Question 1

In the U.S., what percentage of total dollar value added by manufacturing comes from large manufacturers employing 250 or more employees?

Accepted Answer

A)   Just under 40 percent
B)   Almost 60 percent
C)   About 30 percent
D)   Less than 5 percent
E)   More than 80 percentF) A) and B)
G) A) and E)

Question 2

"Multiple buying influence" means that several people in an organization share in making a purchase decision, but top management is never involved.

Accepted Answer

A) True 
 B)False

Question 3

In his last order, the bakery manager at Bread of the Earth Bakery purchased a different brand of whole wheat flour from his regular supplier, Best Bakery Supplies. This is an example of a

Accepted Answer

A)   modified rebuy.
B)   straight buy.
C)   straight rebuy.
D)   new-task buy.
E)   simplified buy.F) A) and C)
G) All of the above

Question 4

A set of ________________ contains a written or electronic description of what a firm wants to buy.

Accepted Answer

A)   requirements
B)   purchasing specifications
C)   blueprints
D)   quality certifications
E)   request formsF) B) and D)
G) A) and B)

Question 5

Regarding the government market,

Accepted Answer

A)   sales reps generally do not (and should not)  write the specifications for government business.
B)   government is the largest customer group in the United States-spending about 30 percent of GDP.
C)   governments buy a lot, but only of certain products and can be safely ignored by most producers.
D)   competitive bids are uncommon because of mandatory bidding procedures.
E)   All of these alternatives are true.F) C) and E)
G) B) and E)

Question 6

_____ refers to reliably getting products there exactly before the customer needs them.

Accepted Answer

A)   Total quality shipping
B)   Effective gatekeeping
C)   Just-in-time delivery
D)   On-time vendor management
E)   Assured outsourcingF) All of the above
G) B) and D)

Question 7

U.S. manufacturers:

Accepted Answer

A)   all employ many workers.
B)   are evenly spread throughout the country.
C)   tend to concentrate by industry.
D)   do not locate close to competitors.
E)   None of these alternatives is correct.F) A) and B)
G) C) and E)

Question 8

John Deere is considered which type of organizational customer?

Accepted Answer

A)   Producer.
B)   Intermediary.
C)   Government.
D)   Nonprofit.E) A) and D)
F) All of the above

Question 9

The Foreign Corrupt Practices Act:

Accepted Answer

A)   allows small grease money payments if they are customary in the foreign country in which a firm is operating.
B)   applies to foreign firms or individuals who accept payments while in the U.S.
C)   prohibits U.S. firms from paying bribes to foreign officials.
D)   All of these alternatives about the Foreign Corrupt Practices Act are correct.E) B) and D)
F) All of the above

Question 10

Although we talk about close "relationships" between firms in business markets, in practice it is just the relationship between the salesperson and purchasing manager that becomes close.

Accepted Answer

A) True 
 B)False

Question 11

In marketing, business and organizational customers are distinct from:

Accepted Answer

A)   intermediaries
B)   government units
C)   final consumers
D)   manufacturing and service firms
E)   non-profit organizationsF) B) and C)
G) A) and B)

Question 12

An office manager needs office supplies, so he fills out a form indicating what he needs and sends it to the purchasing department to be ordered. This form is usually called

Accepted Answer

A)   a purchase order.
B)   a requisition.
C)   a vendor analysis.
D)   a buying center request.
E)   the start of the adoption process.F) All of the above
G) A) and B)

Question 13

The U.S. government collects and publishes data by _____ codes-groups of firms in similar lines of business.

Accepted Answer

A)   JIT
B)   MFG LIST
C)   PRIZM USA
D)   NAPCS
E)   NAICSF) C) and D)
G) C) and E)

Question 14

Multiple-buying influence means that the buyer shares the purchasing decision with several people.

Accepted Answer

A) True 
 B)False

Question 15

As B2B buyers rely more on social networks, it's more likely that communications from sellers will have even more influence.

