Question 1

In a buying center,________ have formal authority and responsibility to select the supplier and negotiate the terms of a contract.

Accepted Answer

A) buyers 
B) gatekeepers 
C) adopters 
D) influencers 
E) users 
A) buyers 
B) gatekeepers 
C) adopters 
D) influencers 
E) users

Question 2

Differentiate between traditional and reverse auctions.

Accepted Answer

In a traditional auction,there is one se

Question 3

Organizational buying behavior is

Accepted Answer

A) the actions consumers take in purchasing and using products and services,including the mental and social processes that come before and after the action. 
B) the decision-making process that organizations use to establish the need for products and services and identify,evaluate,and choose among alternative brands and suppliers. 
C) purchase behavior based upon derived demand. 
D) determining what to purchase and the quantity to purchase based upon the derived supply. 
E) the process that organizations use to purchase the raw materials and tools used in the manufacturing of a product. 
A) the actions consumers take in purchasing and using products and services,including the mental and social processes that come before and after the action. 
B) the decision-making process that organizations use to establish the need for products and services and identify,evaluate,and choose among alternative brands and suppliers. 
C) purchase behavior based upon derived demand. 
D) determining what to purchase and the quantity to purchase based upon the derived supply. 
E) the process that organizations use to purchase the raw materials and tools used in the manufacturing of a product.

Question 4

Organizational buying behavior is similar to consumer behavior in some ways and different in others.One key difference is that in the organizational buying process,

Accepted Answer

A) only four stages are used. 
B) fewer individuals are involved. 
C) firms are not affected by derived demand. 
D) the postpurchase evaluation behavior is more formalized. 
E) there is less reliance on gatekeepers to control product information. 
A) only four stages are used. 
B) fewer individuals are involved. 
C) firms are not affected by derived demand. 
D) the postpurchase evaluation behavior is more formalized. 
E) there is less reliance on gatekeepers to control product information.

Question 5

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

Accepted Answer

Both are forms of e-marketplaces.Indepen

Question 6

Reverse auctions

Accepted Answer

A) are seller-initiated. 
B) benefit the sellers significantly more than the buyers. 
C) have an increasing number of buyers as the auction progresses. 
D) put downward pressure on prices. 
E) have many buyers. 
A) are seller-initiated. 
B) benefit the sellers significantly more than the buyers. 
C) have an increasing number of buyers as the auction progresses. 
D) put downward pressure on prices. 
E) have many buyers.

Question 7

Walmart asked that Procter & Gamble (P&G)electronically link to its computerized cash register scanning system,allowing for direct electronic ordering and replenishing for all of its stores.This way,Walmart can tell P&G what merchandise it needs,along with how much,when,and to which store to deliver on a daily basis.Walmart is engaged in

Accepted Answer

A) ISO 9000 certification. 
B) ISO 14000 certification. 
C) a supply partnership. 
D) sustainable development. 
E) cause marketing. 
A) ISO 9000 certification. 
B) ISO 14000 certification. 
C) a supply partnership. 
D) sustainable development. 
E) cause marketing.

Question 8

What are the three types of organizational buying situations or buy classes? Give an example of each.

Accepted Answer

There are three types of buying situatio

Question 9

E-marketplace can take two different formats,which are

Accepted Answer

A) brick-and-mortar exchanges and click-and-mortar exchanges. 
B) privately owned trading communities and open-to-the-public trading communities. 
C) networked exchanges or public trading communities. 
D) independent trading communities or private exchanges. 
E) public exchanges and networked exchanges. 
A) brick-and-mortar exchanges and click-and-mortar exchanges. 
B) privately owned trading communities and open-to-the-public trading communities. 
C) networked exchanges or public trading communities. 
D) independent trading communities or private exchanges. 
E) public exchanges and networked exchanges.

Question 10

What is the last stage of the organizational buying decision process?

Accepted Answer

A) information search 
B) postpurchase behavior 
C) alternative evaluation 
D) purchase decision 
E) purveyor review 
A) information search 
B) postpurchase behavior 
C) alternative evaluation 
D) purchase decision 
E) purveyor review

Question 11

For routine orders,the decider is usually

Accepted Answer

A) the buyer or purchasing manager. 
B) the CEO. 
C) the COO. 
D) the head of R&D. 
E) the customer. 
A) the buyer or purchasing manager. 
B) the CEO. 
C) the COO. 
D) the head of R&D. 
E) the customer.

