Question 1

Purchasing paper for JCPMedia is one example of

Accepted Answer

A) organizational buying. 
B) online buying. 
C) on-time delivery. 
D) derived demand. 
E) cooperative selling. 
A) organizational buying. 
B) online buying. 
C) on-time delivery. 
D) derived demand. 
E) cooperative selling.

Question 2

In terms of organizational markets,Amazon.com,Lands' End,and JCPenney would most likely be classified as

Accepted Answer

A) government units. 
B) resellers. 
C) manufacturers. 
D) wholesalers. 
E) industrial firms. 
A) government units. 
B) resellers. 
C) manufacturers. 
D) wholesalers. 
E) industrial firms.

Question 3

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 4

A supply partnership refers to

Accepted Answer

A) an arrangement a manufacturer makes with a reseller to handle only its products and not those of competitors. 
B) 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. 
C) a supplier that requires a buyer purchasing some products from it to also buy others. 
D) a relationship that exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of lowering the cost of or increasing the value of products and services delivered to the ultimate consumer. 
E) the practice whereby a seller requires the purchaser of one product to also buy another item in the line. 
A) an arrangement a manufacturer makes with a reseller to handle only its products and not those of competitors. 
B) 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. 
C) a supplier that requires a buyer purchasing some products from it to also buy others. 
D) a relationship that exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of lowering the cost of or increasing the value of products and services delivered to the ultimate consumer. 
E) the practice whereby a seller requires the purchaser of one product to also buy another item in the line.

Question 5

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 6

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 7

Reverse auctions

Accepted Answer

A) are buyer-initiated. 
B) benefit the sellers significantly more than the buyers. 
C) have an increasing number of buyers as the auction progresses. 
D) do not allow sequential bidding. 
E) have many buyers at the start of the auction. 
A) are buyer-initiated. 
B) benefit the sellers significantly more than the buyers. 
C) have an increasing number of buyers as the auction progresses. 
D) do not allow sequential bidding. 
E) have many buyers at the start of the auction.

Question 8

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 9

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 10

A reorder of an existing product or service from a list of acceptable suppliers is referred to as a

Accepted Answer

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

Question 11

During late summer and early fall,there is a large demand for containers in Asia that are used to ship consumer products from Asia to the United States in time for the holiday selling season.The demand for these containers is referred to as ________ demand.

Accepted Answer

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

Question 12

An assistant heard his supervisor in the supply room yell,"Call Crate & Barrel.We need another case of its large coffee mugs for the conference next week." The supervisor was asking the assistant to make a

Accepted Answer

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

Question 13

Derived demand means the demand for industrial products and services is driven by,or derived from,the

Accepted Answer

A) NAICS statistical models. 
B) gross national product. 
C) demand for consumer products and services. 
D) demand for industrial products in other categories or markets. 
E) demand for government products and services. 
A) NAICS statistical models. 
B) gross national product. 
C) demand for consumer products and services. 
D) demand for industrial products in other categories or markets. 
E) demand for government products and services.

Question 14

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

Accepted Answer

A) production capacity. 
B) loyalty. 
C) flexibility. 
D) adaptability. 
E) quick and efficient communication. 
A) production capacity. 
B) loyalty. 
C) flexibility. 
D) adaptability. 
E) quick and efficient communication.

Question 15

Cassidy is part of the buying center for a large manufacturer.Her field of expertise is logistics,and she is responsible for choosing transportation providers for the company.A sales representative for Yellow Roadway,a successful trucking firm,regularly buys Cassidy's secretary lunch.The representative does this because she views the secretary as a(n)________ and wants to be sure that information about her company reaches Cassidy.

Accepted Answer

A) gatekeeper 
B) decider 
C) influencer 
D) obstructionist 
E) power broker 
A) gatekeeper 
B) decider 
C) influencer 
D) obstructionist 
E) power broker

Question 16

Which of the following possible characteristics of consumer buying is least likely to enter into an organizational buying decision?

Accepted Answer

A) comparison of product performance with expectations 
B) purchase decisions based on the highest overall evaluation 
C) alternatives evaluated on important criteria 
D) information gathered from internal and external searches 
E) problem recognition triggered by self-actualization motives 
A) comparison of product performance with expectations 
B) purchase decisions based on the highest overall evaluation 
C) alternatives evaluated on important criteria 
D) information gathered from internal and external searches 
E) problem recognition triggered by self-actualization motives

Question 17

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) has dramatically decreased 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) has dramatically decreased 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 18

Merrill Lynch and Thompson Financial had a three-year,$1 billion project that put workstations on the desks of 25,000 of Merrill Lynch's brokers.These machines put the world of investing information at brokers' fingertips.Thompson,the supplier,was obliged to not only deliver technology and services on time and on budget,but also constantly improve customer-satisfaction levels among Merrill Lynch's brokers and customers.This is an example of

Accepted Answer

A) a reciprocity agreement. 
B) exclusive dealing. 
C) supplier alliance. 
D) a buyer-seller relationship. 
E) a tying arrangement. 
A) a reciprocity agreement. 
B) exclusive dealing. 
C) supplier alliance. 
D) a buyer-seller relationship. 
E) a tying arrangement.

Question 19

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

Accepted Answer

A) flexibility. 
B) past performance on contracts. 
C) adherence to government regulation. 
D) senior management directives. 
E) consumer demand. 
A) flexibility. 
B) past performance on contracts. 
C) adherence to government regulation. 
D) senior management directives. 
E) consumer demand.

Question 20

What type of online auction includes one buyer and many sellers?

Accepted Answer

A) forward auction 
B) reverse auction 
C) include 
D) traditional auction 
E) vertical auction
F)bidder's war 
A) forward auction 
B) reverse auction 
C) include 
D) traditional auction 
E) vertical auction
F)bidder's war

Exam 6: Understanding Organizations As Customers

Purchasing paper for JCPMedia is one example of

In terms of organizational markets,Amazon.com,Lands' End,and JCPenney would most likely be classified as

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.

A supply partnership refers to

Online buying in organizational markets is prominent because Internet technology

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.

Reverse auctions

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

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

A reorder of an existing product or service from a list of acceptable suppliers is referred to as a

During late summer and early fall,there is a large demand for containers in Asia that are used to ship consumer products from Asia to the United States in time for the holiday selling season.The demand for these containers is referred to as ________ demand.

An assistant heard his supervisor in the supply room yell,"Call Crate & Barrel.We need another case of its large coffee mugs for the conference next week." The supervisor was asking the assistant to make a

Derived demand means the demand for industrial products and services is driven by,or derived from,the

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

Which of the following possible characteristics of consumer buying is least likely to enter into an organizational buying decision?

Business-to-business buying over the Internet

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

What type of online auction includes one buyer and many sellers?

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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