Question 1

In the construction industry, an independent trading community such as Buzzsaw.com or Cephren.com enables a general contractor to manage and coordinate the many suppliers, subcontractors, architects, and engineers necessary to complete a project. Buzzsaw.com and Cephren.com are examples of

Accepted Answer

A)   Webfronts.
B)   web chains.
C)   X-changes.
D)   e-syndicates.
E)   e-marketplaces.F) B) and D)
G) C) and E)

Question 2

Apple Inc. custom-orders the microprocessors for its iMac and MacBook from Intel, which works with Apple to minimize costs for each type of chip while maximizing quality, ultimately giving customers good value for their money. This in an examples of a

Accepted Answer

A)   symbiotic partnership.
B)   make-buy decision.
C)   reciprocal agreement.
D)   supply partnership.
E)   tying arrangement.F) None of the above
G) B) and C)

Question 3

In terms of organizational markets, Amazon.com, Lands' End, and JCPenney would most likely be classified as

Accepted Answer

A)   government units.
B)   resellers.
C)   manufacturers.
D)   wholesalers.
E)   industrial firms.F) A) and B)
G) A) and C)

Question 4

A sales representative for a pharmaceutical company visits the doctor's office, hoping to explain a new drug to the doctor. However, the office receptionist explains that the doctor is with patients and will not be able to see the sales rep. The receptionist is acting as

Accepted Answer

A)   a user.
B)   an influencer.
C)   a buyer.
D)   a decider.
E)   a gatekeeper.F) C) and E)
G) B) and E)

Question 5

There are seven commonly used organizational buying criteria. One of them is

Accepted Answer

A)   flexibility.
B)   technical capability.
C)   adherence to government regulation.
D)   senior management directives.
E)   consumer awareness.F) All of the above
G) B) and C)

Question 6

Business-to-business marketing refers to

Accepted Answer

A)   the marketing of goods to companies, governments, or ultimate consumers for use in the creation of goods and services.
B)   the marketing of products to not-for-profit organizations at a reduced fee or nominal cost for use in the creation of goods and services that they can produce and market to others.
C)   the marketing of products and services to companies, governments, or not-for-profit organizations for use in the creation of products that they can produce and market to others.
D)   the marketing of services in the area of intellectual property such as legal, financial, or creative consulting.
E)   the marketing of an idea to create interest or generate goodwill, not just for an individual brand but also for an entire industry or product class.F) B) and E)
G) B) and C)

Question 7

A firm that reprocesses a product or service it buys before selling the product again to the next buyer is referred to as

Accepted Answer

A)   an industrial firm.
B)   a reseller firm.
C)   a government agency.
D)   a wholesaler.
E)   a retailer.F) None of the above
G) A) and E)

Question 8

For e-marketplaces, large companies tend to favor ________ that link them with their network of qualified suppliers and customers.

Accepted Answer

A)   centralized markets
B)   decentralized markets
C)   private exchanges
D)   segregated markets
E)   independent trading communitiesF) B) and D)
G) None of the above

Question 9

The American Red Cross provides disaster relief, among many other services. As a nonprofit organization, its primary buying objective is to

Accepted Answer

A)   increase profits through reducing costs.
B)   increase profits through increasing donations.
C)   diversify its services mix to survive an economic downturn.
D)   meet the needs of those affected by disasters.
E)   maintain purchase levels to support its suppliers.F) B) and D)
G) A) and C)

Question 10

On a visit to Conner Industries, a West Plains Band Saw salesperson heard a production employee saying, "This band saw has a 36-inch wheel that could really save us time, and with its adjustable height, it can be operated by someone tall like me as well as by our shorter workers. I bet this would speed up my production time by 30 percent. Why don't we order this band saw?" The person the salesperson heard giving input has which buying center role?

Accepted Answer

A)   purchasing agent
B)   decider
C)   buyer
D)   user
E)   motivatorF) A) and D)
G) A) and C)

Question 11

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

Accepted Answer

A)   specifications to be changed many times before the buy is completed.
B)   a lot of conflict.
C)   many people to be involved in the purchase decision.
D)   to have to do some favors for the decision makers.
E)   to receive confirmation of a contract quickly.F) A) and D)
G) B) and D)

Question 12

Corning, Inc., which transforms an exotic blend of materials to create optical fiber capable of carrying much of the telephone traffic in the United States on a single strand, is operating in ________ market.

