Question 1

classes refer to the three types of organizational buying situations:

Accepted Answer

A)   buy, lease, and rent.
B)   new buy, make-buy, and modified rebuy.
C)   manufacturing contracts, consulting contracts, service contracts.
D)   new buy, straight rebuy, and modified rebuy.
E)   new buy, remake, and used buy.F) A) and D)
G) A) and C)

Question 2

a purchase is a straight or modified rebuy for a manufacturer,the seller would most likely emphasize a competitive price and __________ in meetings with the purchasing agent.

Accepted Answer

A)   nationwide distribution
B)   a reliable supply
C)   funds for advertising
D)   a quality product
E)   a great brand nameF) C) and D)
G) A) and B)

Question 3

Organizational buyers refer to

Accepted Answer

A)   manufacturers, wholesalers, retailers, and government agencies that buy goods and services exclusively for resale.
B)   manufacturers, wholesalers, retailers, and government agencies that buy goods and services for their own use or for resale.
C)   manufacturers, wholesalers, retailers, and government agencies that buy goods and services exclusively for their own use.
D)   firms that buy physical products and resell them again without any reprocessing.
E)   firms that in some way reprocess a product or service they buy before selling it again to the next buyer.F) A) and B)
G) None of the above

Question 4

industrial buying practice in which two organizations agree to purchase each other's products and services is referred to as __________.

Accepted Answer

A)   a tying arrangement
B)   exclusive dealing
C)   reciprocity
D)   a supply partnership
E)   noncompetitive biddingF) A) and B)
G) A) and C)

Question 5

Marketers need to understand their firms' buying centers.A series of questions can be used to facilitate this process.Which of the following questions would be the LEAST USEFUL when trying to understand the operations of a buying center?

Accepted Answer

A)   "Which individuals are in the buying center for the product or service?"
B)   "What is the relative influence of each member of the group?"
C)   "What are the buying criteria of each member?"
D)   "How does each member of the group perceive our firm, our products and services, and our salespeople?"
E)   "What criteria were used to select the members of the buying center?"F) All of the above
G) B) and D)

Question 6

the salesperson for West Plains Band Saw talked to a group from Conner Industries,he overheard one of the men on the production line saying,"This band saw has a 36-inch wheel that could really save us time,and with its adjustable height,it can be operated by someone tall like me and by some of our shorter workers.I bet this would speed up production time by 30 percent.Why don't we order this band saw?" The person the salesperson heard giving input has which buying center role?

Accepted Answer

A)   purchasing agent
B)   decider
C)   buyer
D)   user
E)   motivatorF) C) and D)
G) B) and E)

Question 7

Online buying in organizational markets is prominent because Internet technology

Accepted Answer

A)   allows companies to increase their advertising and promotion expenditures.
B)   can convey timely information quickly.
C)   substantially increases buyer order processing costs.
D)   narrows the potential customer base for many products.
E)   totally eliminates marketing costs.F) A) and E)
G) B) and E)

Question 8

Derived demand refers to

Accepted Answer

A)   a graph relating the quantity sold and price, which shows the maximum number of units that will be sold at a given price.
B)   the demand for industrial products and services that is driven by the demand for consumer products and services.
C)   the relationship between total revenue and total cost to determine profitability at various levels of output.
D)   the point on a demand curve where supply and demand intersect.
E)   the percentage change in quantity demanded relative to a percentage change in price.F) A) and E)
G) A) and D)

Question 9

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

Accepted Answer

A)   consumer demand
B)   promotional incentives
C)   current mood of the buyer
D)   senior management directives
E)   warranties and claim policiesF) None of the above
G) A) and B)

Question 10

the breakdown for the NAICS code based on Figure 6-1 above,"B" 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 E)
G) A) and D)

Question 11

Organizational buying behavior refers to

Accepted Answer

A)   the actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions.
B)   the decision-making process that organizations use to establish the need for products and services and identify, evaluate, and choose among alternative brands and suppliers.
C)   the determination of what to purchase and the quantity to purchase based upon derived demand.
D)   the determination of what to purchase and the quantity to purchase based upon the derived demand in the industry.
E)   the process that organizations use to purchase the raw materials and tools used in the manufacturing of a product.F) A) and E)
G) B) and E)

Question 12

NAICS Logo
-Figure 6-1 above is the logo for the NAICS,which provides common industry definitions for

Accepted Answer

A)   Canada, England, and the United States.
B)   North America, Asia, and Europe.
C)   North America, Central America, and South America.
D)   Canada, England, Australia.
E)   Canada, Mexico, and the United States.F) D) and E)
G) B) and E)

Question 13

Figure 6-6b
-Figure 6-6b above,as the number of sellers increases,the price

Accepted Answer

A)   increases.
B)   stays the same.
C)   has no relation to the number of sellers.
D)   decreases.
E)   fluctuates depending on economic conditions.F) A) and B)
G) None of the above

Question 14

the organizational buying process,important product or service characteristics include multiple buying influences,a predominance of raw and semifinished goods,and

Accepted Answer

A)   delivery time, technical assistance, and postsale service.
B)   low price, buyer incentives, and extended contracts.
C)   buyer incentives, technical assistance, and exclusive contracts.
D)   quantity discounts, delivery time, and exclusive contracts.
E)   low price, buyer incentives, and post-sale service.F) B) and D)
G) A) and E)

Question 15

systematic appraisal of the design,quality,and performance requirements of a product to reduce purchasing costs is referred to as

Accepted Answer

A)   cost analysis.
B)   a make-buy decision.
C)   value analysis.
D)   procurement analysis.
E)   a buy class decision.F) A) and B)
G) A) and C)

Question 16

Which of the following characterizes organizational buyer-seller relationships?

