Question 1

Cassidy is part of the buying center for a large manufacturer.Her field of expertise is logistics,and she is responsible for choosing transportation providers for the company.A sales representative for Yellow Roadway,a successful trucking firm,regularly buys Cassidy's secretary lunch.The representative does this because she views the secretary as a(n) ________ and wants to be sure that information about her company reaches Cassidy.

Accepted Answer

A)  gatekeeper
B)  decider
C)  influencer
D)  obstructionist
E)  power brokerF) A) and B)
G) None of the above

Question 2

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 B)
G) B) and E)

Question 3

A university's marketing department typically purchases backpacks with its logo embroidered on them for all incoming freshmen.This year,because the faculty has heard complaints,the marketing chair wants to buy similar backpacks but find one that is a little more durable.This is an example of a

Accepted Answer

A)  new buy.
B)  straight rebuy.
C)  make-buy.
D)  modified rebuy.
E)  standard reorder.F) A) and D)
G) None of the above

Question 4

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

Accepted Answer

A)  flexibility.
B)  past performance on contracts.
C)  adherence to government regulation.
D)  senior management directives.
E)  consumer demand.F) A) and D)
G) C) and E)

Question 5

An assistant heard his supervisor in the supply room yell,"Call Crate & Barrel.We need another case of its large coffee mugs for the conference next week." The supervisor was asking the assistant to make a

Accepted Answer

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

Question 6

Because orders in organizational buying are typically much larger than in consumer buying,buyers must often ________ when the order is above a specific amount,such as $5,000.

Accepted Answer

A)  pay estimated sales taxes in advance
B)  move up the time required to execute a purchase agreement
C)  get competitive bids from at least three prospective suppliers
D)  forgo the purchase because senior management is unlikely to approve it
E)  create separate orders in amounts less than a certain thresholdF) D) and E)
G) A) and E)

Question 7

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

Accepted Answer

A)  production capacity.
B)  loyalty.
C)  flexibility.
D)  adaptability.
E)  quick and efficient communication.F) All of the above
G) A) and B)

Question 8

What type of online auction includes one buyer and many sellers?

Accepted Answer

A)  forward auction
B)  reverse auction
C)  include
D)  traditional auction
E)  vertical auctionF) bidder's warG) A) and C)
H) B) and F)

Question 9

During late summer and early fall,there is a large demand for containers in Asia that are used to ship consumer products from Asia to the United States in time for the holiday selling season.The demand for these containers is referred to as ________ demand.

Accepted Answer

A)  unitized
B)  derived
C)  reseller
D)  applied
E)  impliedF) C) and E)
G) A) and D)

Question 10

Merrill Lynch and Thompson Financial had a three-year,$1 billion project that put workstations on the desks of 25,000 of Merrill Lynch's brokers.These machines put the world of investing information at brokers' fingertips.Thompson,the supplier,was obliged to not only deliver technology and services on time and on budget,but also constantly improve customer-satisfaction levels among Merrill Lynch's brokers and customers.This is an example of

Accepted Answer

A)  a reciprocity agreement.
B)  exclusive dealing.
C)  supplier alliance.
D)  a buyer-seller relationship.
E)  a tying arrangement.F) All of the above
G) A) and E)

Question 11

Purchasing paper for JCPMedia is one example of

Accepted Answer

A)  organizational buying.
B)  online buying.
C)  on-time delivery.
D)  derived demand.
E)  cooperative selling.F) A) and E)
G) A) and C)

Question 12

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 C)
G) C) and D)

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) C) and D)
G) A) and E)

Question 14

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) None of the above
G) A) and B)

Question 15

Business-to-business buying over the Internet

Accepted Answer

A)  is nearly equivalent to consumer electronic commerce when measured by the total dollar value of all online transactions.
B)  is at least twice as large as consumer online buying when measured by the total dollar value of all online transactions.
C)  has dramatically decreased since face-to-face communication between a firm's sales force and its potential customers is so important.
D)  is impossible to estimate since companies will not share procurement information.
E)  has never been popular since it presents massive security risks for companies.F) A) and D)
G) A) and C)

