Question 1

Identify and describe the five major participants in the organizational purchasing process.

Accepted Answer

The five major participants in the organ

Question 2

A sales report from a top salesperson points out that a major competitor has added a new,more expensive feature to one of its products and that several of his top customers have stopped buying their products as they lack in this new feature.Which stage of the purchase decision-making process does this situation most accurately represent?

Accepted Answer

A) Value analysis 
B) Vendor analysis 
C) Problem recognition 
D) Purchase decision 
A) Value analysis 
B) Vendor analysis 
C) Problem recognition 
D) Purchase decision

Question 3

Organizational buyers evaluate alternative suppliers and their offerings by using a set of choice criteria reflecting the desired benefits.

Accepted Answer

A) True 
 B)False

Question 4

Most standard marketing strategies and tools are equally effective for both business organizations and governmental purchasing processes.

Accepted Answer

A) True 
 B)False

Question 5

Personal selling,either by the producer's or a distributor's salesforce,is the only important promotional method for accessory equipment.

Accepted Answer

A) True 
 B)False

Question 6

In the context of organizational market,which of the following statements best describes influencers?

Accepted Answer

A) They provide information for evaluating alternative products and suppliers. 
B) They have the authority to contact suppliers and negotiate the purchase transaction in most organizations. 
C) They control the flow of information to other people in the purchasing process. 
D) They are the people in the organization who must use or work with the product or service purchaseD. 
A) They provide information for evaluating alternative products and suppliers. 
B) They have the authority to contact suppliers and negotiate the purchase transaction in most organizations. 
C) They control the flow of information to other people in the purchasing process. 
D) They are the people in the organization who must use or work with the product or service purchaseD.

Question 7

Value analysis maximizes procurement costs.

Accepted Answer

A) True 
 B)False

Question 8

Government organizations tend to require less documentation and paperwork from their suppliers compared to the business organizations.

Accepted Answer

A) True 
 B)False

Question 9

Trucks and hand tools fall under the category of operating supplies.

Accepted Answer

A) True 
 B)False

Question 10

Buyers' auctions are most akin to a _____ situation.

Accepted Answer

A) straight rebuy 
B) modified rebuy 
C) new-task buying 
D) reciprocity 
A) straight rebuy 
B) modified rebuy 
C) new-task buying 
D) reciprocity

Question 11

Discuss how the government's purchasing processes differ from that of a business organization.

Accepted Answer

A government's purchasing processes tend

Question 12

Due to the lack of experience of the buying center in case of ________,the buying center tends to view the supplier's reputation as a critical factor,and generally choose a well-known and respected supplier to reduce the risk of making a poor decision.

Accepted Answer

A) dealing with an ultimate consumer 
B) new-task buying 
C) straight rebuy 
D) buying a common service 
A) dealing with an ultimate consumer 
B) new-task buying 
C) straight rebuy 
D) buying a common service

Question 13

Which of the following is true in the context of operating supplies?

Accepted Answer

A) They become a part of the buyer's product or service, 
B) They are not used directly in manufacturing a product. 
C) They are usually high-priced items purchased once in a while. 
D) A lot of emphasis is placed on brand loyalty while taking marketing decisions. 
A) They become a part of the buyer's product or service, 
B) They are not used directly in manufacturing a product. 
C) They are usually high-priced items purchased once in a while. 
D) A lot of emphasis is placed on brand loyalty while taking marketing decisions.

Question 14

What are the motivations behind the purchases made by organizational buyers? Why is organizational demand referred to as derived demand?

Accepted Answer

Organizational buyers purchase things fo

Question 15

If Wal-Mart agrees to share sales information with Coca-Cola for the purpose of keeping stocks replenished,they would be creating a(n):

Accepted Answer

A) just in time system. 
B) supply chain management alliance. 
C) annual requirements contract. 
D) reciprocity arrangement. 
A) just in time system. 
B) supply chain management alliance. 
C) annual requirements contract. 
D) reciprocity arrangement.

Question 16

What effects are likely to be expected when implementing a just-in-time inventory system to an assembly-line type of manufacturer?

Accepted Answer

In an assembly industry,a just

Question 17

A modified rebuy typically involves:

Accepted Answer

A) an organization realizing a new and unique need or problem. 
B) purchasing a common product or service the organization has bought many times before. 
C) comparison of alternative products and services with the current product and vendor. 
D) controlling of the flow of information to other people in the purchasing process. 
A) an organization realizing a new and unique need or problem. 
B) purchasing a common product or service the organization has bought many times before. 
C) comparison of alternative products and services with the current product and vendor. 
D) controlling of the flow of information to other people in the purchasing process.

Question 18

A firm is more likely to trust and develop a long-term commitment to a supplier when that supplier makes dedicated,customer-specific investments.

Accepted Answer

A) True 
 B)False

Question 19

Distribution channels for natural materials tend to have many middlemen.

