Question 1

When Georgia State University buys new laptops for its faculty,it is operating as a(n)

Accepted Answer

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

Question 2

All of the following are roles in a buying center except which?

Accepted Answer

A) raters 
B) deciders 
C) gatekeepers 
D) influencers 
E) users 
A) raters 
B) deciders 
C) gatekeepers 
D) influencers 
E) users

Question 3

A buying center refers to

Accepted Answer

A) an online trading community that brings together buyers and supplier organizations to make possible the real-time exchange of information,money,products,and services. 
B) the department within a firm responsible for the logistics of placing,tracking,and delivering orders to other departments within the firm. 
C) the department within a firm responsible for the logistics of placing,tracking,and delivering orders to ultimate consumers. 
D) the group of people within an organization who participate in the buying process and share common goals,risks,and knowledge important to a purchase decision. 
E) the department within a firm that allows purchases to be made from a centralized location from multiple vendors at the same time. 
A) an online trading community that brings together buyers and supplier organizations to make possible the real-time exchange of information,money,products,and services. 
B) the department within a firm responsible for the logistics of placing,tracking,and delivering orders to other departments within the firm. 
C) the department within a firm responsible for the logistics of placing,tracking,and delivering orders to ultimate consumers. 
D) the group of people within an organization who participate in the buying process and share common goals,risks,and knowledge important to a purchase decision. 
E) the department within a firm that allows purchases to be made from a centralized location from multiple vendors at the same time.

Question 4

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 5

A firm that reprocesses a product or service it buys before selling the product again to the next buyer is referred to as a(n)

Accepted Answer

A) industrial firm. 
B) reseller firm. 
C) government agency. 
D) wholesaler. 
E) retailer. 
A) industrial firm. 
B) reseller firm. 
C) government agency. 
D) wholesaler. 
E) retailer.

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

Apple Inc.custom-orders the microprocessors for its iMac,iPhone,and iPad.Intel makes chips for the iMac,and Samsung produces Apple-designed chips for the iPhone and iPad.Intel and Samsung work with Apple to minimize costs for each type of chip while maximizing quality,ultimately giving customers good value for their money.These are examples of

Accepted Answer

A) symbiotic partnerships. 
B) make-buy decisions. 
C) reciprocal agreements. 
D) supply partnerships. 
E) exclusive dealings. 
A) symbiotic partnerships. 
B) make-buy decisions. 
C) reciprocal agreements. 
D) supply partnerships. 
E) exclusive dealings.

Question 8

Figure 6-4
  
-A buy class situation affects buying center tendencies in different ways.If there is one person involved,the problem is well-defined,and the buying objective is to find a low-priced supplier,the buy class situation is most likely a

Accepted Answer

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

Question 9

What is the North American Industry Classification System (NAICS)?

Accepted Answer

The North American Industry Classificati

Question 10

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 11

If 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) reciprocity 
A) exclusive dealing 
B) supply partnerships 
C) tying arrangements 
D) noncompetitive bidding 
E) reciprocity

Question 12

Describe the three types of organizational markets and give examples of each.

Accepted Answer

There are three types of organizational

Question 13

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

Accepted Answer

A) Few large transactions are made over the Internet due to concerns of industrial espionage. 
B) Negotiations,purchases,and delivery occur in real time at an accelerated rate. 
C) There are often reciprocal arrangements and negotiations between buyers and sellers. 
D) Most purchases are made through government-licensed negotiators. 
E) Direct selling to organizational buyers is rare because it is cost-prohibitive. 
A) Few large transactions are made over the Internet due to concerns of industrial espionage. 
B) Negotiations,purchases,and delivery occur in real time at an accelerated rate. 
C) There are often reciprocal arrangements and negotiations between buyers and sellers. 
D) Most purchases are made through government-licensed negotiators. 
E) Direct selling to organizational buyers is rare because it is cost-prohibitive.

