Question 1

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

Question 2

Because orders in organizational buying are typically much larger than in consumer buying, buyers must often __________ when the order is above a specific amount, such as $5,000.

Accepted Answer

A)  pay estimated sales taxes in advance
B)  move up the time required to execute a purchase agreement
C)  get competitive bids from at least three prospective suppliers
D)  forgo the purchase because senior management is unlikely to approve it
E)  forgo identifying the members of the supplying center and their roles in the selling processF) B) and D)
G) B) and C)

Question 3

In an effort to make better and more efficient purchase decisions, the Ford Motor Company includes various people in them, depending on the purchase situation. Individuals may include key personnel from various departments, including research and development, finance, marketing, shipping, and sales. This is a description of Ford's __________.

Accepted Answer

A)  selling committee
B)  sustainable procurement department
C)  purchasing unit
D)  buying center
E)  buying committeeF) B) and D)
G) B) and C)

Question 4

-Unfortunately, the NAICS system will not allow marketing managers to gather information about

Accepted Answer

A)  import competition in domestic markets.
B)  geographic distribution of industries.
C)  market share in a pure competition environment.
D)  demand for products and services.
E)  data on industries that are oligopolies.F) A) and C)
G) A) and B)

Question 5

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

Question 6

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 7

Large multistore chain retailers such as Sears, Safeway, and Target use a highly formalized buying center that is referred to as a(n)

Accepted Answer

A)  ad hoc committee.
B)  buying committee.
C)  merchandise procurement center.
D)  purchasing department.
E)  purchasing control system.F) A) and B)
G) B) and E)

Question 8

How might a marketing manager for a manufacturer of turboprop engines, used in private jet planes, use the NAICS to help her with marketing planning?

Accepted Answer

A)  Record the NAICS numbers for each of her firm's best customers and then obtain lists of companies with the same NAICS numbers.
B)  Go to a library and find the NAICS numbers for all government units - federal, state, and local.
C)  Identify all NAICS numbers that reflect the classifications of her firm's customers and compare them to previous SIC codes.
D)  Poll her field sales organization to see if her company's sales representatives know what NAICS numbers mean.
E)  Forgo using the NAICS system because it has recently been replaced by the SIC system, which is more useful in this scenario.F) B) and D)
G) C) and D)

Question 9

South Cape Ostrich Tanning (SCOT)  is a producer of fine ostrich leathers, which are sold to manufacturers that make a variety of products from shoes to car interiors. Demand for SCOT's leather is a result of consumer interest in products like Via La Moda handbags made from this exotic and expensive leather. SCOT has __________ demand for its product.

Accepted Answer

A)  derived
B)  unitized
C)  industrial
D)  applied
E)  resellerF) B) and E)
G) A) and E)

Exam 5: Understanding Organizations As Customers

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

Correct Answer
verified

-Unfortunately, the NAICS system will not allow marketing managers to gather information about

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

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

Correct Answer
verified

Because orders in organizational buying are typically much larger than in consumer buying, buyers must often __________ when the order is above a specific amount, such as $5,000.

Correct Answer
verified

How might a marketing manager for a manufacturer of turboprop engines, used in private jet planes, use the NAICS to help her with marketing planning?

Correct Answer
verified

Large multistore chain retailers such as Sears, Safeway, and Target use a highly formalized buying center that is referred to as a(n)

Correct Answer
verified

Exam 5: Understanding Organizations As Customers

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

Correct AnswerverifiedShow Answer

-Unfortunately, the NAICS system will not allow marketing managers to gather information about

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

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

Correct AnswerverifiedShow Answer

Because orders in organizational buying are typically much larger than in consumer buying, buyers must often __________ when the order is above a specific amount, such as $5,000.

Correct AnswerverifiedShow Answer

How might a marketing manager for a manufacturer of turboprop engines, used in private jet planes, use the NAICS to help her with marketing planning?

Correct AnswerverifiedShow Answer

Large multistore chain retailers such as Sears, Safeway, and Target use a highly formalized buying center that is referred to as a(n)

Correct AnswerverifiedShow 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
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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