Question 1

In a buying center,________ have the formal or informal power to select or approve the supplier that receives the contract.

Accepted Answer

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

Question 2

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 is referred to as

Accepted Answer

A)  the consumer purchase decision process.
B)  the industrial purchase procedure.
C)  organizational buying behavior.
D)  the offering purchase framework.
E)  the sustainable procurement process.F) C) and E)
G) None of the above

Question 3

Among organizational markets,the reseller market includes

Accepted Answer

A)  manufacturers.
B)  logistics and supply chain providers.
C)  government agencies.
D)  end-user service providers.
E)  retailers and wholesalers.F) B) and D)
G) A) and B)

Question 4

Insurance companies,farms,auto repair,and fisheries are all examples of companies in the

Accepted Answer

A)  consumer market.
B)  cooperative market.
C)  reseller market.
D)  industrial market.
E)  government market.F) A) and D)
G) A) and B)

Question 5

What are the characteristics of organizational buying behavior?

Accepted Answer

Understanding the characteristics of org...

Question 6

The purchasing manager of Ingram Printing has selected HP as the supplier of its new high-speed printer and negotiated the terms of the contract.The purchasing manager is the ________ for Ingram.

Accepted Answer

A)  user
B)  gatekeeper
C)  influencer
D)  buyer
E)  deciderF) A) and E)
G) A) and D)

Question 7

Which of the following statements about e-marketplaces that act as independent trading communities is false?

Accepted Answer

A)  These trading communities allow buyers to easily compare offerings from various sellers.
B)  Independent trading communities charge a fee for their service.
C)  Independent trading communities often consist of thousands of geographically dispersed buyers and sellers.
D)  This independent type of trading community is favored by large companies.
E)  Independent trading communities often operate in an environment where demand and supply fluctuations cause volatile prices.F) A) and B)
G) A) and C)

Question 8

Important product or service characteristics in organizational buying include which of the following?

Accepted Answer

A)  A heavy emphasis is placed on loyalty programs and rebates.
B)  Direct selling to organizational buyers is rare.
C)  A fixed,nonnegotiable price is the norm.
D)  Many of the goods purchased are raw and semifinished.
E)  Personal relationships are preferred to online buying over the Internet.F) All of the above
G) A) and B)

Question 9

An industrial buying practice in which two organizations agree to purchase each other's products and services is referred to as

Accepted Answer

A)  a tying arrangement.
B)  exclusive dealing.
C)  reciprocity.
D)  a supply partnership.
E)  noncompetitive bidding.F) A) and D)
G) A) and E)

Question 10

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 first two digits designate a(n)

Accepted Answer

A)  country of origin.
B)  industry group.
C)  specific industry.
D)  individual country-level national industry.
E)  sector of the economy.F) A) and E)
G) A) and C)

Question 11

Purchasing that aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the impact on human health and the physical environment is referred to as

Accepted Answer

A)  ecological procurement.
B)  sustainable procurement.
C)  green marketing.
D)  supplier partnership.
E)  stakeholder procurement.F) C) and D)
G) None of the above

Question 12

Supplier development refers to

Accepted Answer

A)  the effort of suppliers to shape buyers' needs and stimulate demand among ultimate consumers.
B)  the practice of dividing large orders among several suppliers rather than a single one to avoid possible manufacturing delays due to bad weather,plant mishaps,union issues,etc.
C)  the deliberate effort by organizational buyers to build relationships that shape suppliers' products,services,and capabilities to fit a buyer's needs and those of its customers.
D)  the practice of establishing a close relationship with one supplier rather than many to ensure loyalty and preferential treatment when filling exceptionally large orders.
E)  the shift of a firm from supplier to manufacturer when repeated experience with a product and excellent buyer/seller relationships make the change both feasible and profitable.F) All of the above
G) D) and E)

Question 13

The sales department's identification of an improvement made to a competitor's product would occur during which stage of the organizational buying decision process?

Accepted Answer

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

Question 14

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) None of the above

Question 15

The buying situation where users,influencers,or deciders want to change product specifications,price,delivery schedule,or supplier for an item that is largely the same as what was previously purchased is referred to as a

Accepted Answer

A)  secondary buy.
B)  straight rebuy.
C)  modified rebuy.
D)  adapted buy.
E)  remake buy.F) All of the above
G) A) and E)

Question 16

Mark manages a small family-owned amusement park.He believes the park can increase its profits if its owners will buy three food concession trailers.Mark has contacted three dealers of such trailers,which come fully customized to user specifications.After receiving three bids,Mark concluded that Century Industries has the best offer.He will present only the Century Industries information to the family tomorrow.What buying center roles does Mark perform?

