Question 1

At which stage of the organizational buying decision process would design and production engineers draft specifications?

Accepted Answer

A) problem recognition 
B) information search 
C) alternative evaluation 
D) purchase decision 
E) value analysis 
A) problem recognition 
B) information search 
C) alternative evaluation 
D) purchase decision 
E) value analysis

Question 2

In a buyer-seller relationship,reciprocity refers to

Accepted Answer

A) the practice whereby a seller requires the purchaser of one product to buy another item in the line. 
B) an industrial buying practice in which two organizations,in this case a manufacturer and a supplier,agree to purchase each other's products and services. 
C) an arrangement a manufacturer makes with a reseller to only handle its products and not those of competitors. 
D) the illegal practice of refusing to purchase a seller's products unless the seller agrees not to purchase that product or any similar products from any other buyer. 
E) when a supplier requires a buyer purchasing some of its products to also buy others. 
A) the practice whereby a seller requires the purchaser of one product to buy another item in the line. 
B) an industrial buying practice in which two organizations,in this case a manufacturer and a supplier,agree to purchase each other's products and services. 
C) an arrangement a manufacturer makes with a reseller to only handle its products and not those of competitors. 
D) the illegal practice of refusing to purchase a seller's products unless the seller agrees not to purchase that product or any similar products from any other buyer. 
E) when a supplier requires a buyer purchasing some of its products to also buy others.

Question 3

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 are prohibited by the federal government. 
E) Delivery schedules are largely irrelevant. 
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 are prohibited by the federal government. 
E) Delivery schedules are largely irrelevant.

Question 4

Milsco Manufacturing emphasizes

Accepted Answer

A) signing lifetime contracts with suppliers to demonstrate its loyalty to them. 
B) supplier partnerships when designing products for its customers. 
C) reciprocity arrangements with its customers so that each can maximize profit. 
D) co-branding as a form of supply partnerships with customers. 
E) extending health care benefits to its suppliers' employees as a result of the Affordable Care Act. 
A) signing lifetime contracts with suppliers to demonstrate its loyalty to them. 
B) supplier partnerships when designing products for its customers. 
C) reciprocity arrangements with its customers so that each can maximize profit. 
D) co-branding as a form of supply partnerships with customers. 
E) extending health care benefits to its suppliers' employees as a result of the Affordable Care Act.

Question 5

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 6

When Trek orders a seat or saddle for one of its models that has a slightly different material for the cover only,but the other components are the same as existing saddles used on other bikes,this purchase situation is known as a

Accepted Answer

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

Question 7

Figure 6-4
  
-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 8

Concert Staging Co.provides the stage,roof system,lighting,and sound for outdoor concerts and theatrical events.The number of concert and theater events sponsored by various organizations determines how many times the company is hired to provide its services,which often depends on consumer willingness to buy event tickets.Demand for the services provided by Concert Staging Co.is considered

Accepted Answer

A) derived. 
B) unitized. 
C) industrial. 
D) applied. 
E) reseller. 
A) derived. 
B) unitized. 
C) industrial. 
D) applied. 
E) reseller.

Question 9

Figure 6-4
  
-A buy class situation affects buying center tendencies in different ways.If there are two or three people involved,the problem is minor modification,and the suppliers considered are the present,the buy class situation is most likely a

Accepted Answer

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

Question 10

Keystone Foods,which invented the individual quick freeze process for beef,provides McDonald's with millions of pounds of chicken,beef,and fish annually for use in its restaurants.The firm sources the animal proteins from farms and processes them in a variety of ways,such as breading or freezing,before selling them to McDonald's.Keystone is operating in a(n)________ market.

Accepted Answer

A) heavy goods 
B) government 
C) service 
D) industrial 
E) reseller 
A) heavy goods 
B) government 
C) service 
D) industrial 
E) reseller

Question 11

Consider how buy classes affect buying center tendencies in different ways.Describe the buy-class situations,and discuss the implications for the organization of each type of buy class.

Accepted Answer

New buy.Here the organization is a first

Question 12

Once an organization passes through the problem recognition stage of the organizational buying decision process,it reaches the ________ stage.

Accepted Answer

A) information search 
B) value analysis 
C) alternative evaluation 
D) purchase decision 
E) behavioral learning 
A) information search 
B) value analysis 
C) alternative evaluation 
D) purchase decision 
E) behavioral learning

Question 13

In the organizational buying process,heavy emphasis is placed on which product or service characteristics?

