Question 1

A computer company salesperson invites the IT managers of its top 10 customers (in terms of dollar sales)  to view a demonstration of the firm's new product line, so the salesperson can obtain their opinions regarding various options and configurations that could be offered. These IT managers are most likely to be the __________ of their organizations' buying centers.

Accepted Answer

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

Question 2

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

Question 3

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 the 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 D)
G) C) and D)

Question 4

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) A) and E)

Question 5

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 C)

Question 6

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 other industrial products and services.
E)  demand for government products and services.F) All of the above
G) A) and B)

Question 7

An organization's buying center includes individuals who can play one or more of the following roles except

Accepted Answer

A)  gatekeepers.
B)  deciders.
C)  buyers.
D)  product champions.
E)  influencers.F) A) and D)
G) D) and E)

Question 8

A relationship that 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 is referred to as a

Accepted Answer

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

Question 9

E-marketplaces refer to

Accepted Answer

A)  virtual or holographic purchasing marketspaces that allow manufacturers to estimate demand based upon different changes in environmental forces.
B)  websites that allow consumers to make direct purchases from a manufacturer rather than through a traditional retail outlet.
C)  online trading communities that bring together buyers and supplier organizations to make possible the real time exchange of information, money, products, and services.
D)  computer simulations that allow manufacturers to estimate how much inventory to keep on hand based upon different purchasing scenarios.
E)  a computer database co-sponsored by the U.S. Department of Commerce and the World Trade Organization (WTO)  that houses all public access records for the purpose of aiding American and global businesses.F) A) and C)
G) C) and E)

Question 10

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

Accepted Answer

A)  a user.
B)  an influencer.
C)  a buyer.
D)  a decider.
E)  a gatekeeper.F) B) and E)
G) C) and D)

Question 11

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

Accepted Answer

A)  Products or services are intangible in nature and purchased on the basis of specifications.
B)  A heavy emphasis is placed on delivery time, technical assistance, and post-sale service.
C)  Direct selling to organizational buyers is rare.
D)  A fixed, nonnegotiable price is the norm.
E)  Personal relationships are preferred to online buying over the Internet.F) B) and E)
G) B) and D)

Question 12

A buy class situation affects buying center tendencies in different ways. If there is one person involved, the problem definition is well-defined, and the buying objective is to find the low-priced supplier, the buy class situation is most likely a

Accepted Answer

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

Question 13

Which of the following represents an organizational buyer?

Accepted Answer

A)  A local baker buys sugar at the grocery store to make cookies with his children at home.
B)  A dentist buys a new LG Smart TV 55-inch 3D OLED HDTV for her den.
C)  Mr. Langley hires a housecleaning service to clean his apartment.
D)  The owner of a sushi restaurant hires a window-washing service to clean exterior windows.
E)  The mayor rents a tuxedo to wear to his daughter's wedding.F) B) and C)
G) A) and D)

Question 14

Which of the following is indicative of the purchase decision stage of the organizational buying decision process?

Accepted Answer

A)  The purchase decision is usually quick once the information search has been completed.
B)  Even after the bid is submitted and even accepted, further negotiation is likely.
C)  Even if several vendors make it onto the bidder's list, ultimately only one supplier is chosen.
D)  If a supplier on the bidder's list is not selected, it is rarely told the reason it was rejected.
E)  Once an agreement has been formally reached, neither the buyer nor the seller is permitted to make changes to the terms of the contract.F) A) and B)
G) A) and C)

Question 15

Wholesalers and retailers that buy physical products and resell them without any reprocessing are referred to as

Accepted Answer

A)  industrial firms.
B)  reseller firms.
C)  government agencies.
D)  consumer product firms.
E)  nonprofit firms.F) A) and D)
G) B) and E)

Question 16

Becca, an office manager for a small construction company, met with representatives from Xerox and Minolta, along with the president and the accountant, to compare options for a new copier for the office. Since she made most of the copies, Becca wanted to see the features of the machines, though her boss would have to approve the final purchase. Becca has what role in the buying center?

Accepted Answer

A)  purchasing agent
B)  decider
C)  buyer
D)  user
E)  motivatorF) All of the above
G) B) and C)

Question 17

During the next-to-last stage of the organizational buying decision process, the organization

Accepted Answer

A)  drafts specifications.
B)  formally rates suppliers that were used.
C)  evaluates supplier facilities.
D)  awards the contract.
E)  recognizes a need for change.F) A) and E)
G) C) and E)

Question 18

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

Accepted Answer

A)  adaptability.
B)  consumer demand.
C)  ability to meet required delivery schedules.
D)  senior management directives.
E)  adherence to corporate social responsibility policies.F) A) and D)
G) A) and C)

Question 19

Supplier development refers to

Accepted Answer

A)  the deliberate effort by suppliers to build relationships that shape buyers' needs, as well as the needs of 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) A) and B)
G) A) and C)

Question 20

To be a Walmart supplier, a firm must be able to deliver its products to Walmart's distribution centers within a 16-minute window. If the driver arrives before or after the scheduled window, the supplier will be turned away and fined. Walmart's insistence on choosing a supplier based upon its ability to provide on-time delivery is an example of

Accepted Answer

A)  a supplier value dimension.
B)  a derived demand factor.
C)  an evaluative criterion.
D)  an external performance measure.
E)  an organizational buying criterion.F) B) and E)
G) C) and D)

Exam 6: Understanding Organizations As Customers

Which of the following is indicative of the purchase decision stage of the organizational buying decision process?

Correct Answer
verified

Which of the following represents an organizational buyer?

Correct Answer
verified

An organization's buying center includes individuals who can play one or more of the following roles except

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

E-marketplaces refer to

Correct Answer
verified

Wholesalers and retailers that buy physical products and resell them without any reprocessing are referred to as

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

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 the coffees are produced. This is an example of

Correct Answer
verified

A relationship that 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 is referred to as a

Correct Answer
verified

Correct Answer
verified

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

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

Correct Answer
verified

Supplier development refers to

Correct Answer
verified

A buy class situation affects buying center tendencies in different ways. If there is one person involved, the problem definition is well-defined, and the buying objective is to find the low-priced supplier, the buy class situation is most likely a

Correct Answer
verified

During the next-to-last stage of the organizational buying decision process, the organization

Correct Answer
verified

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

Correct Answer
verified

Reverse auctions

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

Which of the following is indicative of the purchase decision stage of the organizational buying decision process?

Correct AnswerverifiedShow Answer

Which of the following represents an organizational buyer?

Correct AnswerverifiedShow Answer

An organization's buying center includes individuals who can play one or more of the following roles except

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

E-marketplaces refer to

Correct AnswerverifiedShow Answer

Wholesalers and retailers that buy physical products and resell them without any reprocessing are referred to as

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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 the coffees are produced. This is an example of

Correct AnswerverifiedShow Answer

A relationship that 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 is referred to as a

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

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

Correct AnswerverifiedShow Answer

Supplier development refers to

Correct AnswerverifiedShow Answer

A buy class situation affects buying center tendencies in different ways. If there is one person involved, the problem definition is well-defined, and the buying objective is to find the low-priced supplier, the buy class situation is most likely a

Correct AnswerverifiedShow Answer

During the next-to-last stage of the organizational buying decision process, the organization

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Reverse auctions

Correct AnswerverifiedShow Answer

Correct Answer
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