Accepted Answer

A)  gatekeeper and buyer
B)  decider and user
C)  buyer and decider
D)  influencer and buyer
E)  influencer,gatekeeper,and deciderF) D) and E)
G) A) and C)

Question 17

Although not strictly illegal,the U.S.Justice Department frowns on reciprocity because the practice

Accepted Answer

A)  gives an unfair advantage to smaller companies.
B)  gives an unfair advantage to larger corporations.
C)  reduces the amount of taxes paid by the parties involved.
D)  restricts the normal operation of the free market.
E)  encourages free trade.F) All of the above
G) None of the above

Question 18

The three types of organizational buy classes are

Accepted Answer

A)  industrial,reseller,and government.
B)  consumer products,industrial goods,and services.
C)  users,influencers,and deciders.
D)  straight purchase,barter,and countertrade.
E)  new buy,straight rebuy,and modified rebuy.F) A) and E)
G) D) and E)

Question 19

Which of the following organizational buyers purchases raw materials and parts to reprocess into the finished goods they sell?

Accepted Answer

A)  retailers
B)  wholesalers
C)  agents
D)  manufacturers
E)  ultimate consumersF) C) and E)
G) A) and B)

Question 20

In which type of auction is there an upward pressure on bid prices as more would-be buyers become involved?

Accepted Answer

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

Exam 6: Understanding Organizations As Customers

What are the characteristics of organizational buying behavior?

Correct Answer
verified
Understanding the characteristics of org...
View Answer

Important product or service characteristics in organizational buying include which of the following?

Correct Answer
verified

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 is referred to as

Correct Answer
verified

The purchasing manager of Ingram Printing has selected HP as the supplier of its new high-speed printer and negotiated the terms of the contract.The purchasing manager is the ________ for Ingram.

Correct Answer
verified

Correct Answer
verified

Which of the following statements about e-marketplaces that act as independent trading communities is false?

Correct Answer
verified

Insurance companies,farms,auto repair,and fisheries are all examples of companies in the

Correct Answer
verified

Although not strictly illegal,the U.S.Justice Department frowns on reciprocity because the practice

Correct Answer
verified

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

Correct Answer
verified

In which type of auction is there an upward pressure on bid prices as more would-be buyers become involved?

Correct Answer
verified

The sales department's identification of an improvement made to a competitor's product would occur during which stage of the organizational buying decision process?

Correct Answer
verified

Which of the following organizational buyers purchases raw materials and parts to reprocess into the finished goods they sell?

Correct Answer
verified

Purchasing that aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the impact on human health and the physical environment is referred to as

Correct Answer
verified

The buying situation where users,influencers,or deciders want to change product specifications,price,delivery schedule,or supplier for an item that is largely the same as what was previously purchased is referred to as a

Correct Answer
verified

Among organizational markets,the reseller market includes

Correct Answer
verified

The three types of organizational buy classes are

Correct Answer
verified

Supplier development refers to

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 first two digits designate a(n)

Correct Answer
verified

In a buying center,________ have the formal or informal power to select or approve the supplier that receives the contract.

Correct Answer
verified

An industrial buying practice in which two organizations agree to purchase each other's products and services is referred to as

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

What are the characteristics of organizational buying behavior?

Correct AnswerverifiedUnderstanding the characteristics of org...View AnswerShow Answer

Important product or service characteristics in organizational buying include which of the following?

Correct AnswerverifiedShow Answer

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 is referred to as

Correct AnswerverifiedShow Answer

The purchasing manager of Ingram Printing has selected HP as the supplier of its new high-speed printer and negotiated the terms of the contract.The purchasing manager is the ________ for Ingram.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which of the following statements about e-marketplaces that act as independent trading communities is false?

Correct AnswerverifiedShow Answer

Insurance companies,farms,auto repair,and fisheries are all examples of companies in the

Correct AnswerverifiedShow Answer

Although not strictly illegal,the U.S.Justice Department frowns on reciprocity because the practice

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

In which type of auction is there an upward pressure on bid prices as more would-be buyers become involved?

Correct AnswerverifiedShow Answer

The sales department's identification of an improvement made to a competitor's product would occur during which stage of the organizational buying decision process?

Correct AnswerverifiedShow Answer

Which of the following organizational buyers purchases raw materials and parts to reprocess into the finished goods they sell?

Correct AnswerverifiedShow Answer

Purchasing that aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the impact on human health and the physical environment is referred to as

Correct AnswerverifiedShow Answer

The buying situation where users,influencers,or deciders want to change product specifications,price,delivery schedule,or supplier for an item that is largely the same as what was previously purchased is referred to as a

Correct AnswerverifiedShow Answer

Among organizational markets,the reseller market includes

Correct AnswerverifiedShow Answer

The three types of organizational buy classes are

Correct AnswerverifiedShow Answer

Supplier development refers to

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 first two digits designate a(n)

Correct AnswerverifiedShow Answer

In a buying center,________ have the formal or informal power to select or approve the supplier that receives the contract.

Correct AnswerverifiedShow Answer

An industrial buying practice in which two organizations agree to purchase each other's products and services is referred to as

Correct AnswerverifiedShow Answer

Correct Answer
verified
Understanding the characteristics of org...
View Answer

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Correct Answer
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