Question 1

Describe the three types of organizational markets and give examples of each.

Accepted Answer

There are three types of organizational ...

Question 2

What type of online auction includes one seller and many buyers?

Accepted Answer

A)   forward auction
B)   reverse auction
C)   traditional auction
D)   vertical auction
E)   bidder's warF) None of the above
G) A) and B)

Question 3

The primary organizational buying objective for business firms is to

Accepted Answer

A)   create an atmosphere of inclusiveness.
B)   help smaller companies stay in business.
C)   increase the efficiency of its buyers.
D)   help the firm increase profitability.
E)   turn inventory.F) C) and D)
G) B) and E)

Question 4

A reorder of an existing product or service from a list of acceptable suppliers is referred to as a

Accepted Answer

A)   new buy.
B)   straight rebuy.
C)   modified rebuy.
D)   standard reorder.
E)   make-buy.F) A) and E)
G) B) and D)

Question 5

For routine orders within the buying center, the decider is usually

Accepted Answer

A)   the buyer or purchasing manager.
B)   the CEO.
C)   the COO.
D)   the head of R&D.
E)   the customer.F) C) and E)
G) C) and D)

Question 6

Explain the differences between independent e-marketplaces and private exchanges.

Accepted Answer

Both are forms of e-marketplaces. Indepe...

Question 7

A straight rebuy is ________ while a modified rebuy is ________.

Accepted Answer

A)   an exchange; a resale
B)   a routine reorder; an exchange
C)   a first-time order; a routine reorder
D)   a changed order; a first-time order
E)   a routine reorder; a changed orderF) A) and D)
G) B) and E)

Question 8

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

Accepted Answer

A)   try to reach tens of millions of wholesalers, retailers, and government units.
B)   are restricted to far fewer buyers.
C)   hope to obtain similar numbers of business customers, or even more.
D)   do not have customers, per se.
E)   also must sell to ultimate consumers because of the market potential.F) B) and D)
G) None of the above

Question 9

A reverse auction refers to an online auction

Accepted Answer

A)   where firms may sell their overstock-unused raw materials, packaging, and tools-to the highest bidder.
B)   in which a manufacturer offers to share its facilities, inventory, or services with other smaller firms that are invited to bid in competition with each other.
C)   in which a smaller manufacturer seeks to share the facilities, inventory, or services of a larger firm, and invites those firms to bid in competition with each other.
D)   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.
E)   where firms seek to purchase other firms' overstock-unused raw materials, packaging, and tools-while trying to find the lowest price possible.F) B) and D)
G) B) and C)

Question 10

eBay Business Supply is an example of

Accepted Answer

A)   a webfront operation.
B)   a clicks-and-mortar store.
C)   an e-marketplace.
D)   an integrated market.
E)   an iMarket.F) B) and C)
G) None of the above

Question 11

A computer company salesperson invites the IT managers of its top 10 customers (in terms of dollar sales)  to view a demonstration of the firm's new product line, so the salesperson can obtain their opinions regarding various options and configurations that could be offered. These IT managers are most likely to be the ________ of their organizations' buying centers.

Accepted Answer

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

Question 12

A buying center refers to

Accepted Answer

A)   an online trading community that brings together buyers and supplier organizations to make possible the real time exchange of information, money, products, and services.
B)   the department within a firm responsible for the logistics of placing, tracking, and delivering orders to other departments within the firm.
C)   the department within a firm responsible for the logistics of placing, tracking, and delivering orders to ultimate consumers.
D)   the group of people within an organization who participate in the buying process and share common goals, risks, and knowledge important to a purchase decision.
E)   the department within a firm that allows purchases to be made from a centralized location from multiple vendors at the same time.F) B) and C)
G) A) and C)

Question 13

Airbus manufactures commercial aircraft that it sells to a variety of airlines worldwide. Still, demand for its products often depends on rates of air travel among consumers. Demand for Airbus products is referred to as ________ demand.

Accepted Answer

A)   unitized
B)   reseller
C)   applied
D)   implied
E)   derivedF) A) and B)
G) All of the above

Question 14

Organizational buyers are

Accepted Answer

A)   wholesalers, retailers, and service companies that buy goods and services exclusively for resale.
B)   any organization that buys products and services for their own use or for resale.
C)   not-for-profit organizations that buy goods and services for their own use.
D)   firms that typically buy physical goods and resell them again without any reprocessing.
E)   all buyers in a nation including ultimate consumers.F) B) and D)
G) B) and C)

Question 15

The people in the organization who actually consumer the product or service are referred to as ________, which is one role in the buying center.

