Question 1

In terms of organizational buying, 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) C) and E)

Question 2

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) C) and E)
G) A) and B)

Question 3

All of the following are organizational buyers except

Accepted Answer

A)  industrial firms.
B)  government units.
C)  ultimate consumers.
D)  resellers.
E)  wholesalers.F) None of the above
G) B) and D)

Question 4

General Electric manufactures electric motors for its clothes dryers. The firm uses a formal vendor rating system to evaluate suppliers and notify those whose parts did not meet quality standards. If a supplier fails to correct the problem, GE will drop it as a future supplier. Which stage in the organizational buying decision process would GE make this evaluation?

Accepted Answer

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

Question 5

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 the continued economic downturn.
D)  meet the needs of the groups it serves.
E)  maintain profits through reducing costs and increasing donations.F) None of the above
G) C) and D)

Question 6

E-marketplace can take two different formats, which are

Accepted Answer

A)  bricks-and-mortar exchanges and clicks-and-mortar exchanges.
B)  privately owned trading communities and open-to-the-public trading communities.
C)  networked exchanges or public trading communities.
D)  independent trading communities or private exchanges.
E)  public exchanges and networked exchanges.F) A) and B)
G) A) and C)

Question 7

What are the three types of organizational buying situations or buy classes? Give an example of each.

Accepted Answer

There are three types of buying situatio...

Question 8

Once an organization passes through the problem recognition stage of the organizational buying decision process, it reaches the __________ stage.

Accepted Answer

A)  information search
B)  value analysis
C)  alternative evaluation
D)  purchase decision
E)  behavioral learningF) None of the above
G) A) and C)

Question 9

What is the North American Industry Classification System (NAICS)?

Accepted Answer

The North American Industry Classificati...

Question 10

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

Accepted Answer

A)  consumer demand.
B)  promotional incentives.
C)  longevity.
D)  senior management directives.
E)  warranties and claim policies.F) A) and C)
G) A) and B)

Question 11

The services market sells diverse services such as legal advice, auto repair, and dry cleaning. Along with finance, insurance, and real estate businesses, __________, communication, and public utility firms, as well as not-for-profit organizations, these firms represent about 75 percent of all industrial firms.

Accepted Answer

A)  wholesalers
B)  transportation
C)  retailers
D)  government units
E)  educational institutionsF) A) and B)
G) A) and C)

Question 12

Milsco Manufacturing emphasizes

Accepted Answer

A)  signing lifetime contracts with suppliers to demonstrate its loyalty to them.
B)  supplier partnerships when designing products for its customers.
C)  reciprocity arrangements with its customers so that each can maximize profit.
D)  co-branding as a form of supply partnerships with customers.
E)  extending health care benefits to its suppliers' employees as a result of the Affordable Care Act.F) A) and D)
G) A) and C)

Question 13

Organizational buying behavior is similar to consumer behavior in some ways and different in others. Common to both is that they

Accepted Answer

A)  use the same five stages in the buying decision process.
B)  use formal vendor rating when choosing among alternative brands.
C)  are affected by derived demand.
D)  have virtually unlimited options for suppliers.
E)  rely on gatekeepers to control product information.F) A) and B)
G) None of the above

Question 14

A __________ exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate consumer.

Accepted Answer

A)  supplier development agreement
B)  reciprocal arrangement
C)  shareholder relationship
D)  supply partnership
E)  strategic allianceF) C) and D)
G) A) and D)

Question 15

People who control the flow of information in the buying center, such as technical experts and secretaries, can keep salespeople and information from reaching others in the buying center and are referred to as

Accepted Answer

A)  deciders.
B)  obstructionists.
C)  gatekeepers.
D)  power brokers.
E)  influencers.F) A) and B)
G) C) and E)

Question 16

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

Accepted Answer

A)  a centralized
B)  a deconsolidated
C)  a segregated
D)  an integrated
E)  a noncompetitiveF) B) and D)
G) None of the above

Question 17

The North American Industry Classification System (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 C)
G) A) and E)

Question 18

If General Motors (GM)  purchases Borg-Warner transmissions, and Borg-Warner buys trucks and cars from GM, they would be demonstrating which type of buyer-seller interaction?