Accepted Answer

A) True 
 B)False

Question 16

Regarding organizational buying,

Accepted Answer

A)   a "national accounts" sales force often makes sense when firms with many facilities buy from a central location.
B)   purchasing managers are more likely to be found in large organizations.
C)   a geographically bound salesperson can be at a real disadvantage.
D)   All of these alternatives regarding organizational buying are true.E) All of the above
F) B) and D)

Question 17

Which of the following statements accurately compares marketing to final consumers with marketing to organizational customers?

Accepted Answer

A)   Marketing to organizations is just like marketing to final consumers.
B)   Business-to-business marketing includes marketing to final consumers.
C)   Purchasing decisions by organizational buyers are usually more economic and less emotional as compared to consumers.
D)   Firms may choose to serve either organizational buyers or final consumers, but not both.
E)   Consumers are more likely to utilize purchasing specifications as compared to B2B buyers.F) A) and E)
G) C) and D)

Question 18

Of the many people involved in making an organizational purchase, the one with the most power is usually the:

Accepted Answer

A)   user.
B)   influencer.
C)   gatekeeper.
D)   decider.
E)   salesperson.F) B) and E)
G) C) and E)

Question 19

Organizational buyers:

Accepted Answer

A)   are producers' agents.
B)   are problem solvers.
C)   base purchasing decisions entirely on company needs.
D)   are not affected by emotional needs.
E)   All of these alternatives are correct.F) B) and E)
G) A) and D)

Question 20

Organizational buyers:

Accepted Answer

A)   rely on many sources of information in addition to salespeople when making purchase decisions.
B)   may use vendor analysis to make certain that all relevant areas of a purchase decision have been considered.
C)   are likely to do little search for additional information if the purchase is unimportant.
D)   tend to be more rational-and less emotional-in their buying decisions than final consumers.
E)   All of these alternatives about organizational buyers are true.F) A) and B)
G) C) and D)

Exam 6: Business and Organizational Customers and Their Buying Behavior

The U.S. government collects and publishes data by _____ codes-groups of firms in similar lines of business.

Correct AnswerverifiedShow Answer

As B2B buyers rely more on social networks, it's more likely that communications from sellers will have even more influence.

Correct AnswerverifiedShow Answer

Which of the following statements accurately compares marketing to final consumers with marketing to organizational customers?

Correct AnswerverifiedShow Answer

Organizational buyers:

Correct AnswerverifiedShow Answer

In marketing, business and organizational customers are distinct from:

Correct AnswerverifiedShow Answer

Of the many people involved in making an organizational purchase, the one with the most power is usually the:

Correct AnswerverifiedShow Answer

In his last order, the bakery manager at Bread of the Earth Bakery purchased a different brand of whole wheat flour from his regular supplier, Best Bakery Supplies. This is an example of a

Correct AnswerverifiedShow Answer

"Multiple buying influence" means that several people in an organization share in making a purchase decision, but top management is never involved.

Correct AnswerverifiedShow Answer

A set of ________________ contains a written or electronic description of what a firm wants to buy.

Correct AnswerverifiedShow Answer

Regarding the government market,

Correct AnswerverifiedShow Answer

_____ refers to reliably getting products there exactly before the customer needs them.

Correct AnswerverifiedShow Answer

Regarding organizational buying,

Correct AnswerverifiedShow Answer

The Foreign Corrupt Practices Act:

Correct AnswerverifiedShow Answer

U.S. manufacturers:

Correct AnswerverifiedShow Answer

An office manager needs office supplies, so he fills out a form indicating what he needs and sends it to the purchasing department to be ordered. This form is usually called

Correct AnswerverifiedShow Answer

In the U.S., what percentage of total dollar value added by manufacturing comes from large manufacturers employing 250 or more employees?

Correct AnswerverifiedShow Answer

Organizational buyers:

Correct AnswerverifiedShow Answer

Multiple-buying influence means that the buyer shares the purchasing decision with several people.

Correct AnswerverifiedShow Answer

Although we talk about close "relationships" between firms in business markets, in practice it is just the relationship between the salesperson and purchasing manager that becomes close.

Correct AnswerverifiedShow Answer

John Deere is considered which type of organizational customer?

Correct AnswerverifiedShow Answer

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