Accepted Answer

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

Question 16

When JCPMedia buys paper for JCPenney newspaper inserts, it considers suppliers' forest management and other sustainability practices. JCPMedia buyers consider these as part of the process to

Accepted Answer

A)   fulfill profit responsibilities.
B)   formally evaluate paper supplier capabilities.
C)   eliminate the need for online purchasing.
D)   shorten the value chain.
E)   fulfill the auditing role.F) A) and B)
G) A) and E)

Question 17

If General Motors (GM)  agrees to purchases Borg-Warner transmissions, and Borg-Warner agrees to 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)   reciprocityF) B) and C)
G) C) and D)

Question 18

Beth is part owner of a chain of auto repair shops. Her company was considering adding tire sales in some of its facilities, and several people were slated to meet to discuss the idea. Beth gathered information about possible distributors. Her son had been laid off from a job with one of them, so she removed this company from the group she was preparing to present to the others. Here, Beth was acting in what role in the buying center?

Accepted Answer

A)   gatekeeper
B)   decider
C)   user
D)   obstructionist
E)   power brokerF) B) and C)
G) B) and E)

Question 19

Within the buying center, deciders 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.F) A) and B)
G) A) and C)

Question 20

All of the following people are part of the Trek buying center except which?

Accepted Answer

A)   Trek executives
B)   production workers
C)   representatives from research and development
D)   quality control employees
E)   a purchasing managerF) B) and E)
G) B) and D)

Exam 5: Understanding Organizations As Customers

Describe the three types of organizational markets and give examples of each.

Correct Answer
verified
There are three types of organizational ...
View Answer

What type of online auction includes one seller and many buyers?

Correct Answer
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Explain the differences between independent e-marketplaces and private exchanges.

Correct Answer
verified
Both are forms of e-marketplaces. Indepe...
View Answer

Correct Answer
verified

eBay Business Supply is an example of

Correct Answer
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The people in the organization who actually consumer the product or service are referred to as ________, which is one role in the buying center.

Correct Answer
verified

The primary organizational buying objective for business firms is to

Correct Answer
verified

Within the buying center, deciders are people who

Correct Answer
verified

For routine orders within the buying center, the decider is usually

Correct Answer
verified

A reverse auction refers to an online auction

Correct Answer
verified

A reorder of an existing product or service from a list of acceptable suppliers is referred to as a

Correct Answer
verified

Airbus manufactures commercial aircraft that it sells to a variety of airlines worldwide. Still, demand for its products often depends on rates of air travel among consumers. Demand for Airbus products is referred to as ________ demand.

Correct Answer
verified

Organizational buyers are

Correct Answer
verified

A buying center refers to

Correct Answer
verified

When JCPMedia buys paper for JCPenney newspaper inserts, it considers suppliers' forest management and other sustainability practices. JCPMedia buyers consider these as part of the process to

Correct Answer
verified

A straight rebuy is while a modified rebuy is .

Correct Answer
verified

All of the following people are part of the Trek buying center except which?

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

Exam 5: Understanding Organizations As Customers

Describe the three types of organizational markets and give examples of each.

Correct AnswerverifiedThere are three types of organizational ...View AnswerShow Answer

What type of online auction includes one seller and many buyers?

Correct AnswerverifiedShow Answer

Explain the differences between independent e-marketplaces and private exchanges.

Correct AnswerverifiedBoth are forms of e-marketplaces. Indepe...View AnswerShow Answer

Correct AnswerverifiedShow Answer

eBay Business Supply is an example of

Correct AnswerverifiedShow Answer

The people in the organization who actually consumer the product or service are referred to as ________, which is one role in the buying center.

Correct AnswerverifiedShow Answer

The primary organizational buying objective for business firms is to

Correct AnswerverifiedShow Answer

Within the buying center, deciders are people who

Correct AnswerverifiedShow Answer

For routine orders within the buying center, the decider is usually

Correct AnswerverifiedShow Answer

A reverse auction refers to an online auction

Correct AnswerverifiedShow Answer

A reorder of an existing product or service from a list of acceptable suppliers is referred to as a

Correct AnswerverifiedShow Answer

Airbus manufactures commercial aircraft that it sells to a variety of airlines worldwide. Still, demand for its products often depends on rates of air travel among consumers. Demand for Airbus products is referred to as ________ demand.

Correct AnswerverifiedShow Answer

Organizational buyers are

Correct AnswerverifiedShow Answer

A buying center refers to

Correct AnswerverifiedShow Answer

When JCPMedia buys paper for JCPenney newspaper inserts, it considers suppliers' forest management and other sustainability practices. JCPMedia buyers consider these as part of the process to

Correct AnswerverifiedShow Answer

A straight rebuy is ________ while a modified rebuy is ________.

Correct AnswerverifiedShow Answer

All of the following people are part of the Trek buying center except which?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct Answer
verified
There are three types of organizational ...
View Answer

Correct Answer
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Correct Answer
verified
Both are forms of e-marketplaces. Indepe...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
verified

Correct Answer
verified

A straight rebuy is while a modified rebuy is .

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified

Correct Answer
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