Question 1

of the following are organizational buyers EXCEPT:

Accepted Answer

A)   industrial firms.
B)   government units.
C)   ultimate consumers.
D)   resellers.
E)   wholesalers.F) A) and E)
G) C) and D)

Question 2

the breakdown for the NAICS code based on Figure 6-1 above,"D" represents the

Accepted Answer

A)   two-digit industry sector code
B)   three-digit industry subsector code
C)   four-digit industry group code
D)   five-digit industry code
E)   six-digit U.S. national industry codeF) A) and B)
G) A) and E) E

Question 3

existence of reciprocal arrangements,long-term contracts,and in some cases,buyer-seller relationships that evolve into supply partnerships,are all examples of

Accepted Answer

A)   illegal activities that are a common weakness of organizational buying.
B)   illegal activities that result from collusion between buyers and sellers.
C)   activities that are strictly governed by the NAICS.
D)   activities that can result from relationships between buyers and sellers in organizational buying.
E)   activities that result from extreme competition between manufacturers when there are too few sellers.F) A) and B)
G) C) and D)

Question 4

are the five stages of the organizational buying process?

Accepted Answer

The five stages of the organiz...

Question 5

Which of the following types of firms comprises an industrial market?

Accepted Answer

A)   retailer
B)   mining
C)   wholesaler
D)   state government
E)   NASAF) B) and E)
G) A) and D)

Question 6

performance on a contract may result in a supplier's name being dropped from the buying organization's

Accepted Answer

A)   industry directory.
B)   make-buy list.
C)   vendor-rating sheet.
D)   suppliers sheet.
E)   bidder's list.F) A) and E)
G) A) and D)

Question 7

international company that wants indisputable proof that its suppliers maintain a high level of quality management could ask the company to

Accepted Answer

A)   apply for an ISO 9000 certification.
B)   also meet ISO 14000 requirements.
C)   enter into a supplier alliance.
D)   show how it is listed in the NAICS to prove its quality focus.
E)   engage in reciprocity agreements.F) All of the above
G) C) and E)

Question 8

Organizational buying criteria serve the same purpose as __________ criteria used by consumers.

Accepted Answer

A)   consideration
B)   evaluative
C)   decision
D)   alternative
E)   prepurchaseF) A) and B)
G) B) and C)

Question 9

marketing of goods and services to companies,governments,or not-for-profit organizations for use in the creation of goods and services that they can produce and market to others,is referred to as __________.

Accepted Answer

A)   integrated marketing
B)   institutional marketing
C)   business marketing
D)   reseller marketing
E)   organizational marketingF) None of the above
G) B) and C)

Question 10

Purchasing that aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the impact on human health and the physical environment is referred to as

Accepted Answer

A)   ecological procurement.
B)   sustainable procurement.
C)   green marketing.
D)   supplier partnership.
E)   stakeholder procurement.F) A) and E)
G) B) and E)

Question 11

person who assumed the __________ role in the buying center shook the salesperson's hand and said,"Ms.Hron,my manager has accepted your bid.I'll expect 48 boxes of ring shank nails to be delivered by November 8th,and we will pay the agreed-upon price of $21.74 per box."

Accepted Answer

A)   gatekeeper
B)   broker
C)   buyer
D)   influencer
E)   userF) A) and D)
G) A) and C)

Question 12

primary organizational buying objective is to

Accepted Answer

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

Question 13

Business-to-business electronic commerce over the Internet

Accepted Answer

A)   is not nearly as prevalent as consumer electronic commerce when measured by the total dollar value of all Internet transactions.
B)   is at least four times greater than consumer electronic commerce when measured by the total dollar value of all Internet transactions.
C)   has dramatically decreased since face-to-face communication between a firm's salesforce and its potential customers is so important.
D)   is impossible to estimate since companies will not share information.
E)   has decreased since timely information is unavailable or deemed "top secret."F) A) and E)
G) D) and E) B

Question 14

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 15

Which of the following statements most accurately describes the people in the buying center of a medium-sized manufacturing plant?

Accepted Answer

A)   The composition of the buying center never changes.
B)   The buying center avoids cross-functional teams whenever possible.
C)   The composition of the buying center depends on the specific item being purchased.
D)   It's easy to locate and reach the people who comprise the buying center.
E)   Most government units use a formal buying center to arrive at buying decisions.F) B) and C)
G) A) and D)

Question 16

is the North American Industry Classification System (NAICS)?

Accepted Answer

The North American Industry Classificati...

Question 17

make-buy decision is typically made 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) B) and E)
G) A) and C) D

Question 18

Therapeutic buys medical supplies and services from a variety of suppliers for people with hemophilia and other related blood diseases.When Apex sells directly to a person who is a hemophiliac,it would most accurately be classified as a(n) __________.