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 postsale service 
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 postsale service

Question 14

Figure 6-4
  
-If a purchase is a new buy for a manufacturer,the seller should expect

Accepted Answer

A) specifications to be changed many times before the buy is completed. 
B) a lot of conflict. 
C) many people to be involved in the purchase decision. 
D) to have to do some favors for the decision makers. 
E) to receive confirmation of a contract quickly. 
A) specifications to be changed many times before the buy is completed. 
B) a lot of conflict. 
C) many people to be involved in the purchase decision. 
D) to have to do some favors for the decision makers. 
E) to receive confirmation of a contract quickly.

Question 15

Which of the following types of firms are in the industrial market?

Accepted Answer

A) retailing 
B) construction 
C) wholesaling 
D) state governments 
E) federal regulatory agencies 
A) retailing 
B) construction 
C) wholesaling 
D) state governments 
E) federal regulatory agencies

Question 16

Manufacturers,wholesalers,retailers,service companies,not-for-profit organizations,and government agencies that buy goods and services for their own use or for resale are referred to as

Accepted Answer

A) multinational buyers. 
B) resellers. 
C) organizational buyers. 
D) ultimate consumers. 
E) institutional buyers. 
A) multinational buyers. 
B) resellers. 
C) organizational buyers. 
D) ultimate consumers. 
E) institutional buyers.

Question 17

Which of the following is indicative of the purchase decision stage of the organizational buying decision process?

Accepted Answer

A) The purchase decision is usually quick once the information search has been completed. 
B) Even after the bid is submitted and even once accepted,terms must still be negotiated. 
C) Even if several vendors make it onto the bidder's list,ultimately only one supplier is chosen. 
D) If a supplier on the bidder's list is not selected,it is rarely told the reason it was rejected. 
E) Once an agreement has been formally reached,neither the buyer nor the seller is permitted to make changes to the terms of the contract. 
A) The purchase decision is usually quick once the information search has been completed. 
B) Even after the bid is submitted and even once accepted,terms must still be negotiated. 
C) Even if several vendors make it onto the bidder's list,ultimately only one supplier is chosen. 
D) If a supplier on the bidder's list is not selected,it is rarely told the reason it was rejected. 
E) Once an agreement has been formally reached,neither the buyer nor the seller is permitted to make changes to the terms of the contract.

Question 18

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 composition of the buying center depends on the specific item being purchased. 
D) The purchasing manager is an occasional member of the buying center. 
E) Most government units use a formal buying center to arrive at buying decisions. 
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 composition of the buying center depends on the specific item being purchased. 
D) The purchasing manager is an occasional member of the buying center. 
E) Most government units use a formal buying center to arrive at buying decisions.

Question 19

Corning,Inc. ,which transforms an exotic blend of materials to create optical fiber capable of carrying much of the telephone traffic in the United States on a single strand,is operating in a(n)________ market.

Accepted Answer

A) consumer 
B) government 
C) service 
D) reseller 
E) industrial 
A) consumer 
B) government 
C) service 
D) reseller 
E) industrial

Question 20

A computer company salesperson invites the IT managers of its top 10 customers (in terms of dollar sales)to view a demonstration of the firm's new product line,so the salesperson can obtain their opinions regarding various options and configurations that could be offered.These IT managers are most likely to be the ________ of their organizations' buying centers.

Accepted Answer

A) gatekeepers 
B) influencers 
C) reciprocity arrangers 
D) buyers 
E) users 
A) gatekeepers 
B) influencers 
C) reciprocity arrangers 
D) buyers 
E) users

Exam 6: Understanding Organizations As Customers

At which stage of the organizational buying decision process would design and production engineers draft specifications?

In a buyer-seller relationship,reciprocity refers to

Which of the following characterizes organizational buyer-seller relationships?

Milsco Manufacturing emphasizes

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

When Trek orders a seat or saddle for one of its models that has a slightly different material for the cover only,but the other components are the same as existing saddles used on other bikes,this purchase situation is known as a

Figure 6-4 -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

Figure 6-4 -A buy class situation affects buying center tendencies in different ways.If there are two or three people involved,the problem is minor modification,and the suppliers considered are the present,the buy class situation is most likely a

Consider how buy classes affect buying center tendencies in different ways.Describe the buy-class situations,and discuss the implications for the organization of each type of buy class.

Once an organization passes through the problem recognition stage of the organizational buying decision process,it reaches the ________ stage.

In the organizational buying process,heavy emphasis is placed on which product or service characteristics?

Figure 6-4 -If a purchase is a new buy for a manufacturer,the seller should expect

Which of the following types of firms are in the industrial market?

Manufacturers,wholesalers,retailers,service companies,not-for-profit organizations,and government agencies that buy goods and services for their own use or for resale are referred to as

Which of the following is indicative of the purchase decision stage of the organizational buying decision process?

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

Corning,Inc. ,which transforms an exotic blend of materials to create optical fiber capable of carrying much of the telephone traffic in the United States on a single strand,is operating in a(n)________ market.

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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