Question 1

Organizational buyers are divided into three markets, which are

Accepted Answer

A)  industrial, wholesaler, and retailer. 
B)  industrial, retailer, and government. 
C)  retailer, manufacturer, and government. 
D)  industrial, government, and ultimate consumer. 
E)  industrial, reseller, and government. 
A)  industrial, wholesaler, and retailer. 
B)  industrial, retailer, and government. 
C)  retailer, manufacturer, and government. 
D)  industrial, government, and ultimate consumer. 
E)  industrial, reseller, and government.

Question 2

Important characteristics in organizational buying include which of the following?

Accepted Answer

A)  Many of the goods purchased are raw and semifinished. 
B)  A heavy emphasis is placed on maintaining standardization to keep costs down. 
C)  Coupons and contests are the most frequent forms of promotion. 
D)  A fixed, nonnegotiable price is the norm. 
E)  Personal relationships are preferred to online buying over the Internet. 
A)  Many of the goods purchased are raw and semifinished. 
B)  A heavy emphasis is placed on maintaining standardization to keep costs down. 
C)  Coupons and contests are the most frequent forms of promotion. 
D)  A fixed, nonnegotiable price is the norm. 
E)  Personal relationships are preferred to online buying over the Internet.

Question 3

Explain the differences between independent e-marketplaces and private exchanges.

Accepted Answer

Both are forms of e-marketplaces. Indepe

Question 4

Identify and describe the five roles an individual can play in a buying center.

Accepted Answer

There are five roles an individual can p

Question 5

Which of the following organizational buyers purchases raw materials and parts to reprocess into the finished goods they sell?

Accepted Answer

A)  retailers 
B)  wholesalers 
C)  agents 
D)  manufacturers 
E)  ultimate consumers 
A)  retailers 
B)  wholesalers 
C)  agents 
D)  manufacturers 
E)  ultimate consumers

Question 6

Within the buying center, influencers are people who

Accepted Answer

A)  have the formal authority and responsibility to select the supplier and negotiate the terms of the contract. 
B)  control the flow of information in the buying center. 
C)  affect the buying decision usually by helping define the specifications for what is bought. 
D)  have the formal or informal power to select or approve the supplier that receives the contract. 
E)  actually use and evaluate the product or service. 
A)  have the formal authority and responsibility to select the supplier and negotiate the terms of the contract. 
B)  control the flow of information in the buying center. 
C)  affect the buying decision usually by helping define the specifications for what is bought. 
D)  have the formal or informal power to select or approve the supplier that receives the contract. 
E)  actually use and evaluate the product or service.

Question 7

An IT engineer specifies the type of electronic shopping cart to be used on the company's new website. The engineer also chooses the supplier that receives the contract to provide the software. In the buying center, this person is the

Accepted Answer

A)  gatekeeper. 
B)  decider. 
C)  broker. 
D)  influencer. 
E)  user 
A)  gatekeeper. 
B)  decider. 
C)  broker. 
D)  influencer. 
E)  user

Question 8

The 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-to-business marketing. 
D)  reseller marketing. 
E)  organizational marketing. 
A)  integrated marketing. 
B)  institutional marketing. 
C)  business-to-business marketing. 
D)  reseller marketing. 
E)  organizational marketing.

Question 9

Supplier development refers to

Accepted Answer

A)  the effort of suppliers to shape buyers' needs and stimulate demand among ultimate consumers. 
B)  the practice of dividing large orders among several suppliers rather than a single one to avoid possible manufacturing delays due to bad weather, plant mishaps, union issues, etc. 
C)  the deliberate effort by organizational buyers to build relationships that shape suppliers' products, services, and capabilities to fit a buyer's needs and those of its customers. 
D)  the practice of establishing a close relationship with one supplier rather than many to ensure loyalty and preferential treatment when filling exceptionally large orders. 
E)  the shift of a firm from supplier to manufacturer when repeated experience with a product and excellent buyer/seller relationships make the change both feasible and profitable. 
A)  the effort of suppliers to shape buyers' needs and stimulate demand among ultimate consumers. 
B)  the practice of dividing large orders among several suppliers rather than a single one to avoid possible manufacturing delays due to bad weather, plant mishaps, union issues, etc. 
C)  the deliberate effort by organizational buyers to build relationships that shape suppliers' products, services, and capabilities to fit a buyer's needs and those of its customers. 
D)  the practice of establishing a close relationship with one supplier rather than many to ensure loyalty and preferential treatment when filling exceptionally large orders. 
E)  the shift of a firm from supplier to manufacturer when repeated experience with a product and excellent buyer/seller relationships make the change both feasible and profitable.

Question 10

Online buying in organizational markets is prominent because Internet technology

Accepted Answer

A)  allows companies to increase their innovation cycles. 
B)  substantially increases brand loyalty. 
C)  conveys timely information quickly. 
D)  narrows the potential customer base for many products. 
E)  eliminates marketing costs. 
A)  allows companies to increase their innovation cycles. 
B)  substantially increases brand loyalty. 
C)  conveys timely information quickly. 
D)  narrows the potential customer base for many products. 
E)  eliminates marketing costs.

Question 11

Comparing the stages in a consumer and organizational purchase decision process reveals key differences. In organizations, ________ becomes more important for deadlines and quality control.