Accepted Answer

A)   industrial service provider
B)   health care manufacturer
C)   reseller
D)   industrial firm
E)   government agencyF) A) and E)
G) A) and C)

Question 19

the weekly meeting for Choice Hotels (the company that owns Clarion Hotel,Quality Inn,Comfort Inn,Comfort Suites,Sleep Inn,and Mainstay Inn) ,the marketing manager said,"We need an inexpensive creative way to increase awareness of our hotels among people who travel by automobile.To do that,I want to find some new media that the other hotel chains are not using." The purchase of this new media for the hotel chains' advertising would be an example of a

Accepted Answer

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

Question 20

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) C) and D)

Exam 6: Understanding Organizations As Customers

of the following are organizational buyers EXCEPT:

Correct Answer
verified

the breakdown for the NAICS code based on Figure 6-1 above,"D" represents the

Correct Answer
verified
E

existence of reciprocal arrangements,long-term contracts,and in some cases,buyer-seller relationships that evolve into supply partnerships,are all examples of

Correct Answer
verified

are the five stages of the organizational buying process?

Correct Answer
verified
The five stages of the organiz...
View Answer

Which of the following types of firms comprises an industrial market?

Correct Answer
verified

performance on a contract may result in a supplier's name being dropped from the buying organization's

Correct Answer
verified

international company that wants indisputable proof that its suppliers maintain a high level of quality management could ask the company to

Correct Answer
verified

Organizational buying criteria serve the same purpose as __________ criteria used by consumers.

Correct Answer
verified

marketing of goods and services to companies,governments,or not-for-profit organizations for use in the creation of goods and services that they can produce and market to others,is referred to as __________.

Correct Answer
verified

Purchasing that aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the impact on human health and the physical environment is referred to as

Correct Answer
verified

person who assumed the __________ role in the buying center shook the salesperson's hand and said,"Ms.Hron,my manager has accepted your bid.I'll expect 48 boxes of ring shank nails to be delivered by November 8^th,and we will pay the agreed-upon price of $21.74 per box."

Correct Answer
verified

primary organizational buying objective is to

Correct Answer
verified

Business-to-business electronic commerce over the Internet

Correct Answer
verified
B

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

Which of the following statements most accurately describes the people in the buying center of a medium-sized manufacturing plant?

Correct Answer
verified

is the North American Industry Classification System (NAICS)?

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

make-buy decision is typically made during which stage of the organizational buying decision process?

Correct Answer
verified
D

Therapeutic buys medical supplies and services from a variety of suppliers for people with hemophilia and other related blood diseases.When Apex sells directly to a person who is a hemophiliac,it would most accurately be classified as a(n) __________.

Correct Answer
verified

Correct Answer
verified

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

Exam 6: Understanding Organizations As Customers

of the following are organizational buyers EXCEPT:

Correct AnswerverifiedShow Answer

the breakdown for the NAICS code based on Figure 6-1 above,"D" represents the

Correct AnswerverifiedE

existence of reciprocal arrangements,long-term contracts,and in some cases,buyer-seller relationships that evolve into supply partnerships,are all examples of

Correct AnswerverifiedShow Answer

are the five stages of the organizational buying process?

Correct AnswerverifiedThe five stages of the organiz...View AnswerShow Answer

Which of the following types of firms comprises an industrial market?

Correct AnswerverifiedShow Answer

performance on a contract may result in a supplier's name being dropped from the buying organization's

Correct AnswerverifiedShow Answer

international company that wants indisputable proof that its suppliers maintain a high level of quality management could ask the company to

Correct AnswerverifiedShow Answer

Organizational buying criteria serve the same purpose as __________ criteria used by consumers.

Correct AnswerverifiedShow Answer

marketing of goods and services to companies,governments,or not-for-profit organizations for use in the creation of goods and services that they can produce and market to others,is referred to as __________.

Correct AnswerverifiedShow Answer

Purchasing that aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the impact on human health and the physical environment is referred to as

Correct AnswerverifiedShow Answer

person who assumed the __________ role in the buying center shook the salesperson's hand and said,"Ms.Hron,my manager has accepted your bid.I'll expect 48 boxes of ring shank nails to be delivered by November 8th,and we will pay the agreed-upon price of $21.74 per box."

Correct AnswerverifiedShow Answer

primary organizational buying objective is to

Correct AnswerverifiedShow Answer

Business-to-business electronic commerce over the Internet

Correct AnswerverifiedB

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

Which of the following statements most accurately describes the people in the buying center of a medium-sized manufacturing plant?

Correct AnswerverifiedShow Answer

is the North American Industry Classification System (NAICS)?

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

make-buy decision is typically made during which stage of the organizational buying decision process?

Correct AnswerverifiedD

Therapeutic buys medical supplies and services from a variety of suppliers for people with hemophilia and other related blood diseases.When Apex sells directly to a person who is a hemophiliac,it would most accurately be classified as a(n) __________.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct Answer
verified

Correct Answer
verified
E

Correct Answer
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Correct Answer
verified
The five stages of the organiz...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

person who assumed the __________ role in the buying center shook the salesperson's hand and said,"Ms.Hron,my manager has accepted your bid.I'll expect 48 boxes of ring shank nails to be delivered by November 8^th,and we will pay the agreed-upon price of $21.74 per box."

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
B

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

Correct Answer
verified

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

Correct Answer
verified
D

Correct Answer
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Correct Answer
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Correct Answer
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