Question 1

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 a(n)

Accepted Answer

A)  user.
B)  influencer.
C)  buyer.
D)  decider.
E)  gatekeeper.F) A) and D)
G) None of the above

Question 2

The practice of ________,which can affect the normal operation of the free market and limit the flexibility of buyers,is disapproved of by the U.S.Justice Department.

Accepted Answer

A)  tying agreements
B)  just-in-time procurement
C)  quid pro quo
D)  supply partnerships
E)  reciprocityF) A) and D)
G) None of the above

Question 3

Important characteristics in organizational buying include which of the following?

Accepted Answer

A)  Products are technical in nature and purchased on the basis of specifications.
B)  A heavy emphasis is placed on maintaining standardization to keep costs down.
C)  Coupons and contests are the most frequent forms of promotion.
D)  A fixed,nonnegotiable price is the norm.
E)  Personal relationships are preferred to online buying over the Internet.F) A) and C)
G) A) and B)

Question 4

The existence of reciprocal arrangements,the long-term contracts,and the buyer-seller relationships that can 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)  the nature of relationships between buyers and sellers in organizational buying.
E)  activities that result from extreme competition between manufacturers when there are too few suppliers.F) D) and E)
G) B) and C)

Question 5

Although the U.S.Justice Department frowns on ________ because it restricts the normal operation of a free market,it is still legal for two companies to have an agreement to buy one another's products.

Accepted Answer

A)  reciprocity
B)  tying agreements
C)  just-in-time procurement
D)  quid pro quo
E)  supply partnershipsF) B) and D)
G) B) and C)

Question 6

The City of Denver contracts with Solid Waste Management to provide trash collection services for its citizens.The city is operating as a(n)

Accepted Answer

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

Question 7

The system that provides common industry definitions for Canada,Mexico,and the United States,which makes it easier to measure economic activity in the three member countries of the North American Free Trade Agreement (NAFTA) ,is referred to as the

Accepted Answer

A)  Standard Industrial Code System (SICS) .
B)  United Nations Central Product Classification System (UNCPCS) .
C)  National Codes of Industry System (NCIS) .
D)  North American Industry Classification System (NAICS) .
E)  Federal System of International Organizations (FSIO) .F) D) and E)
G) A) and B)

Question 8

Organizational buyers include manufacturers,wholesalers,retailers,service companies,not-for-profit organizations,and government agencies that

Accepted Answer

A)  purchase exclusively from one supplier.
B)  are exempt from state and local taxes.
C)  sell directly to ultimate consumers.
D)  sell goods and services for their own use.
E)  buy products and services for their own use or for resale.F) C) and D)
G) A) and B)

Question 9

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

Accepted Answer

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

Question 10

Which of the following characterizes organizational buyer-seller relationships?

Accepted Answer

A)  Purchases are often made after brief negotiations if any.
B)  Supply partnerships may eventually develop.
C)  Short-term contracts are often prevalent.
D)  Reciprocal arrangements provide the most flexibility to buyer and seller.
E)  Delivery schedules are less important than production capacity.F) D) and E)
G) A) and B)

Question 11

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 a(n)

Accepted Answer

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

Question 12

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 such as 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)  resellerF) B) and C)
G) B) and E)

Question 13

Starbucks purchases from coffee growers located in more than 20 countries.It pays the coffee farmers a fair price for the beans,the coffee is grown in an ecologically sound manner,and Starbucks invests in the farming communities where its coffees are produced.This is an example of

Accepted Answer

A)  green marketing.
B)  ISO 14000 certification.
C)  sustainable procurement.
D)  ecological procurement.
E)  cause marketing.F) A) and C)
G) A) and B)

Question 14

A supply partnership exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of

Accepted Answer

A)  putting competitors of both buyers and sellers out of business.
B)  lowering costs and increasing profits for the supplier.
C)  lowering costs or increasing value of products or services to the ultimate consumer.
D)  creating a single channel of distribution.
E)  creating an exclusionary relationship from all other buyers and sellers.F) D) and E)
G) A) and B)

Question 15

Comparing the stages in a consumer and organizational purchase decision process reveals key differences.In organizations,the ________ stage is more formal,often involving a vendor rating system.

Accepted Answer

A)  problem recognition
B)  information search
C)  purchase decision
D)  postpurchase evaluation
E)  performance reviewF) A) and B)
G) A) and C)

Question 16

Figure 6-4
 
-Figure 6-4 above shows the three buy classes encountered by organizational buyers.A is referred to as a

Accepted Answer

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

Question 17

The primary reason companies have placed an emphasis on buying from minority- and women-owned suppliers and vendors is

Accepted Answer

A)  new federal government regulations require it.
B)  they can help a firm meet or exceed its objectives in sales,profits,or customer satisfaction.
C)  it is a socially responsible action expected of leading organizations.
D)  it can attract new target markets.
E)  these companies will work harder for less money.F) D) and E)
G) None of the above

Question 18

Federal,state,and local agencies that buy products and services for the constituents they serve are referred to as

