Question 1

-Unfortunately, the NAICS system will not allow marketing managers to gather information about

Accepted Answer

A) import competition in domestic markets. 
B) geographic distribution of industries. 
C) market share in a pure competition environment. 
D) demand for products and services. 
E) data on industries that are oligopolies. 
A) import competition in domestic markets. 
B) geographic distribution of industries. 
C) market share in a pure competition environment. 
D) demand for products and services. 
E) data on industries that are oligopolies.

Question 2

How might a marketing manager for a manufacturer of turboprop engines, used in private jet planes, use the NAICS to help her with marketing planning?

Accepted Answer

A) Record the NAICS numbers for each of her firm's best customers and then obtain lists of companies with the same NAICS numbers. 
B) Go to a library and find the NAICS numbers for all government units - federal, state, and local. 
C) Identify all NAICS numbers that reflect the classifications of her firm's customers and compare them to previous SIC codes. 
D) Poll her field sales organization to see if her company's sales representatives know what NAICS numbers mean. 
E) Forgo using the NAICS system because it has recently been replaced by the SIC system, which is more useful in this scenario. 
A) Record the NAICS numbers for each of her firm's best customers and then obtain lists of companies with the same NAICS numbers. 
B) Go to a library and find the NAICS numbers for all government units - federal, state, and local. 
C) Identify all NAICS numbers that reflect the classifications of her firm's customers and compare them to previous SIC codes. 
D) Poll her field sales organization to see if her company's sales representatives know what NAICS numbers mean. 
E) Forgo using the NAICS system because it has recently been replaced by the SIC system, which is more useful in this scenario.

Question 3

A buy class situation affects buying center tendencies in different ways. If there is one person involved, the problem definition is well-defined, and the buying objective is to find the low-priced supplier, the buy class situation is most likely a

Accepted Answer

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

Question 4

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

Accepted Answer

There are three types of buying situatio

Question 5

In an effort to make better and more efficient purchase decisions, the Ford Motor Company includes various people in them, depending on the purchase situation. Individuals may include key personnel from various departments, including research and development, finance, marketing, shipping, and sales. This is a description of Ford's __________.

Accepted Answer

A) selling committee 
B) sustainable procurement department 
C) purchasing unit 
D) buying center 
E) buying committee 
A) selling committee 
B) sustainable procurement department 
C) purchasing unit 
D) buying center 
E) buying committee

Question 6

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 7

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 like 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 8

Large multistore chain retailers such as Sears, Safeway, and Target use a highly formalized buying center that is referred to as a(n)

Accepted Answer

A) ad hoc committee. 
B) buying committee. 
C) merchandise procurement center. 
D) purchasing department. 
E) purchasing control system. 
A) ad hoc committee. 
B) buying committee. 
C) merchandise procurement center. 
D) purchasing department. 
E) purchasing control system.

Question 9

Because orders in organizational buying are typically much larger than in consumer buying, buyers must often __________ when the order is above a specific amount, such as $5,000.

Accepted Answer

A) pay estimated sales taxes in advance 
B) move up the time required to execute a purchase agreement 
C) get competitive bids from at least three prospective suppliers 
D) forgo the purchase because senior management is unlikely to approve it 
E) forgo identifying the members of the supplying center and their roles in the selling process 
A) pay estimated sales taxes in advance 
B) move up the time required to execute a purchase agreement 
C) get competitive bids from at least three prospective suppliers 
D) forgo the purchase because senior management is unlikely to approve it 
E) forgo identifying the members of the supplying center and their roles in the selling process

-Unfortunately, the NAICS system will not allow marketing managers to gather information about

How might a marketing manager for a manufacturer of turboprop engines, used in private jet planes, use the NAICS to help her with marketing planning?

A buy class situation affects buying center tendencies in different ways. If there is one person involved, the problem definition is well-defined, and the buying objective is to find the low-priced supplier, the buy class situation is most likely a

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

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

Large multistore chain retailers such as Sears, Safeway, and Target use a highly formalized buying center that is referred to as a(n)

Because orders in organizational buying are typically much larger than in consumer buying, buyers must often __________ when the order is above a specific amount, such as $5,000.

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 to Connect With Consumers

Personal Selling and Sales Management

Implementing Interactive and Multichannel Marketing

Filters

Exam 5: Understanding Organizations As Customers

-Unfortunately, the NAICS system will not allow marketing managers to gather information about

How might a marketing manager for a manufacturer of turboprop engines, used in private jet planes, use the NAICS to help her with marketing planning?

A buy class situation affects buying center tendencies in different ways. If there is one person involved, the problem definition is well-defined, and the buying objective is to find the low-priced supplier, the buy class situation is most likely a

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

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

Large multistore chain retailers such as Sears, Safeway, and Target use a highly formalized buying center that is referred to as a(n)

Because orders in organizational buying are typically much larger than in consumer buying, buyers must often __________ when the order is above a specific amount, such as $5,000.

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 to Connect With Consumers

Personal Selling and Sales Management

Implementing Interactive and Multichannel Marketing

Filters