Question 1

What is a buying center? In what type of business would a buying center most likely be found?

Accepted Answer

A buying center is a group of individual

Question 2

Organizational buyers are

Accepted Answer

A)  wholesalers, retailers, and service companies that buy goods and services exclusively for resale. 
B)  any organization that buys products and services for their own use or for resale. 
C)  not-for-profit organizations that buy goods and services for their own use. 
D)  firms that typically buy physical goods and resell them again without any reprocessing. 
E)  all buyers in a nation, including ultimate consumers. 
A)  wholesalers, retailers, and service companies that buy goods and services exclusively for resale. 
B)  any organization that buys products and services for their own use or for resale. 
C)  not-for-profit organizations that buy goods and services for their own use. 
D)  firms that typically buy physical goods and resell them again without any reprocessing. 
E)  all buyers in a nation, including ultimate consumers.

Question 3

General Electric manufactures electric motors for its clothes dryers. The firm uses a formal vendor rating system to evaluate suppliers and notify those whose parts did not meet quality standards. If a supplier fails to correct the problem, GE will drop it as a future supplier. Which stage in the organizational buying decision process would GE make this evaluation?

Accepted Answer

A)  purchase decision stage 
B)  information search stage 
C)  postpurchase behavior stage 
D)  alternative evaluation stage 
E)  problem recognition stage 
A)  purchase decision stage 
B)  information search stage 
C)  postpurchase behavior stage 
D)  alternative evaluation stage 
E)  problem recognition stage

Question 4

A university's marketing department typically purchases backpacks with its logo embroidered on them for all incoming freshmen. This year, because the faculty has heard complaints, the marketing chair wants to buy similar backpacks but find one that is a little more durable. This is an example of a

Accepted Answer

A)  new buy. 
B)  straight rebuy. 
C)  make-buy. 
D)  modified rebuy. 
E)  standard reorder. 
A)  new buy. 
B)  straight rebuy. 
C)  make-buy. 
D)  modified rebuy. 
E)  standard reorder.

Question 5

Starbucks purchases from coffee growers located in more than 20 countries. It pays the coffee farmers a fair price for the beans, the coffee is grown in an ecologically sound manner, and Starbucks invests in the farming communities where its coffees are produced. This is an example of

Accepted Answer

A)  green marketing. 
B)  ISO 14000 certification. 
C)  sustainable procurement. 
D)  ecological procurement. 
E)  cause marketing. 
A)  green marketing. 
B)  ISO 14000 certification. 
C)  sustainable procurement. 
D)  ecological procurement. 
E)  cause marketing.

Question 6

Buy classes refer to the three types of organizational buying situations:

Accepted Answer

A)  buy, lease, and rent. 
B)  new buy, make, and reprocess. 
C)  manufacturing contracts, consulting contracts, service contracts. 
D)  new buy, straight rebuy, and modified rebuy. 
E)  new buy, refurbish, and used buy. 
A)  buy, lease, and rent. 
B)  new buy, make, and reprocess. 
C)  manufacturing contracts, consulting contracts, service contracts. 
D)  new buy, straight rebuy, and modified rebuy. 
E)  new buy, refurbish, and used buy.

Question 7

The North American Industry Classification System (NAICS) designates industries with a numerical code in a defined structure. A six-digit coding system is used. The first two digits designate

Accepted Answer

A)  a country of origin. 
B)  an industry group. 
C)  a specific industry. 
D)  an individual country-level national industry. 
E)  a sector of the economy. 
A)  a country of origin. 
B)  an industry group. 
C)  a specific industry. 
D)  an individual country-level national industry. 
E)  a sector of the economy.

Question 8

Figure 6-4
-Figure 6-4 above shows the three buy classes encountered by organizational buyers. Column B is referred to as a

Accepted Answer

A)  modified rebuy. 
B)  straight rebuy. 
C)  typical buy. 
D)  standard reorder. 
E)  new buy. 
A)  modified rebuy. 
B)  straight rebuy. 
C)  typical buy. 
D)  standard reorder. 
E)  new buy.