Accepted Answer

A)   a consumer
B)   a government
C)   a service
D)   a reseller
E)   an industrialF) C) and E)
G) All of the above

Question 13

The objective attributes of the supplier's products and services and the capabilities of the supplier itself are collectively referred to as

Accepted Answer

A)   the supplier consideration set.
B)   derived demand factors.
C)   evaluative criteria.
D)   performance metrics.
E)   organizational buying criteria.F) B) and D)
G) None of the above

Question 14

The first stage in the organizational buying decision process is

Accepted Answer

A)   information search.
B)   antecedent states.
C)   alternative evaluation.
D)   purchase decision.
E)   problem recognition.F) A) and B)
G) All of the above

Question 15

When a seller puts an item up for sale and would-be buyers are invited to bid in competition with one another, it is referred to as

Accepted Answer

A)   a reverse auction.
B)   a traditional auction.
C)   a bidder's war.
D)   an e-auction.
E)   a Webfront auction.F) C) and D)
G) B) and D)

Question 16

Which of the following statements about marketing mix characteristics in organizational buying behavior is most accurate?

Accepted Answer

A)   Few large transactions are made over the Internet.
B)   The actual buyer retains all of the influence in the buying decision.
C)   Advertising is very simplistic in nature.
D)   Direct selling to organizational buyers is the rule.
E)   Only finished goods need a developed marketing mix; resellers need worry just about the transaction.F) A) and B)
G) D) and E)

Question 17

Which of the following possible characteristics of consumer buying is least likely to enter into an organizational buying decision?

Accepted Answer

A)   comparison of product performance with expectations
B)   purchase decisions based on the highest overall evaluation
C)   alternatives evaluated on important criteria
D)   information gathered from internal and external searches
E)   problem recognition triggered by self-actualization motivesF) A) and D)
G) B) and D)

Question 18

A supply partnership refers to

Accepted Answer

A)   an arrangement a manufacturer makes with a reseller to handle only its products and not those of competitors.
B)   the illegal practice of refusing to purchase a seller's products unless the seller agrees not to purchase that product or any similar products from any other buyer.
C)   a supplier that requires a buyer purchasing some products from it to also buy others.
D)   a relationship that exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost of or increasing the value of products and services delivered to the ultimate consumer.
E)   the practice whereby a seller requires the purchaser of one product to also buy another item in the line.F) B) and D)
G) B) and C)

Question 19

At the weekly meeting for Choice Hotels, 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 a different advertising medium that the other hotel chains are not using now." The purchase of this advertising on an alternative medium would be an example of

Accepted Answer

A)   a new buy.
B)   a straight rebuy.
C)   a converted rebuy.
D)   a modified rebuy.
E)   an initial buy.F) B) and D)
G) A) and B)

Question 20

The North American Industry Classification System (NAICS)  designates industries with a numerical code in a defined structure. A six-digit coding system is used. The fifth digit designates

Accepted Answer

A)   an industry subsector.
B)   an industry group.
C)   a specific industry.
D)   an individual country-level national industry.
E)   a sector of the economy.F) B) and C)
G) None of the above

Exam 5: Understanding Organizations As Customers

Corning, Inc., which transforms an exotic blend of materials to create optical fiber capable of carrying much of the telephone traffic in the United States on a single strand, is operating in ________ market.

Correct Answer
verified

Correct Answer
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The objective attributes of the supplier's products and services and the capabilities of the supplier itself are collectively referred to as

Correct Answer
verified

Apple Inc. custom-orders the microprocessors for its iMac and MacBook from Intel, which works with Apple to minimize costs for each type of chip while maximizing quality, ultimately giving customers good value for their money. This in an examples of a

Correct Answer
verified

The first stage in the organizational buying decision process is

Correct Answer
verified

For e-marketplaces, large companies tend to favor ________ that link them with their network of qualified suppliers and customers.