Accepted Answer

A) True 
 B)False

Question 20

In the context of organizational market,individuals who controls the flow of information to other people in the purchasing process is referred to as:

Accepted Answer

A) deciders. 
B) buyers. 
C) users. 
D) gatekeepers. 
A) deciders. 
B) buyers. 
C) users. 
D) gatekeepers.

Identify and describe the five major participants in the organizational purchasing process.

Organizational buyers evaluate alternative suppliers and their offerings by using a set of choice criteria reflecting the desired benefits.

Most standard marketing strategies and tools are equally effective for both business organizations and governmental purchasing processes.

Personal selling,either by the producer's or a distributor's salesforce,is the only important promotional method for accessory equipment.

In the context of organizational market,which of the following statements best describes influencers?

Value analysis maximizes procurement costs.

Government organizations tend to require less documentation and paperwork from their suppliers compared to the business organizations.

Trucks and hand tools fall under the category of operating supplies.

Buyers' auctions are most akin to a _____ situation.

Discuss how the government's purchasing processes differ from that of a business organization.

Due to the lack of experience of the buying center in case of ________,the buying center tends to view the supplier's reputation as a critical factor,and generally choose a well-known and respected supplier to reduce the risk of making a poor decision.

Which of the following is true in the context of operating supplies?

What are the motivations behind the purchases made by organizational buyers? Why is organizational demand referred to as derived demand?

If Wal-Mart agrees to share sales information with Coca-Cola for the purpose of keeping stocks replenished,they would be creating a(n):

What effects are likely to be expected when implementing a just-in-time inventory system to an assembly-line type of manufacturer?

A modified rebuy typically involves:

A firm is more likely to trust and develop a long-term commitment to a supplier when that supplier makes dedicated,customer-specific investments.

Distribution channels for natural materials tend to have many middlemen.

In the context of organizational market,individuals who controls the flow of information to other people in the purchasing process is referred to as:

The Marketing Management Process

The Marketing Implications of Corporate and Business Strategies

Understanding Market Opportunities

Understanding Consumer Buying Behavior

Measuring Market Opportunities: Forecasting and Market Knowledge

Targeting Attractive Market Segments

Differentiation and Brand Positioning

Business Strategies: a Foundation for Marketing Program Decisions

Product Decisions

Pricing Decisions

Distribution Channel Decisions

Integrated Promotion Decisions

Marketing Strategies for a Digitally Networked World

Strategies for New and Growing Markets

Strategies for Mature and Declining Markets

Organizing and Planning for Effective Implementation

Measuring and Delivering Marketing Performance

Filters

Exam 5: Understanding Organizational Markets and Buying Behavior

Identify and describe the five major participants in the organizational purchasing process.

Organizational buyers evaluate alternative suppliers and their offerings by using a set of choice criteria reflecting the desired benefits.

Most standard marketing strategies and tools are equally effective for both business organizations and governmental purchasing processes.

Personal selling,either by the producer's or a distributor's salesforce,is the only important promotional method for accessory equipment.

In the context of organizational market,which of the following statements best describes influencers?

Value analysis maximizes procurement costs.

Government organizations tend to require less documentation and paperwork from their suppliers compared to the business organizations.

Trucks and hand tools fall under the category of operating supplies.

Buyers' auctions are most akin to a _____ situation.

Discuss how the government's purchasing processes differ from that of a business organization.

Due to the lack of experience of the buying center in case of ________,the buying center tends to view the supplier's reputation as a critical factor,and generally choose a well-known and respected supplier to reduce the risk of making a poor decision.

Which of the following is true in the context of operating supplies?

What are the motivations behind the purchases made by organizational buyers? Why is organizational demand referred to as derived demand?

If Wal-Mart agrees to share sales information with Coca-Cola for the purpose of keeping stocks replenished,they would be creating a(n):

What effects are likely to be expected when implementing a just-in-time inventory system to an assembly-line type of manufacturer?

A modified rebuy typically involves:

A firm is more likely to trust and develop a long-term commitment to a supplier when that supplier makes dedicated,customer-specific investments.

Distribution channels for natural materials tend to have many middlemen.

In the context of organizational market,individuals who controls the flow of information to other people in the purchasing process is referred to as:

The Marketing Management Process

The Marketing Implications of Corporate and Business Strategies

Understanding Market Opportunities

Understanding Consumer Buying Behavior

Measuring Market Opportunities: Forecasting and Market Knowledge

Targeting Attractive Market Segments

Differentiation and Brand Positioning

Business Strategies: a Foundation for Marketing Program Decisions

Product Decisions

Pricing Decisions

Distribution Channel Decisions

Integrated Promotion Decisions

Marketing Strategies for a Digitally Networked World

Strategies for New and Growing Markets

Strategies for Mature and Declining Markets

Organizing and Planning for Effective Implementation

Measuring and Delivering Marketing Performance

Filters