Accepted Answer

A)   Purchases are often made after brief negotiations.
B)   Purchases are usually of small dollar values.
C)   Long-term contracts are often prevalent.
D)   Reciprocal arrangements never exist.
E)   Delivery schedules are largely irrelevant.F) A) and B)
G) All of the above

Question 17

What is a bidder's list?

Accepted Answer

During the alternative evaluation stage ...

Question 18

bidder's list refers to

Accepted Answer

A)   a list of firms believed to be qualified to purchase a given item.
B)   a list of firms believed to be qualified to supply a given item.
C)   those firms that have expressed interest in supplying a specific item but have not yet been approved.
D)   a list of firms that have not yet expressed an interest in supplying a specific item to the firm.
E)   a list of approved suppliers that have not yet been entered into the firm's purchasing databank.F) B) and D)
G) All of the above

Question 19

Researchers who have studied organizational buying identify three types of buying situations,called

Accepted Answer

A)   purchase criteria.
B)   buy classes.
C)   buying alternatives.
D)   consideration set.
E)   purchase hierarchy.F) B) and C)
G) A) and E)

Question 20

Although not strictly illegal,the U.S.Justice Department frowns on reciprocity because the practice

Accepted Answer

A)   gives an unfair advantage to smaller companies.
B)   gives an unfair advantage to larger corporations.
C)   reduces the amount of taxes paid by the parties involved.
D)   restricts the normal operation of the free market.
E)   encourages free trade.F) A) and E)
G) C) and E)

Exam 6: Understanding Organizations As Customers

Organizational buyers refer to

Correct Answer
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Organizational buying behavior refers to

Correct Answer
verified

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

Correct Answer
verified

classes refer to the three types of organizational buying situations:

Correct Answer
verified

What is a bidder's list?

Correct Answer
verified
During the alternative evaluation stage ...
View Answer

Which of the following characterizes organizational buyer-seller relationships?

Correct Answer
verified

Marketers need to understand their firms' buying centers.A series of questions can be used to facilitate this process.Which of the following questions would be the LEAST USEFUL when trying to understand the operations of a buying center?

Correct Answer
verified

Although not strictly illegal,the U.S.Justice Department frowns on reciprocity because the practice

Correct Answer
verified

NAICS Logo -Figure 6-1 above is the logo for the NAICS,which provides common industry definitions for

Correct Answer
verified

Figure 6-6b -Figure 6-6b above,as the number of sellers increases,the price

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

Researchers who have studied organizational buying identify three types of buying situations,called

Correct Answer
verified

a purchase is a straight or modified rebuy for a manufacturer,the seller would most likely emphasize a competitive price and __________ in meetings with the purchasing agent.

Correct Answer
verified

Online buying in organizational markets is prominent because Internet technology

Correct Answer
verified

the organizational buying process,important product or service characteristics include multiple buying influences,a predominance of raw and semifinished goods,and

Correct Answer
verified

industrial buying practice in which two organizations agree to purchase each other's products and services is referred to as __________.

Correct Answer
verified

systematic appraisal of the design,quality,and performance requirements of a product to reduce purchasing costs is referred to as

Correct Answer
verified

bidder's list refers to

Correct Answer
verified

Derived demand refers to

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

Organizational buyers refer to

Correct AnswerverifiedShow Answer

Organizational buying behavior refers to

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

classes refer to the three types of organizational buying situations:

Correct AnswerverifiedShow Answer

What is a bidder's list?

Correct AnswerverifiedDuring the alternative evaluation stage ...View AnswerShow Answer

Which of the following characterizes organizational buyer-seller relationships?

Correct AnswerverifiedShow Answer

Marketers need to understand their firms' buying centers.A series of questions can be used to facilitate this process.Which of the following questions would be the LEAST USEFUL when trying to understand the operations of a buying center?

Correct AnswerverifiedShow Answer

Although not strictly illegal,the U.S.Justice Department frowns on reciprocity because the practice

Correct AnswerverifiedShow Answer

NAICS Logo -Figure 6-1 above is the logo for the NAICS,which provides common industry definitions for

Correct AnswerverifiedShow Answer

Figure 6-6b -Figure 6-6b above,as the number of sellers increases,the price

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Researchers who have studied organizational buying identify three types of buying situations,called

Correct AnswerverifiedShow Answer

a purchase is a straight or modified rebuy for a manufacturer,the seller would most likely emphasize a competitive price and __________ in meetings with the purchasing agent.

Correct AnswerverifiedShow Answer

Online buying in organizational markets is prominent because Internet technology

Correct AnswerverifiedShow Answer

the organizational buying process,important product or service characteristics include multiple buying influences,a predominance of raw and semifinished goods,and

Correct AnswerverifiedShow Answer

industrial buying practice in which two organizations agree to purchase each other's products and services is referred to as __________.

Correct AnswerverifiedShow Answer

systematic appraisal of the design,quality,and performance requirements of a product to reduce purchasing costs is referred to as

Correct AnswerverifiedShow Answer

bidder's list refers to

Correct AnswerverifiedShow Answer

Derived demand refers to

Correct AnswerverifiedShow Answer

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During the alternative evaluation stage ...
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