Question 1

make-buy decision is typically made during which stage of the organizational buying decision process?

Accepted Answer

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

Question 2

Business-to-business electronic commerce over the Internet

Accepted Answer

A)  is not nearly as prevalent as consumer electronic commerce when measured by the total dollar value of all Internet transactions. 
B)  is at least four times greater than consumer electronic commerce when measured by the total dollar value of all Internet transactions. 
C)  has dramatically decreased since face-to-face communication between a firm's salesforce and its potential customers is so important. 
D)  is impossible to estimate since companies will not share information. 
E)  has decreased since timely information is unavailable or deemed "top secret." 
A)  is not nearly as prevalent as consumer electronic commerce when measured by the total dollar value of all Internet transactions. 
B)  is at least four times greater than consumer electronic commerce when measured by the total dollar value of all Internet transactions. 
C)  has dramatically decreased since face-to-face communication between a firm's salesforce and its potential customers is so important. 
D)  is impossible to estimate since companies will not share information. 
E)  has decreased since timely information is unavailable or deemed "top secret." B

Question 3

the breakdown for the NAICS code based on Figure 6-1 above,"D" represents the

Accepted Answer

A)  two-digit industry sector code 
B)  three-digit industry subsector code 
C)  four-digit industry group code 
D)  five-digit industry code 
E)  six-digit U.S. national industry code 
A)  two-digit industry sector code 
B)  three-digit industry subsector code 
C)  four-digit industry group code 
D)  five-digit industry code 
E)  six-digit U.S. national industry code E

Question 4

Therapeutic buys medical supplies and services from a variety of suppliers for people with hemophilia and other related blood diseases.When Apex sells directly to a person who is a hemophiliac,it would most accurately be classified as a(n)__________.

Accepted Answer

A)  industrial service provider 
B)  health care manufacturer 
C)  reseller 
D)  industrial firm 
E)  government agency 
A)  industrial service provider 
B)  health care manufacturer 
C)  reseller 
D)  industrial firm 
E)  government agency

Question 5

primary organizational buying objective is to

Accepted Answer

A)  help the firm achieve its objectives. 
B)  create an atmosphere of inclusiveness. 
C)  help smaller companies stay in business. 
D)  increase the proficiency of its buyers. 
E)  balance inventory. 
A)  help the firm achieve its objectives. 
B)  create an atmosphere of inclusiveness. 
C)  help smaller companies stay in business. 
D)  increase the proficiency of its buyers. 
E)  balance inventory.

Question 6

person who assumed the __________ role in the buying center shook the salesperson's hand and said,"Ms.Hron,my manager has accepted your bid.I'll expect 48 boxes of ring shank nails to be delivered by November 8th,and we will pay the agreed-upon price of $21.74 per box."

Accepted Answer

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

Question 7

Organizational buying criteria serve the same purpose as __________ criteria used by consumers.

Accepted Answer

A)  consideration 
B)  evaluative 
C)  decision 
D)  alternative 
E)  prepurchase 
A)  consideration 
B)  evaluative 
C)  decision 
D)  alternative 
E)  prepurchase

Question 8

performance on a contract may result in a supplier's name being dropped from the buying organization's

Accepted Answer

A)  industry directory. 
B)  make-buy list. 
C)  vendor-rating sheet. 
D)  suppliers sheet. 
E)  bidder's list. 
A)  industry directory. 
B)  make-buy list. 
C)  vendor-rating sheet. 
D)  suppliers sheet. 
E)  bidder's list.

Question 9

are the five stages of the organizational buying process?

Accepted Answer

The five stages of the organiz

Question 10

is the North American Industry Classification System (NAICS)?

Accepted Answer

The North American Industry Classificati

Question 11

existence of reciprocal arrangements,long-term contracts,and in some cases,buyer-seller relationships that evolve into supply partnerships,are all examples of

Accepted Answer

A)  illegal activities that are a common weakness of organizational buying. 
B)  illegal activities that result from collusion between buyers and sellers. 
C)  activities that are strictly governed by the NAICS. 
D)  activities that can result from relationships between buyers and sellers in organizational buying. 
E)  activities that result from extreme competition between manufacturers when there are too few sellers. 
A)  illegal activities that are a common weakness of organizational buying. 
B)  illegal activities that result from collusion between buyers and sellers. 
C)  activities that are strictly governed by the NAICS. 
D)  activities that can result from relationships between buyers and sellers in organizational buying. 
E)  activities that result from extreme competition between manufacturers when there are too few sellers.

Question 12

Which of the following statements most accurately describes the people in the buying center of a medium-sized manufacturing plant?

Accepted Answer

A)  The composition of the buying center never changes. 
B)  The buying center avoids cross-functional teams whenever possible. 
C)  The composition of the buying center depends on the specific item being purchased. 
D)  It's easy to locate and reach the people who comprise the buying center. 
E)  Most government units use a formal buying center to arrive at buying decisions. 
A)  The composition of the buying center never changes. 
B)  The buying center avoids cross-functional teams whenever possible. 
C)  The composition of the buying center depends on the specific item being purchased. 
D)  It's easy to locate and reach the people who comprise the buying center. 
E)  Most government units use a formal buying center to arrive at buying decisions.

