Question 1

In organizations, the buying function involves gathering and screening information about products and services, prices, and suppliers, which are known as

Accepted Answer

A)   agents.
B)   procurement sources.
C)   shops.
D)   vendors.
E)   resellers.F) All of the above
G) None of the above

Question 2

List seven common organizational buying criteria.

Accepted Answer

Key organizational buying criteria: (1) ...

Question 3

When Louisiana State University buys new laptops for its faculty, it is operating as

Accepted Answer

A)   an industrial market.
B)   a business market.
C)   a government unit.
D)   a consumer market.
E)   a service provider.F) A) and D)
G) B) and C)

Question 4

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

Accepted Answer

A)   problem recognition
B)   information search
C)   alternative evaluation
D)   purchase decision
E)   post-purchase behaviorF) A) and D)
G) A) and B)

Question 5

NAICS provides common industry definitions to facilitate the measurement of economic activity for the member countries of the

Accepted Answer

A)   European Union (EU) .
B)   United Nations (UN) .
C)   North American Free Trade Agreement (NAFT
A)  .
D)   North Atlantic Treaty Organization (NATO) .
E)   World Trade Organization (WTO) .F) A) and B)
G) All of the above

Question 6

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.F) B) and D)
G) B) and C)

Question 7

In a buying center, ________ affect the buying decision, usually by helping define the specifications for what is bought.

Accepted Answer

A)   gatekeepers
B)   deciders
C)   buyers
D)   influencers
E)   usersF) A) and B)
G) A) and C)

Question 8

Walmart asked that Procter & Gamble (P&G)  electronically link to its computerized cash register scanning system, allowing for direct electronic ordering and replenishing for all of its stores. This way, Walmart can tell P&G what merchandise it needs, along with how much, when, and to which store to deliver on a daily basis. Walmart is engaged in

Accepted Answer

A)   ISO 9000 certification.
B)   ISO 14000 certification.
C)   a supply partnership.
D)   sustainable development.
E)   cause marketing.F) A) and D)
G) C) and D)

Question 9

Organizational buying behavior is similar to consumer behavior in some ways and different in others. Common to both is that they

Accepted Answer

A)   use the same five stages in the buying decision process.
B)   use formal vendor rating when choosing among alternative brands.
C)   are affected by derived demand.
D)   have virtually unlimited options for suppliers.
E)   rely on gatekeepers to control product information.F) All of the above
G) A) and B)

Question 10

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

Accepted Answer

A)   expect a long time for a buying decision to be reached.
B)   neutralize the typically high levels of conflict.
C)   maintain flexibility, since specifications are likely to be changed several times before the buy is completed.
D)   be prepared to do some favors for the decision makers.
E)   expect to be the only supplier being considered.F) B) and D)
G) C) and E)

Question 11

Another name for an e-marketplace is a

Accepted Answer

A)   WebXChange.
B)   WebMart.
C)   E4B marketplace.
D)   C2C market forum.
E)   B2B exchange.F) B) and E)
G) B) and C)

Question 12

At which stage of the organizational buying decision process would design and production engineers draft specifications?

Accepted Answer

A)   problem recognition
B)   information search
C)   alternative evaluation
D)   purchase decision
E)   value analysisF) A) and E)
G) A) and C)

Question 13

Spruceland Millworks in Canada makes wood pallets for transporting and storing new appliances such as stoves, freezers, and refrigerators. The demand for Spruceland pallets would be classified as

Accepted Answer

A)   reactive demand, which is tied to primary economic drivers like the construction industry.
B)   unitary demand, which is tied to the average income level for Spruceland and its competitors.
C)   derived demand, which is tied to the sales of appliances.
D)   inelastic demand, which is tied to the cost of the components of the pallets.
E)   elastic demand, which is tied to the cost of the components of the pallets.F) A) and D)
G) B) and E)

Question 14

The acronym NAICS stands for

Accepted Answer

A)   National Association of Industrial Compliance Standards.
B)   National Association of Industrial Communication Systems.
C)   North American Industrial Communication Standards.
D)   North American Industry Classification System.
E)   North Atlantic Industrial Classification System.F) A) and C)
G) A) and D)

Question 15

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

Accepted Answer

A)   consideration
B)   evaluative
C)   decision
D)   alternative
E)   prepurchaseF) C) and D)
G) A) and B)

Question 16

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

Accepted Answer

The North American Industry Classificati...