Accepted Answer

A)  choice variety 
B)  a supplier audit 
C)  the purchase decision 
D)  supplier capability 
E)  a performance review 
A)  choice variety 
B)  a supplier audit 
C)  the purchase decision 
D)  supplier capability 
E)  a performance review

Question 12

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)  create separate orders in amounts less than a certain threshold 
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)  create separate orders in amounts less than a certain threshold

Question 13

When JCPMedia buys paper for JCPenney newspaper inserts, it considers suppliers' forest management and other sustainability practices. JCPMedia buyers consider these as part of the process to

Accepted Answer

A)  fulfill profit responsibilities. 
B)  formally evaluate paper supplier capabilities. 
C)  eliminate the need for online purchasing. 
D)  shorten the value chain. 
E)  fulfill the auditing role. 
A)  fulfill profit responsibilities. 
B)  formally evaluate paper supplier capabilities. 
C)  eliminate the need for online purchasing. 
D)  shorten the value chain. 
E)  fulfill the auditing role.

Question 14

A straight rebuy is ________ while a modified rebuy is ________.

Accepted Answer

A)  an exchange; a resale 
B)  a routine reorder; an exchange 
C)  a first-time order; a routine reorder 
D)  a changed order; a first-time order 
E)  a routine reorder; a changed order 
A)  an exchange; a resale 
B)  a routine reorder; an exchange 
C)  a first-time order; a routine reorder 
D)  a changed order; a first-time order 
E)  a routine reorder; a changed order

Question 15

Within the buying center, deciders are people who

Accepted Answer

A)  have the formal authority and responsibility to select the supplier and negotiate the terms of the contract. 
B)  control the flow of information in the buying center. 
C)  have the formal or informal power to select or approve the supplier that receives the contract. 
D)  affect the buying decision usually by helping define the specifications for what is bought. 
E)  actually use and evaluate the product or service. 
A)  have the formal authority and responsibility to select the supplier and negotiate the terms of the contract. 
B)  control the flow of information in the buying center. 
C)  have the formal or informal power to select or approve the supplier that receives the contract. 
D)  affect the buying decision usually by helping define the specifications for what is bought. 
E)  actually use and evaluate the product or service.

Question 16

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

Accepted Answer

A)  flexibility. 
B)  technical capability. 
C)  adherence to government regulation. 
D)  senior management directives. 
E)  consumer awareness. 
A)  flexibility. 
B)  technical capability. 
C)  adherence to government regulation. 
D)  senior management directives. 
E)  consumer awareness.

Question 17

The predominant person-to-person trading community in the world is

Accepted Answer

A)  Facebook. 
B)  Amazon. 
C)  NASDAQ. 
D)  Craigslist. 
E)  eBay. 
A)  Facebook. 
B)  Amazon. 
C)  NASDAQ. 
D)  Craigslist. 
E)  eBay.

Question 18

What are the five stages of the organizational buying process? Describe at least three differences from the consumer buying process.

Accepted Answer

The five stages of the organizational bu

Question 19

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

Accepted Answer

A)  The composition of the buying center remains constant over long periods of time. 
B)  The buying center avoids cross-functional teams whenever possible. 
C)  The individuals in the buying center may vary depending on the specific item being purchased. 
D)  The purchasing manager is an occasional member of the buying center. 
E)  The participants are also part of a buying committee. 
A)  The composition of the buying center remains constant over long periods of time. 
B)  The buying center avoids cross-functional teams whenever possible. 
C)  The individuals in the buying center may vary depending on the specific item being purchased. 
D)  The purchasing manager is an occasional member of the buying center. 
E)  The participants are also part of a buying committee.

Question 20

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

Exam 6: Understanding Organizations As Customers

Organizational buyers are divided into three markets, which are

Important characteristics in organizational buying include which of the following?

Explain the differences between independent e-marketplaces and private exchanges.

Identify and describe the five roles an individual can play in a buying center.

Which of the following organizational buyers purchases raw materials and parts to reprocess into the finished goods they sell?

Within the buying center, influencers are people who

An IT engineer specifies the type of electronic shopping cart to be used on the company's new website. The engineer also chooses the supplier that receives the contract to provide the software. In the buying center, this person is the

The 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

Supplier development refers to

Online buying in organizational markets is prominent because Internet technology

Comparing the stages in a consumer and organizational purchase decision process reveals key differences. In organizations, ________ becomes more important for deadlines and quality control.

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.

When JCPMedia buys paper for JCPenney newspaper inserts, it considers suppliers' forest management and other sustainability practices. JCPMedia buyers consider these as part of the process to

A straight rebuy is ________ while a modified rebuy is ________.

Within the buying center, deciders are people who

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

The predominant person-to-person trading community in the world is

What are the five stages of the organizational buying process? Describe at least three differences from the consumer buying process.

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

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

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility for Sustainable Marketing

Understanding Consumer Behavior

Understanding and Reaching Global Consumers and Markets

Marketing Research: From Customer Insights to Actions

Market Segmentation, Targeting, and Positioning

Developing New Products and Services

Managing Successful Products, Services, and Brands

Services Marketing

Building the Price Foundation

Arriving at the Final Price

Managing Marketing Channels and Supply Chains

Retailing and Wholesaling

Integrated Marketing Communications and Direct Marketing

Advertising, Sales Promotion, and Public Relations

Using Social Media and Mobile Marketing to Connect With Consumers

Personal Selling and Sales Management

Implementing Interactive and Multi-Channel Marketing

Pulling It All Together: the Strategic Marketing Proces

Building an Effective Marketing Plan

Financial Aspects of Marketing

Filters

A straight rebuy is while a modified rebuy is .