Question 16

Reverse auctions

Accepted Answer

A)  are buyer-initiated.
B)  benefit the sellers significantly more than the buyers.
C)  have an increasing number of buyers as the auction progresses.
D)  do not allow sequential bidding.
E)  have many buyers at the start of the auction.F) C) and D)
G) A) and D)

Question 17

Derived demand means the demand for industrial products and services is driven by,or derived from,the

Accepted Answer

A)  NAICS statistical models.
B)  gross national product.
C)  demand for consumer products and services.
D)  demand for industrial products in other categories or markets.
E)  demand for government products and services.F) None of the above
G) A) and E)

Question 18

Identify and describe the five roles an individual can play in a buying center.

Accepted Answer

There are five roles an individual can p...

Question 19

Online buying in organizational markets is prominent because Internet technology

Accepted Answer

A)  allows companies to increase their innovation cycles.
B)  substantially increases brand loyalty.
C)  conveys timely information quickly.
D)  narrows the potential customer base for many products.
E)  eliminates marketing costs.F) A) and C)
G) B) and D)

Question 20

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) All of the above
G) A) and B)

Exam 6: Understanding Organizations As Customers

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

Correct Answer
verified

During late summer and early fall,there is a large demand for containers in Asia that are used to ship consumer products from Asia to the United States in time for the holiday selling season.The demand for these containers is referred to as ________ demand.

Correct Answer
verified

Because orders in organizational buying are typically much larger than in consumer buying,buyers must often ________ when the order is above a specific amount,such as $5,000.

Correct Answer
verified

An assistant heard his supervisor in the supply room yell,"Call Crate & Barrel.We need another case of its large coffee mugs for the conference next week." The supervisor was asking the assistant to make a

Correct Answer
verified

A university's marketing department typically purchases backpacks with its logo embroidered on them for all incoming freshmen.This year,because the faculty has heard complaints,the marketing chair wants to buy similar backpacks but find one that is a little more durable.This is an example of a

Correct Answer
verified

Correct Answer
verified

Online buying in organizational markets is prominent because Internet technology

Correct Answer
verified

Business-to-business buying over the Internet

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

Identify and describe the five roles an individual can play in a buying center.

Correct Answer
verified
There are five roles an individual can p...
View Answer

Reverse auctions

Correct Answer
verified

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

Correct Answer
verified

Purchasing paper for JCPMedia is one example of

Correct Answer
verified

A supply partnership refers to

Correct Answer
verified

Derived demand means the demand for industrial products and services is driven by,or derived from,the

Correct Answer
verified

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

Correct Answer
verified

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

What type of online auction includes one buyer and many sellers?

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

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

Correct AnswerverifiedShow Answer

During late summer and early fall,there is a large demand for containers in Asia that are used to ship consumer products from Asia to the United States in time for the holiday selling season.The demand for these containers is referred to as ________ demand.

Correct AnswerverifiedShow Answer

Because orders in organizational buying are typically much larger than in consumer buying,buyers must often ________ when the order is above a specific amount,such as $5,000.

Correct AnswerverifiedShow Answer

An assistant heard his supervisor in the supply room yell,"Call Crate & Barrel.We need another case of its large coffee mugs for the conference next week." The supervisor was asking the assistant to make a

Correct AnswerverifiedShow Answer

A university's marketing department typically purchases backpacks with its logo embroidered on them for all incoming freshmen.This year,because the faculty has heard complaints,the marketing chair wants to buy similar backpacks but find one that is a little more durable.This is an example of a

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Online buying in organizational markets is prominent because Internet technology

Correct AnswerverifiedShow Answer

Business-to-business buying over the Internet

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

Identify and describe the five roles an individual can play in a buying center.

Correct AnswerverifiedThere are five roles an individual can p...View AnswerShow Answer

Reverse auctions

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Purchasing paper for JCPMedia is one example of

Correct AnswerverifiedShow Answer

A supply partnership refers to

Correct AnswerverifiedShow Answer

Derived demand means the demand for industrial products and services is driven by,or derived from,the

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

What type of online auction includes one buyer and many sellers?

Correct AnswerverifiedShow Answer

Correct Answer
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There are five roles an individual can p...
View Answer

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