Question 9

Small businesses benefit from independent ________ like Amazon Business, PlasticsNet, Hospital Network.com, and TextileWeb.

Accepted Answer

A)  webfronts 
B)  clicks-and-mortar 
C)  e-marketplaces 
D)  iMarkets 
E)  integrated markets 
A)  webfronts 
B)  clicks-and-mortar 
C)  e-marketplaces 
D)  iMarkets 
E)  integrated markets

Question 10

Business-to-business buying over the Internet

Accepted Answer

A)  is nearly equivalent to consumer electronic commerce when measured by the total dollar value of all online transactions. 
B)  is at least twice as large as consumer online buying when measured by the total dollar value of all online transactions. 
C)  remains rare since face-to-face communication between a firm's sales force and its potential customers is so important. 
D)  is impossible to estimate since companies will not share procurement information. 
E)  has never been popular since it presents massive security risks for companies. 
A)  is nearly equivalent to consumer electronic commerce when measured by the total dollar value of all online transactions. 
B)  is at least twice as large as consumer online buying when measured by the total dollar value of all online transactions. 
C)  remains rare since face-to-face communication between a firm's sales force and its potential customers is so important. 
D)  is impossible to estimate since companies will not share procurement information. 
E)  has never been popular since it presents massive security risks for companies.

Question 11

Researchers who have studied organizational buying identify three types of buying situations, called ________, which include new buy, modified rebuy, and straight rebuy.

Accepted Answer

A)  purchase criteria 
B)  buy classes 
C)  buying centers 
D)  consideration sets 
E)  purchase hierarchies 
A)  purchase criteria 
B)  buy classes 
C)  buying centers 
D)  consideration sets 
E)  purchase hierarchies

Question 12

Important market characteristics in organizational buying behavior include which of the following?

Accepted Answer

A)  large markets but orders become progressively smaller over time 
B)  diminishing international opportunities as more firms enter the market 
C)  many customers placing progressively larger orders over time 
D)  fewer customers but with larger orders 
E)  a market that functions independently of consumer demand 
A)  large markets but orders become progressively smaller over time 
B)  diminishing international opportunities as more firms enter the market 
C)  many customers placing progressively larger orders over time 
D)  fewer customers but with larger orders 
E)  a market that functions independently of consumer demand

Question 13

The three types of organizational buy classes are

Accepted Answer

A)  industrial, reseller, and government. 
B)  consumer products, industrial goods, and services. 
C)  users, influencers, and deciders. 
D)  straight purchase, barter, and countertrade. 
E)  new buy, straight rebuy, and modified rebuy. 
A)  industrial, reseller, and government. 
B)  consumer products, industrial goods, and services. 
C)  users, influencers, and deciders. 
D)  straight purchase, barter, and countertrade. 
E)  new buy, straight rebuy, and modified rebuy.

Question 14

A buy-class situation affects buying center tendencies in different ways. If there are many people involved, the problem definition is uncertain, and the time required for a decision is long, the buy-class situation is most likely a

Accepted Answer

A)  standard buy. 
B)  straight rebuy. 
C)  conditional rebuy. 
D)  modified rebuy. 
E)  new buy. 
A)  standard buy. 
B)  straight rebuy. 
C)  conditional rebuy. 
D)  modified rebuy. 
E)  new buy.

Question 15

The City of Denver contracts with Solid Waste Management to provide trash collection services for its citizens. The city is operating as

Accepted Answer

A)  a government unit. 
B)  an industrial market. 
C)  a business market. 
D)  a consumer market. 
E)  a service provider. 
A)  a government unit. 
B)  an industrial market. 
C)  a business market. 
D)  a consumer market. 
E)  a service provider.

Question 16

The NAICS groups economic activity to permit studies of

Accepted Answer

A)  multi-language advertising. 
B)  market share, demand, or import competition. 
C)  growth potential in emerging markets. 
D)  best practices for manufacturers. 
E)  job outsourcing and trade flow impacts. 
A)  multi-language advertising. 
B)  market share, demand, or import competition. 
C)  growth potential in emerging markets. 
D)  best practices for manufacturers. 
E)  job outsourcing and trade flow impacts.