Question 14

Organizations face three specific kinds of buying situations.They are new buy,straight rebuy,and modified rebuy.Collectively,these situations are referred to as

Accepted Answer

A) industrial buying behavior. 
B) reseller buying behavior. 
C) buy classes. 
D) purchase criteria. 
E) consideration sets. 
A) industrial buying behavior. 
B) reseller buying behavior. 
C) buy classes. 
D) purchase criteria. 
E) consideration sets.

Question 15

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 fifth digit designates a(n)

Accepted Answer

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

Question 16

Firms marketing consumer products or services often try to reach thousands or millions of individuals or households.Firms selling to organizations

Accepted Answer

A) try to reach tens of millions of wholesalers,retailers,and government units. 
B) are restricted to far fewer buyers. 
C) hope to obtain similar numbers of business customers,or even more. 
D) do not have customers,per se. 
E) also must sell to ultimate consumers because of the market potential. 
A) try to reach tens of millions of wholesalers,retailers,and government units. 
B) are restricted to far fewer buyers. 
C) hope to obtain similar numbers of business customers,or even more. 
D) do not have customers,per se. 
E) also must sell to ultimate consumers because of the market potential.

Question 17

The primary organizational buying objective for business firms is to

Accepted Answer

A) create an atmosphere of inclusiveness. 
B) help smaller companies stay in business. 
C) increase the efficiency of its buyers. 
D) help the firm increase profitability. 
E) balance inventory. 
A) create an atmosphere of inclusiveness. 
B) help smaller companies stay in business. 
C) increase the efficiency of its buyers. 
D) help the firm increase profitability. 
E) balance inventory.

Question 18

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 19

Dell,Inc. ,sells surplus,refurbished,or closeout computer merchandise at its dellauction.com website to many buyers who bid competitively against one another.This is an example of a(n)

Accepted Answer

A) traditional auction. 
B) reverse auction. 
C) bidder's war. 
D) I-auction. 
E) Webfront auction. 
A) traditional auction. 
B) reverse auction. 
C) bidder's war. 
D) I-auction. 
E) Webfront auction.

Question 20

The buying objective for nonprofit firms and government agencies is usually to

Accepted Answer

A) meet the needs of the groups they serve. 
B) increase profits through reducing costs. 
C) increase profits through increasing revenues. 
D) maintain profits through reducing costs and increasing revenues. 
E) reduce profits through reducing costs and reducing revenues. 
A) meet the needs of the groups they serve. 
B) increase profits through reducing costs. 
C) increase profits through increasing revenues. 
D) maintain profits through reducing costs and increasing revenues. 
E) reduce profits through reducing costs and reducing revenues.

Exam 6: Understanding Organizations As Customers

When Georgia State University buys new laptops for its faculty,it is operating as a(n)

All of the following are roles in a buying center except which?

A buying center refers to

The NAICS groups economic activity to permit studies of

A firm that reprocesses a product or service it buys before selling the product again to the next buyer is referred to as a(n)

Within the buying center,influencers are people who

Figure 6-4 -A buy class situation affects buying center tendencies in different ways.If there is one person involved,the problem is well-defined,and the buying objective is to find a low-priced supplier,the buy class situation is most likely a

What is the North American Industry Classification System (NAICS)?

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

If 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?

Describe the three types of organizational markets and give examples of each.

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

Organizations face three specific kinds of buying situations.They are new buy,straight rebuy,and modified rebuy.Collectively,these situations are referred to as

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 fifth digit designates a(n)

Firms marketing consumer products or services often try to reach thousands or millions of individuals or households.Firms selling to organizations

The primary organizational buying objective for business firms is to

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

Dell,Inc. ,sells surplus,refurbished,or closeout computer merchandise at its dellauction.com website to many buyers who bid competitively against one another.This is an example of a(n)

The buying objective for nonprofit firms and government agencies is usually to

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 Multichannel Marketing

Pulling It All Together: the Strategic Marketing Process

Writing Successful Marketing and Business Plans: Tips and Guidelines

Financial Statements and Ratios

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