Question 13

Which of the following types of firms comprises an industrial market?

Accepted Answer

A)  retailer 
B)  mining 
C)  wholesaler 
D)  state government 
E)  NASA 
A)  retailer 
B)  mining 
C)  wholesaler 
D)  state government 
E)  NASA

Question 14

General Motors (GM)purchases Borg-Warner transmissions,and Borg-Warner buys trucks and cars from GM,they would be demonstrating which type of buyer-seller interaction?

Accepted Answer

A)  exclusive dealing 
B)  supply partnerships 
C)  tying arrangements 
D)  noncompetitive bidding 
E)  reciprocity 
A)  exclusive dealing 
B)  supply partnerships 
C)  tying arrangements 
D)  noncompetitive bidding 
E)  reciprocity

Question 15

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 16

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 17

of the following are organizational buyers EXCEPT:

Accepted Answer

A)  industrial firms. 
B)  government units. 
C)  ultimate consumers. 
D)  resellers. 
E)  wholesalers. 
A)  industrial firms. 
B)  government units. 
C)  ultimate consumers. 
D)  resellers. 
E)  wholesalers.

Question 18

international company that wants indisputable proof that its suppliers maintain a high level of quality management could ask the company to

Accepted Answer

A)  apply for an ISO 9000 certification. 
B)  also meet ISO 14000 requirements. 
C)  enter into a supplier alliance. 
D)  show how it is listed in the NAICS to prove its quality focus. 
E)  engage in reciprocity agreements. 
A)  apply for an ISO 9000 certification. 
B)  also meet ISO 14000 requirements. 
C)  enter into a supplier alliance. 
D)  show how it is listed in the NAICS to prove its quality focus. 
E)  engage in reciprocity agreements.

Question 19

marketing of goods and services to companies,governments,or not-for-profit organizations for use in the creation of goods and services that they can produce and market to others,is referred to as __________.

Accepted Answer

A)  integrated marketing 
B)  institutional marketing 
C)  business marketing 
D)  reseller marketing 
E)  organizational marketing 
A)  integrated marketing 
B)  institutional marketing 
C)  business marketing 
D)  reseller marketing 
E)  organizational marketing

Question 20

the weekly meeting for Choice Hotels (the company that owns Clarion Hotel,Quality Inn,Comfort Inn,Comfort Suites,Sleep Inn,and Mainstay Inn),the marketing manager said,"We need an inexpensive creative way to increase awareness of our hotels among people who travel by automobile.To do that,I want to find some new media that the other hotel chains are not using." The purchase of this new media for the hotel chains' advertising would be an example of a

Accepted Answer

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

Exam 6: Understanding Organizations As Customers

make-buy decision is typically made during which stage of the organizational buying decision process?

Business-to-business electronic commerce over the Internet

the breakdown for the NAICS code based on Figure 6-1 above,"D" represents the

Therapeutic buys medical supplies and services from a variety of suppliers for people with hemophilia and other related blood diseases.When Apex sells directly to a person who is a hemophiliac,it would most accurately be classified as a(n)__________.

primary organizational buying objective is to

person who assumed the __________ role in the buying center shook the salesperson's hand and said,"Ms.Hron,my manager has accepted your bid.I'll expect 48 boxes of ring shank nails to be delivered by November 8th,and we will pay the agreed-upon price of $21.74 per box."

Organizational buying criteria serve the same purpose as __________ criteria used by consumers.

performance on a contract may result in a supplier's name being dropped from the buying organization's

are the five stages of the organizational buying process?

is the North American Industry Classification System (NAICS)?

existence of reciprocal arrangements,long-term contracts,and in some cases,buyer-seller relationships that evolve into supply partnerships,are all examples of

Which of the following statements most accurately describes the people in the buying center of a medium-sized manufacturing plant?

Which of the following types of firms comprises an industrial market?

General Motors (GM)purchases Borg-Warner transmissions,and Borg-Warner buys trucks and cars from GM,they would be demonstrating which type of buyer-seller interaction?

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

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

of the following are organizational buyers EXCEPT:

international company that wants indisputable proof that its suppliers maintain a high level of quality management could ask the company to

marketing of goods and services to companies,governments,or not-for-profit organizations for use in the creation of goods and services that they can produce and market to others,is referred to as __________.

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility for Sustainable 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

Services Marketing

Building the Price Foundation

Arriving at the Final Price

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 Multi-Channel Marketing

Pulling It All Together: The Strategic Marketing Process

Filters

person who assumed the __________ role in the buying center shook the salesperson's hand and said,"Ms.Hron,my manager has accepted your bid.I'll expect 48 boxes of ring shank nails to be delivered by November 8^th,and we will pay the agreed-upon price of $21.74 per box."