Accepted Answer

A)  industrial markets.
B)  reseller markets.
C)  consumer markets.
D)  government units.
E)  global markets.F) A) and D)
G) A) and C)

Question 19

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) C) and D)
G) None of the above

Question 20

Buy classes refer to the three types of organizational buying situations:

Accepted Answer

A)  buy,lease,and rent.
B)  new buy,make,and reprocess.
C)  manufacturing contracts,consulting contracts,service contracts.
D)  new buy,straight rebuy,and modified rebuy.
E)  new buy,refurbish,and used buy.F) A) and E)
G) B) and E)

Exam 6: Understanding Organizations As Customers

The primary reason companies have placed an emphasis on buying from minority- and women-owned suppliers and vendors is

Correct Answer
verified

Important characteristics in organizational buying include which of the following?

Correct Answer
verified

Buy classes refer to the three types of organizational buying situations:

Correct Answer
verified

The system that provides common industry definitions for Canada,Mexico,and the United States,which makes it easier to measure economic activity in the three member countries of the North American Free Trade Agreement (NAFTA) ,is referred to as the

Correct Answer
verified

Which of the following characterizes organizational buyer-seller relationships?

Correct Answer
verified

Correct Answer
verified

The existence of reciprocal arrangements,the long-term contracts,and the buyer-seller relationships that can evolve into supply partnerships,are all examples of

Correct Answer
verified

The practice of ________,which can affect the normal operation of the free market and limit the flexibility of buyers,is disapproved of by the U.S.Justice Department.

Correct Answer
verified

Organizational buyers include manufacturers,wholesalers,retailers,service companies,not-for-profit organizations,and government agencies that

Correct Answer
verified

Federal,state,and local agencies that buy products and services for the constituents they serve are referred to as

Correct Answer
verified

A supply partnership exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of

Correct Answer
verified

Figure 6-4 -Figure 6-4 above shows the three buy classes encountered by organizational buyers.A is referred to as a

Correct Answer
verified

The City of Denver contracts with Solid Waste Management to provide trash collection services for its citizens.The city is operating as a(n)

Correct Answer
verified

Although the U.S.Justice Department frowns on ________ because it restricts the normal operation of a free market,it is still legal for two companies to have an agreement to buy one another's products.

Correct Answer
verified

Starbucks purchases from coffee growers located in more than 20 countries.It pays the coffee farmers a fair price for the beans,the coffee is grown in an ecologically sound manner,and Starbucks invests in the farming communities where its coffees are produced.This is an example of

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 a(n)

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

Comparing the stages in a consumer and organizational purchase decision process reveals key differences.In organizations,the ________ stage is more formal,often involving a vendor rating system.

Correct Answer
verified

Another name for an e-marketplace is a

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

The primary reason companies have placed an emphasis on buying from minority- and women-owned suppliers and vendors is

Correct AnswerverifiedShow Answer

Important characteristics in organizational buying include which of the following?

Correct AnswerverifiedShow Answer

Buy classes refer to the three types of organizational buying situations:

Correct AnswerverifiedShow Answer

The system that provides common industry definitions for Canada,Mexico,and the United States,which makes it easier to measure economic activity in the three member countries of the North American Free Trade Agreement (NAFTA) ,is referred to as the

Correct AnswerverifiedShow Answer

Which of the following characterizes organizational buyer-seller relationships?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The existence of reciprocal arrangements,the long-term contracts,and the buyer-seller relationships that can evolve into supply partnerships,are all examples of

Correct AnswerverifiedShow Answer

The practice of ________,which can affect the normal operation of the free market and limit the flexibility of buyers,is disapproved of by the U.S.Justice Department.

Correct AnswerverifiedShow Answer

Organizational buyers include manufacturers,wholesalers,retailers,service companies,not-for-profit organizations,and government agencies that

Correct AnswerverifiedShow Answer

Federal,state,and local agencies that buy products and services for the constituents they serve are referred to as

Correct AnswerverifiedShow Answer

A supply partnership exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of

Correct AnswerverifiedShow Answer

Figure 6-4 -Figure 6-4 above shows the three buy classes encountered by organizational buyers.A is referred to as a

Correct AnswerverifiedShow Answer

The City of Denver contracts with Solid Waste Management to provide trash collection services for its citizens.The city is operating as a(n)

Correct AnswerverifiedShow Answer

Although the U.S.Justice Department frowns on ________ because it restricts the normal operation of a free market,it is still legal for two companies to have an agreement to buy one another's products.

Correct AnswerverifiedShow Answer

Starbucks purchases from coffee growers located in more than 20 countries.It pays the coffee farmers a fair price for the beans,the coffee is grown in an ecologically sound manner,and Starbucks invests in the farming communities where its coffees are produced.This is an example of

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 a(n)

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Comparing the stages in a consumer and organizational purchase decision process reveals key differences.In organizations,the ________ stage is more formal,often involving a vendor rating system.

Correct AnswerverifiedShow Answer

Another name for an e-marketplace is a

Correct AnswerverifiedShow Answer

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verified

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