Question 1

Which of the following characterizes organizational buyer-seller relationships?

Accepted Answer

A)   Purchases are often made after brief negotiations if any.
B)   Supply partnerships may eventually develop.
C)   Short-term contracts are often prevalent.
D)   Reciprocal arrangements provide the most flexibility to buyer and seller.
E)   Delivery schedules are less important than production capacity.F) A) and D)
G) B) and D)

Question 2

Figure 5-5a 
-Which type of auction does Figure 5-5a represent?

Accepted Answer

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

Question 3

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

Question 4

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

Question 5

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

Question 6

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

Question 7

What is the last stage of the organizational buying decision process?

Accepted Answer

A)   information search
B)   post-purchase behavior
C)   alternative evaluation
D)   purchase decision
E)   purveyor reviewF) C) and E)
G) All of the above

Question 8

An organization buys products and services for one main reason,which is to

Accepted Answer

A)   achieve its own objectives.
B)   beat its competitors.
C)   satisfy the needs of its suppliers.
D)   employ people.
E)   maintain inventory.F) A) and C)
G) B) and E)

Question 9

Kim Nagele,senior sourcing manager at JCPenney,purchases tons of publication paper annually at a cost of hundreds of millions of dollars.As described and inferred in the text,Mr.Nagele performs all of the following roles in the JCPenney buying center except which?

Accepted Answer

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

Question 10

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

Question 11

Comparing the stages in a consumer and organizational purchase decision process reveals key differences.In organizations,the ______________ stage is more formal,often involving a vendor rating system.

Accepted Answer

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

Question 12

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

Question 13

A buy class situation affects buying center tendencies in different ways.If there are two or three people involved,the problem is a minor modification,and the suppliers considered are the present ones,the buy class situation is most likely a

Accepted Answer

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

Question 14

In a __________ situation,users,influencers,or deciders in the buying center want to change product specifications,price,delivery schedule,or suppliers,though the product is largely the same.

Accepted Answer

A)   derived buy
B)   straight rebuy
C)   make-buy
D)   rebuy class
E)   modified rebuyF) A) and E)
G) A) and D)

Question 15

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 third digit designates

Accepted Answer

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

Question 16

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

Accepted Answer

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

Question 17

The primary organizational buying objective for business firms is to

Accepted Answer

A)   create an atmosphere of inclusiveness.
B)   help smaller companies stay in business.
C)   increase the proficiency of its buyers.
D)   help the firm increase profitability.
E)   balance inventory.F) B) and E)
G) B) and C)

Question 18

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

Question 19

Business-to-business marketing refers to

Accepted Answer

A)   the marketing of goods to companies, governments, or ultimate consumers for use in the creation of goods and services.
B)   the marketing of products to not-for-profit organizations at a reduced fee or nominal cost for use in the creation of goods and services that they can produce and market to others.
C)   the marketing of products and services to companies, governments, or not-for-profit organizations for use in the creation of products that they can produce and market to others.
D)   the marketing of services in the area of intellectual property such as legal, financial, or creative consulting.
E)   the marketing of an idea to create interest or generate goodwill, not just for an individual brand but also for an entire industry or product class.F) B) and D)
G) B) and C)

Question 20

If a purchase is a new buy for a manufacturer,the seller should

Accepted Answer

A)   expect a long time for a buying decision to be reached.
B)   neutralize the typically high levels of conflict.
C)   maintain flexibility, since specifications are likely to be changed several times before the buy is completed.
D)   be prepared to do some favors for the decision makers.
E)   expect to be the only supplier being considered.F) A) and D)
G) C) and D)

Exam 5: Understanding Organizations As Customers

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 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

Business-to-business marketing refers to

Correct Answer
verified

Which of the following characterizes organizational buyer-seller relationships?

Correct Answer
verified

Kim Nagele,senior sourcing manager at JCPenney,purchases tons of publication paper annually at a cost of hundreds of millions of dollars.As described and inferred in the text,Mr.Nagele performs all of the following roles in the JCPenney buying center except which?

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

If a purchase is a new buy for a manufacturer,the seller should

Correct Answer
verified

Figure 5-5a -Which type of auction does Figure 5-5a represent?

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 third digit designates

Correct Answer
verified

The primary organizational buying objective for business firms is to

Correct Answer
verified

What is the last stage of the organizational buying decision process?

Correct Answer
verified

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

Correct Answer
verified

A buy class situation affects buying center tendencies in different ways.If there are two or three people involved,the problem is a minor modification,and the suppliers considered are the present ones,the buy class situation is most likely a

Correct Answer
verified

Comparing the stages in a consumer and organizational purchase decision process reveals key differences.In organizations,the ______________ stage is more formal,often involving a vendor rating system.

Correct Answer
verified

In a __________ situation,users,influencers,or deciders in the buying center want to change product specifications,price,delivery schedule,or suppliers,though the product is largely the same.

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

Correct Answer
verified

An organization buys products and services for one main reason,which is to

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

Exam 5: Understanding Organizations As Customers

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 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

Business-to-business marketing refers to

Correct AnswerverifiedShow Answer

Which of the following characterizes organizational buyer-seller relationships?

Correct AnswerverifiedShow Answer

Kim Nagele,senior sourcing manager at JCPenney,purchases tons of publication paper annually at a cost of hundreds of millions of dollars.As described and inferred in the text,Mr.Nagele performs all of the following roles in the JCPenney buying center except which?

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

If a purchase is a new buy for a manufacturer,the seller should

Correct AnswerverifiedShow Answer

Figure 5-5a -Which type of auction does Figure 5-5a represent?

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 third digit designates

Correct AnswerverifiedShow Answer

The primary organizational buying objective for business firms is to

Correct AnswerverifiedShow Answer

What is the last stage of the organizational buying decision process?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

A buy class situation affects buying center tendencies in different ways.If there are two or three people involved,the problem is a minor modification,and the suppliers considered are the present ones,the buy class situation is most likely a

Correct AnswerverifiedShow Answer

Comparing the stages in a consumer and organizational purchase decision process reveals key differences.In organizations,the ______________ stage is more formal,often involving a vendor rating system.

Correct AnswerverifiedShow Answer

In a __________ situation,users,influencers,or deciders in the buying center want to change product specifications,price,delivery schedule,or suppliers,though the product is largely the same.

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

Correct AnswerverifiedShow Answer

An organization buys products and services for one main reason,which is to

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

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Correct Answer
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