Question 17

Trek uses several organizational buying criteria to evaluate potential suppliers. These include all of the following except which?

Accepted Answer

A)  price 
B)  environmental impact 
C)  warranties and claim policies 
D)  quality 
E)  delivery capabilities 
A)  price 
B)  environmental impact 
C)  warranties and claim policies 
D)  quality 
E)  delivery capabilities

Question 18

Airbus manufactures commercial aircraft that it sells to a variety of airlines worldwide. Still, demand for its products often depends on rates of air travel among consumers. Demand for Airbus products is referred to as ________ demand.

Accepted Answer

A)  unitized 
B)  reseller 
C)  applied 
D)  implied 
E)  derived 
A)  unitized 
B)  reseller 
C)  applied 
D)  implied 
E)  derived

Question 19

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 is referred to as

Accepted Answer

A)  buyer development. 
B)  a supply partnership. 
C)  a make-buy decision. 
D)  supplier development. 
E)  buyer-seller reciprocity. 
A)  buyer development. 
B)  a supply partnership. 
C)  a make-buy decision. 
D)  supplier development. 
E)  buyer-seller reciprocity.

Question 20

Organizational buying criteria are

Accepted Answer

A)  the restrictions placed on potential solutions to a problem in a purchase decision. 
B)  the specific qualifications of a potential customer based upon past performance, reliability, and consistency regarding the purchase of an organization's offerings. 
C)  the qualifications of the supplier's products and services based on recommendations from competitors. 
D)  the objective attributes of the supplier's products and services and the capabilities of the supplier itself. 
E)  the factors that an ultimate consumer would consider that represent both the objective attributes of a brand and the subjective ones to compare different products and brands. 
A)  the restrictions placed on potential solutions to a problem in a purchase decision. 
B)  the specific qualifications of a potential customer based upon past performance, reliability, and consistency regarding the purchase of an organization's offerings. 
C)  the qualifications of the supplier's products and services based on recommendations from competitors. 
D)  the objective attributes of the supplier's products and services and the capabilities of the supplier itself. 
E)  the factors that an ultimate consumer would consider that represent both the objective attributes of a brand and the subjective ones to compare different products and brands.

Exam 6: Understanding Organizations As Customers

What is a buying center? In what type of business would a buying center most likely be found?

Organizational buyers are

A university's marketing department typically purchases backpacks with its logo embroidered on them for all incoming freshmen. This year, because the faculty has heard complaints, the marketing chair wants to buy similar backpacks but find one that is a little more durable. This is an example of a

Starbucks purchases from coffee growers located in more than 20 countries. It pays the coffee farmers a fair price for the beans, the coffee is grown in an ecologically sound manner, and Starbucks invests in the farming communities where its coffees are produced. This is an example of

Buy classes refer to the three types of organizational buying situations:

The North American Industry Classification System (NAICS) designates industries with a numerical code in a defined structure. A six-digit coding system is used. The first two digits designate

Figure 6-4 -Figure 6-4 above shows the three buy classes encountered by organizational buyers. Column B is referred to as a

Small businesses benefit from independent ________ like Amazon Business, PlasticsNet, Hospital Network.com, and TextileWeb.

Business-to-business buying over the Internet

Researchers who have studied organizational buying identify three types of buying situations, called ________, which include new buy, modified rebuy, and straight rebuy.

Important market characteristics in organizational buying behavior include which of the following?

The three types of organizational buy classes are

A buy-class situation affects buying center tendencies in different ways. If there are many people involved, the problem definition is uncertain, and the time required for a decision is long, the buy-class situation is most likely a

The City of Denver contracts with Solid Waste Management to provide trash collection services for its citizens. The city is operating as

The NAICS groups economic activity to permit studies of

Trek uses several organizational buying criteria to evaluate potential suppliers. These include all of the following except which?

Airbus manufactures commercial aircraft that it sells to a variety of airlines worldwide. Still, demand for its products often depends on rates of air travel among consumers. Demand for Airbus products is referred to as ________ demand.

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 is referred to as

Organizational buying criteria are

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

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