification System (NAICS) permits a firm to

At which stage in the buying decision process would a firm visit a potential supplier to assess their production capacity?

The people in the buying center who have the authority to select a supplier and negotiate the terms of the contract are referred to as

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

A straight rebuy is a(n) while a modified rebuy is a(n) .