Question 1

Organizational buying criteria refer to

Accepted Answer

A)  the restrictions placed on potential solutions to a problem in a purchase decision.
B)  the specific qualifications of a potential customer based upon past performance,reliability,and consistency regarding the purchase of an organization's offerings.
C)  the qualifications of the supplier's products and services based on recommendations from competitors.
D)  the objective attributes of the supplier's products and services and the capabilities of the supplier itself.
E)  the factors that an ultimate consumer would consider that represent both the objective attributes of a brand and the subjective ones to compare different products and brands.F) B) and C)
G) A) and E)

Question 2

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 E)
G) C) and D)

Question 3

A software company has updated its logo.It now needs to order new letterhead and business cards.This purchase would be a

Accepted Answer

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

Question 4

Milsco Manufacturing markets ________ in partnership with its customers like Harley-Davidson.

Accepted Answer

A)  motors
B)  braking systems
C)  transmissions
D)  seats
E)  customized wheelsF) C) and E)
G) A) and B)

Question 5

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) B) and E)
G) C) and D)

Question 6

All of the following are organizational buyers except which?

Accepted Answer

A)  industrial firms
B)  government units
C)  ultimate consumers
D)  resellers
E)  wholesalersF) B) and D)
G) C) and D)

Question 7

The North American Industry Classification System (NAICS)

Accepted Answer

A)  provides common industry definitions for North America,Central America,and South America to measure economic activity in the Western Hemisphere.
B)  provides common industry definitions between Canada and the United States to measure economic activity and reduce barriers of trade for cross-border firms.
C)  provides a classification system for products that is consistent worldwide.
D)  provides a classification system for products that is consistent across North America,Central America,and South America to measure economic activity in the Western Hemisphere.
E)  provides common industry definitions for Canada,Mexico,and the United States to measure economic activity in the three member countries of NAFTA.F) A) and C)
G) A) and D)

Question 8

In a buying center,________ affect the buying decision,usually by helping define the specifications for what is bought.

Accepted Answer

A)  gatekeepers
B)  deciders
C)  buyers
D)  influencers
E)  usersF) None of the above
G) C) and E)

Question 9

A business firm buys products and services for one main reason,which is to

Accepted Answer

A)  increase profitability.
B)  beat its competitors.
C)  satisfy the needs of its suppliers.
D)  employ people.
E)  maintain updated inventory.F) A) and B)
G) A) and C)

Question 10

What is a buying center? In what type of business would a buying center most likely be found?

Accepted Answer

A buying center is a group of individual...

Question 11

Derived demand refers to

Accepted Answer

A)  a graph relating the quantity sold and price,which shows the maximum number of units that will be sold at a given price.
B)  the demand for industrial products and services that is driven by the demand for consumer products and services.
C)  the relationship between total revenue and total cost to determine profitability at various levels of output.
D)  the point on a demand curve where supply and demand intersect.
E)  the percentage change in quantity demanded relative to a percentage change in price.F) B) and C)
G) B) and D)

Question 12

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

Accepted Answer

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

Question 13

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

Accepted Answer

A)  problem recognition
B)  information search
C)  alternative evaluation
D)  purchase decision
E)  post-purchase behaviorF) D) and E)
G) B) and D)

Question 14

Independent e-marketplaces act as a neutral third party,provide an Internet technology trading platform,and provide a(n) ________ market that enable exchanges between buyers and sellers.

Accepted Answer

A)  centralized
B)  deconsolidated
C)  segregated
D)  integrated
E)  noncompetitiveF) A) and E)
G) A) and B)

Question 15

The acronym NAICS stands for

Accepted Answer

A)  National Association of Industrial Compliance Standards.
B)  National Association of Industrial Communication Systems.
C)  North American Industrial Communication Standards.
D)  North American Industry Classification System.
E)  North Atlantic Industrial Classification System.F) A) and E)
G) C) and D)

Question 16

Starbucks is using its purchasing power to continue its quest to reduce its energy usage.Recently,the company announced plans to replace all of the traditional incandescent and halogen bulbs in its stores worldwide with more efficient light-emitting diode (LED) bulbs-a move the company claims will enable it to cut energy consumption in its stores by up to 7 percent.Starbucks would be considered a leader in

Accepted Answer

A)  ISO 9000 certification.
B)  sustainable procurement.
C)  cause marketing.
D)  ecological procurement.
E)  sustainable development.F) A) and E)
G) A) and D)