Question 17

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

Accepted Answer

A)   deciders.
B)   obstructionists.
C)   gatekeepers.
D)   filters.
E)   influencers.F) B) and E)
G) A) and E)

Question 18

Organizational buying behavior is

Accepted Answer

A)   the actions consumers take in purchasing and using products and services, including the mental and social process that come before and after the action.
B)   the decision making process that organizations use to establish the need for products and services and identify, evaluate, and choose among alternative brands and suppliers.
C)   purchase behavior based upon derived demand.
D)   determining what to purchase and the quantity to purchase based upon the derived supply.
E)   the process that organizations use to purchase the raw materials and tools used in the manufacturing of a product.F) B) and E)
G) A) and D)

Question 19

In which type of auction is there a downward pressure on bid prices for the buyer's business as more would-be suppliers become involved?

Accepted Answer

A)   traditional auction
B)   vertical auction
C)   reverse auction
D)   horizontal auction
E)   reciprocal auctionF) B) and C)
G) A) and B)

Question 20

Archer Daniels Midland Co. (ADM)  is the world's largest cocoa-bean processor. It buys cocoa beans and converts them into cocoa powder and cocoa butter, which it then sells to companies like Hershey's that manufacture consumer products containing chocolate. ADM is operating in ________ market.

Accepted Answer

A)   a consumer
B)   a government
C)   an industrial
D)   a manufacturing
E)   a resellerF) A) and B)
G) None of the above

Exam 5: Understanding Organizations As Customers

In a buying center, ________ affect the buying decision, usually by helping define the specifications for what is bought.

Correct Answer
verified

The acronym NAICS stands for

Correct Answer
verified

NAICS provides common industry definitions to facilitate the measurement of economic activity for the member countries of the

Correct Answer
verified

Organizational buying behavior is similar to consumer behavior in some ways and different in others. Common to both is that they

Correct Answer
verified

Archer Daniels Midland Co. (ADM) is the world's largest cocoa-bean processor. It buys cocoa beans and converts them into cocoa powder and cocoa butter, which it then sells to companies like Hershey's that manufacture consumer products containing chocolate. ADM is operating in ________ market.

Correct Answer
verified

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

Correct Answer
verified

In organizations, the buying function involves gathering and screening information about products and services, prices, and suppliers, which are known as

Correct Answer
verified

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

Correct Answer
verified
The North American Industry Classificati...
View Answer

List seven common organizational buying criteria.

Correct Answer
verified
Key organizational buying criteria: (1) ...
View Answer

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

Correct Answer
verified

Correct Answer
verified

Another name for an e-marketplace is a

Correct Answer
verified

Spruceland Millworks in Canada makes wood pallets for transporting and storing new appliances such as stoves, freezers, and refrigerators. The demand for Spruceland pallets would be classified as

Correct Answer
verified

When Louisiana State University buys new laptops for its faculty, it is operating as

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

Organizational buying behavior is

Correct Answer
verified

At which stage of the organizational buying decision process would design and production engineers draft specifications?

Correct Answer
verified

In which type of auction is there a downward pressure on bid prices for the buyer's business as more would-be suppliers become involved?

Correct Answer
verified

Exam 5: Understanding Organizations As Customers

In a buying center, ________ affect the buying decision, usually by helping define the specifications for what is bought.

Correct AnswerverifiedShow Answer

The acronym NAICS stands for

Correct AnswerverifiedShow Answer

NAICS provides common industry definitions to facilitate the measurement of economic activity for the member countries of the

Correct AnswerverifiedShow Answer

Organizational buying behavior is similar to consumer behavior in some ways and different in others. Common to both is that they

Correct AnswerverifiedShow Answer

Archer Daniels Midland Co. (ADM) is the world's largest cocoa-bean processor. It buys cocoa beans and converts them into cocoa powder and cocoa butter, which it then sells to companies like Hershey's that manufacture consumer products containing chocolate. ADM is operating in ________ market.

Correct AnswerverifiedShow Answer

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

Correct AnswerverifiedShow Answer

In organizations, the buying function involves gathering and screening information about products and services, prices, and suppliers, which are known as

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedThe North American Industry Classificati...View AnswerShow Answer

List seven common organizational buying criteria.

Correct AnswerverifiedKey organizational buying criteria: (1) ...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Another name for an e-marketplace is a

Correct AnswerverifiedShow Answer

Spruceland Millworks in Canada makes wood pallets for transporting and storing new appliances such as stoves, freezers, and refrigerators. The demand for Spruceland pallets would be classified as

Correct AnswerverifiedShow Answer

When Louisiana State University buys new laptops for its faculty, it is operating as

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Organizational buying behavior is

Correct AnswerverifiedShow Answer

At which stage of the organizational buying decision process would design and production engineers draft specifications?

Correct AnswerverifiedShow Answer

In which type of auction is there a downward pressure on bid prices for the buyer's business as more would-be suppliers become involved?

Correct AnswerverifiedShow Answer

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The North American Industry Classificati...
View Answer

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Key organizational buying criteria: (1) ...
View Answer

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