Accepted Answer

A)  exclusive dealing
B)  supply partnerships
C)  tying arrangements
D)  noncompetitive bidding
E)  reciprocityF) B) and E)
G) B) and D)

Question 19

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) D) and E)
G) All of the above

Question 20

A straight rebuy is __________ while a modified rebuy is __________.

Accepted Answer

A)  an exchange; a resale
B)  a routine reorder; an exchange
C)  a first-time order; a routine reorder
D)  a changed order; a first-time order
E)  a routine reorder; a changed orderF) None of the above
G) A) and B)

Exam 6: Understanding Organizations As Customers

A straight rebuy is while a modified rebuy is .

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

People who control the flow of information in the buying center, such as technical experts and secretaries, can keep salespeople and information from reaching others in the buying center and are referred to as

Correct Answer
verified

Milsco Manufacturing emphasizes

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

E-marketplace can take two different formats, which are

Correct Answer
verified

All of the following are organizational buyers except

Correct Answer
verified

If General Motors (GM) purchases Borg-Warner transmissions, and Borg-Warner buys trucks and cars from GM, they would be demonstrating which type of buyer-seller interaction?

Correct Answer
verified

Once an organization passes through the problem recognition stage of the organizational buying decision process, it reaches the __________ stage.

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

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

Correct Answer
verified

A __________ exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate consumer.

Correct Answer
verified

What is the North American Industry Classification System (NAICS)?

Correct Answer
verified
The North American Industry Classificati...
View Answer

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

Correct Answer
verified

Organizational buying behavior is similar to consumer behavior in some ways and different in others. Common to both is that they

Correct Answer
verified

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

Correct Answer
verified

The North American Industry Classification System (NAICS) provides common industry definitions to facilitate the measurement of economic activity for the member countries of the

Correct Answer
verified

What are the three types of organizational buying situations or buy classes? Give an example of each.

Correct Answer
verified
There are three types of buying situatio...
View Answer

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

A straight rebuy is __________ while a modified rebuy is __________.

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

People who control the flow of information in the buying center, such as technical experts and secretaries, can keep salespeople and information from reaching others in the buying center and are referred to as

Correct AnswerverifiedShow Answer

Milsco Manufacturing emphasizes

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

E-marketplace can take two different formats, which are

Correct AnswerverifiedShow Answer

All of the following are organizational buyers except

Correct AnswerverifiedShow Answer

If General Motors (GM) purchases Borg-Warner transmissions, and Borg-Warner buys trucks and cars from GM, they would be demonstrating which type of buyer-seller interaction?

Correct AnswerverifiedShow Answer

Once an organization passes through the problem recognition stage of the organizational buying decision process, it reaches the __________ stage.

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

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

Correct AnswerverifiedShow Answer

A __________ exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate consumer.

Correct AnswerverifiedShow Answer

What is the North American Industry Classification System (NAICS)?

Correct AnswerverifiedThe North American Industry Classificati...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

Organizational buying behavior is similar to consumer behavior in some ways and different in others. Common to both is that they

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The North American Industry Classification System (NAICS) provides common industry definitions to facilitate the measurement of economic activity for the member countries of the

Correct AnswerverifiedShow Answer

What are the three types of organizational buying situations or buy classes? Give an example of each.

Correct AnswerverifiedThere are three types of buying situatio...View AnswerShow Answer

Correct AnswerverifiedShow Answer

A straight rebuy is while a modified rebuy is .

Correct Answer
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Correct Answer
verified
The North American Industry Classificati...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
There are three types of buying situatio...
View Answer

Correct Answer
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