Question 17

When the Deere & Company employs engineers who work full-time with the company's suppliers to improve their efficiency and quality and reduce their costs,it is practicing

Accepted Answer

A)  buyer development.
B)  make-buy decisions.
C)  supply partnerships.
D)  supplier development.
E)  directive purchasing.F) A) and E)
G) A) and B)

Question 18

European Style Furniture (ESF) ,headquartered in New York,acquires fine furniture from several high-quality manufacturers in Europe and enjoys exclusive distribution rights from them to sell to furniture stores throughout the United States.In this context,ESF is most likely classified as a(n)

Accepted Answer

A)  producer.
B)  reseller.
C)  service provider.
D)  government agency.
E)  industrial firm.F) B) and D)
G) A) and B)

Question 19

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

Question 20

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 is referred to as the

Accepted Answer

A)  gatekeeper.
B)  buying center.
C)  purchasing department.
D)  procurement committee.
E)  acquisition office.F) C) and E)
G) B) and C)

Exam 6: Understanding Organizations As Customers

Correct Answer
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European Style Furniture (ESF) ,headquartered in New York,acquires fine furniture from several high-quality manufacturers in Europe and enjoys exclusive distribution rights from them to sell to furniture stores throughout the United States.In this context,ESF is most likely classified as a(n)

Correct Answer
verified

Milsco Manufacturing markets ________ in partnership with its customers like Harley-Davidson.

Correct Answer
verified

A business firm buys products and services for one main reason,which is to

Correct Answer
verified

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

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

Correct Answer
verified

The North American Industry Classification System (NAICS)

Correct Answer
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When the Deere & Company employs engineers who work full-time with the company's suppliers to improve their efficiency and quality and reduce their costs,it is practicing

Correct Answer
verified

What is a buying center? In what type of business would a buying center most likely be found?

Correct Answer
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A buying center is a group of individual...
View 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 Answer
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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 is referred to as the

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

Correct Answer
verified

Derived demand refers to

Correct Answer
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The acronym NAICS stands for

Correct Answer
verified

Organizational buying criteria refer to

Correct Answer
verified

Independent e-marketplaces act as a neutral third party,provide an Internet technology trading platform,and provide a(n) ________ market that enable exchanges between buyers and sellers.

Correct Answer
verified

A software company has updated its logo.It now needs to order new letterhead and business cards.This purchase would be a

Correct Answer
verified

All of the following are organizational buyers except which?

Correct Answer
verified

In a buying center,________ affect the buying decision,usually by helping define the specifications for what is bought.

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

Correct AnswerverifiedShow Answer

European Style Furniture (ESF) ,headquartered in New York,acquires fine furniture from several high-quality manufacturers in Europe and enjoys exclusive distribution rights from them to sell to furniture stores throughout the United States.In this context,ESF is most likely classified as a(n)

Correct AnswerverifiedShow Answer

Milsco Manufacturing markets ________ in partnership with its customers like Harley-Davidson.

Correct AnswerverifiedShow Answer

A business firm buys products and services for one main reason,which is to

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

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

Correct AnswerverifiedShow Answer

The North American Industry Classification System (NAICS)

Correct AnswerverifiedShow Answer

When the Deere & Company employs engineers who work full-time with the company's suppliers to improve their efficiency and quality and reduce their costs,it is practicing

Correct AnswerverifiedShow Answer

What is a buying center? In what type of business would a buying center most likely be found?

Correct AnswerverifiedA buying center is a group of individual...View AnswerShow 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 group of people within an organization who participate in the buying process and share common goals,risks,and knowledge important to a purchase decision is referred to as the

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Derived demand refers to

Correct AnswerverifiedShow Answer

The acronym NAICS stands for

Correct AnswerverifiedShow Answer

Organizational buying criteria refer to

Correct AnswerverifiedShow Answer

Independent e-marketplaces act as a neutral third party,provide an Internet technology trading platform,and provide a(n) ________ market that enable exchanges between buyers and sellers.

Correct AnswerverifiedShow Answer

A software company has updated its logo.It now needs to order new letterhead and business cards.This purchase would be a

Correct AnswerverifiedShow Answer

All of the following are organizational buyers except which?

Correct AnswerverifiedShow Answer

In a buying center,________ affect the buying decision,usually by helping define the specifications for what is bought.

Correct AnswerverifiedShow Answer

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A buying center is a group of individual...
View Answer

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