Correct Answer
verified

Which of the following statements about marketing mix characteristics in organizational buying behavior is most accurate?

Correct Answer
verified

There are seven commonly used organizational buying criteria. One of them is

Correct Answer
verified

A supply partnership refers to

Correct Answer
verified

Which of the following possible characteristics of consumer buying is least likely to enter into an organizational buying decision?

Correct Answer
verified

Business-to-business marketing refers to

Correct Answer
verified

When a seller puts an item up for sale and would-be buyers are invited to bid in competition with one another, it is referred to as

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

A firm that reprocesses a product or service it buys before selling the product again to the next buyer is referred to as

Correct Answer
verified

The North American Industry Classification System (NAICS) designates industries with a numerical code in a defined structure. A six-digit coding system is used. The fifth digit designates

Correct Answer
verified

In the construction industry, an independent trading community such as Buzzsaw.com or Cephren.com enables a general contractor to manage and coordinate the many suppliers, subcontractors, architects, and engineers necessary to complete a project. Buzzsaw.com and Cephren.com are examples of

Correct Answer
verified

In terms of organizational markets, Amazon.com, Lands' End, and JCPenney would most likely be classified as

Correct Answer
verified

A sales representative for a pharmaceutical company visits the doctor's office, hoping to explain a new drug to the doctor. However, the office receptionist explains that the doctor is with patients and will not be able to see the sales rep. The receptionist is acting as

Correct Answer
verified

The American Red Cross provides disaster relief, among many other services. As a nonprofit organization, its primary buying objective is to

Correct Answer
verified

Exam 5: Understanding Organizations As Customers

Corning, Inc., which transforms an exotic blend of materials to create optical fiber capable of carrying much of the telephone traffic in the United States on a single strand, is operating in ________ market.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The objective attributes of the supplier's products and services and the capabilities of the supplier itself are collectively referred to as

Correct AnswerverifiedShow Answer

Apple Inc. custom-orders the microprocessors for its iMac and MacBook from Intel, which works with Apple to minimize costs for each type of chip while maximizing quality, ultimately giving customers good value for their money. This in an examples of a

Correct AnswerverifiedShow Answer

The first stage in the organizational buying decision process is

Correct AnswerverifiedShow Answer

For e-marketplaces, large companies tend to favor ________ that link them with their network of qualified suppliers and customers.

Correct AnswerverifiedShow Answer

Which of the following statements about marketing mix characteristics in organizational buying behavior is most accurate?

Correct AnswerverifiedShow Answer

There are seven commonly used organizational buying criteria. One of them is

Correct AnswerverifiedShow Answer

A supply partnership refers to

Correct AnswerverifiedShow Answer

Which of the following possible characteristics of consumer buying is least likely to enter into an organizational buying decision?

Correct AnswerverifiedShow Answer

Business-to-business marketing refers to

Correct AnswerverifiedShow Answer

When a seller puts an item up for sale and would-be buyers are invited to bid in competition with one another, it is referred to as

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

A firm that reprocesses a product or service it buys before selling the product again to the next buyer is referred to as

Correct AnswerverifiedShow Answer

The North American Industry Classification System (NAICS) designates industries with a numerical code in a defined structure. A six-digit coding system is used. The fifth digit designates

Correct AnswerverifiedShow Answer

In the construction industry, an independent trading community such as Buzzsaw.com or Cephren.com enables a general contractor to manage and coordinate the many suppliers, subcontractors, architects, and engineers necessary to complete a project. Buzzsaw.com and Cephren.com are examples of

Correct AnswerverifiedShow Answer

In terms of organizational markets, Amazon.com, Lands' End, and JCPenney would most likely be classified as

Correct AnswerverifiedShow Answer

A sales representative for a pharmaceutical company visits the doctor's office, hoping to explain a new drug to the doctor. However, the office receptionist explains that the doctor is with patients and will not be able to see the sales rep. The receptionist is acting as

Correct AnswerverifiedShow Answer

The American Red Cross provides disaster relief, among many other services. As a nonprofit organization, its primary buying objective is to

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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