Question 12

Wholesalers and retailers that buy physical products and resell them without any reprocessing are referred to as

Accepted Answer

A) industrial firms. 
B) reseller firms. 
C) government agencies. 
D) consumer product firms. 
E) nonprofit firms. 
A) industrial firms. 
B) reseller firms. 
C) government agencies. 
D) consumer product firms. 
E) nonprofit firms.

Question 13

Organizational buying behavior is similar to consumer behavior in some ways and different in others.Common to both is that they

Accepted Answer

A) use the same five stages in the buying decision process. 
B) use formal vendor ratings when choosing among alternative brands. 
C) are affected by derived demand. 
D) have virtually unlimited options for suppliers. 
E) rely on gatekeepers to control product information. 
A) use the same five stages in the buying decision process. 
B) use formal vendor ratings when choosing among alternative brands. 
C) are affected by derived demand. 
D) have virtually unlimited options for suppliers. 
E) rely on gatekeepers to control product information.

Question 14

People who control the flow of information in the buying center,such as technical experts and secretaries,can keep salespeople and information from reaching others in the buying center and are referred to as

Accepted Answer

A) deciders. 
B) obstructionists. 
C) gatekeepers. 
D) filters. 
E) influencers. 
A) deciders. 
B) obstructionists. 
C) gatekeepers. 
D) filters. 
E) influencers.

Question 15

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 16

Large multistore chain retailers such as 7-Eleven convenience stores,Safeway,and Target use a highly formalized buying center that is referred to as a(n)

Accepted Answer

A) ad hoc committee. 
B) buying committee. 
C) merchandise procurement center. 
D) purchasing department. 
E) purchasing control system. 
A) ad hoc committee. 
B) buying committee. 
C) merchandise procurement center. 
D) purchasing department. 
E) purchasing control system.

Question 17

To lower costs and reduce manufacturing time,Michelin has people work together on important purchases.These people include individuals in the roles of buyers,deciders,gatekeepers,and others,as needed.This type of cross-functional group is known as a

Accepted Answer

A) purchasing committee. 
B) sustainable procurement panel. 
C) buying center. 
D) supply partnership. 
E) purchasing task force. 
A) purchasing committee. 
B) sustainable procurement panel. 
C) buying center. 
D) supply partnership. 
E) purchasing task force.

Question 18

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 third 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 19

Which of the following is a service business within the industrial market?

Accepted Answer

A) construction 
B) mining 
C) transportation 
D) government 
E) farming 
A) construction 
B) mining 
C) transportation 
D) government 
E) farming

Question 20

During the next-to-last stage of the organizational buying decision process,the organization

Accepted Answer

A) drafts specifications. 
B) formally rates suppliers that were used. 
C) evaluates supplier facilities. 
D) awards the contract. 
E) recognizes a need for change. 
A) drafts specifications. 
B) formally rates suppliers that were used. 
C) evaluates supplier facilities. 
D) awards the contract. 
E) recognizes a need for change.

Exam 6: Understanding Organizations As Customers

In a buying center,________ have formal authority and responsibility to select the supplier and negotiate the terms of a contract.

Differentiate between traditional and reverse auctions.

Organizational buying behavior is

Organizational buying behavior is similar to consumer behavior in some ways and different in others.One key difference is that in the organizational buying process,

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

Reverse auctions

What are the three types of organizational buying situations or buy classes? Give an example of each.

E-marketplace can take two different formats,which are

What is the last stage of the organizational buying decision process?

For routine orders,the decider is usually

Wholesalers and retailers that buy physical products and resell them without any reprocessing are referred to as

Organizational buying behavior is similar to consumer behavior in some ways and different in others.Common to both is that they

People who control the flow of information in the buying center,such as technical experts and secretaries,can keep salespeople and information from reaching others in the buying center and are referred to as

Organizational buyers are divided into three markets,which are

Large multistore chain retailers such as 7-Eleven convenience stores,Safeway,and Target use a highly formalized buying center that is referred to as a(n)

To lower costs and reduce manufacturing time,Michelin has people work together on important purchases.These people include individuals in the roles of buyers,deciders,gatekeepers,and others,as needed.This type of cross-functional group is known as a

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 third digit designates a(n)

Which of the following is a service business within the industrial market?

During the next-to-last stage of the organizational buying decision process,the organization

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

Filters