Question 1

A straight rebuy:

Accepted Answer

A) occurs when an organization faces a new and unique need or problem,one in which buying center members have little or no experience. 
B) occurs when purchased goods have to be returned or exchanged because the organization's needs have changed. 
C) involves purchasing a common product or service the organization has bought many times before. 
D) involves purchasing products that are somewhat different from,but extensions of,products previously purchaseD. 
A) occurs when an organization faces a new and unique need or problem,one in which buying center members have little or no experience. 
B) occurs when purchased goods have to be returned or exchanged because the organization's needs have changed. 
C) involves purchasing a common product or service the organization has bought many times before. 
D) involves purchasing products that are somewhat different from,but extensions of,products previously purchaseD.

Question 2

Discuss the implications of business services for marketing decision makers.

Accepted Answer

Services are intangible and are purchase

Question 3

Buildings and major capital equipment that manufacturers use to conduct their operations are examples of:

Accepted Answer

A) component parts. 
B) accessory equipments. 
C) business services. 
D) installations. 
A) component parts. 
B) accessory equipments. 
C) business services. 
D) installations.

Question 4

Comparing market demographics,organizational buyers,when compared with buyers of consumer goods,are:

Accepted Answer

A) more in number. 
B) less likely to use buying spcialists. 
C) geographically concentrated. 
D) less likely to buy goods on specifications. 
A) more in number. 
B) less likely to use buying spcialists. 
C) geographically concentrated. 
D) less likely to buy goods on specifications.

Question 5

Requirements planning governs the purchase of raw materials and fabricating components as well as supplies and major installations.

Accepted Answer

A) True 
 B)False

Question 6

Chrysler Corporation purchases plastic that is to be used ro make dashboards for its vehicles.This plastic is an example of a(n)_____.

Accepted Answer

A) accessory equipment 
B) installation 
C) business service 
D) component material 
A) accessory equipment 
B) installation 
C) business service 
D) component material

Question 7

The _____ system eliminates inventories at the customer's manufacturing site,which requires the timely delivery of 100 percent quality (zero-defect)products.

Accepted Answer

A) customer relationship management 
B) total quality management 
C) just-in-time management 
D) requirements chain management 
A) customer relationship management 
B) total quality management 
C) just-in-time management 
D) requirements chain management

Question 8

The demand for industrial goods and services is derived from the demand for consumer goods and services.

Accepted Answer

A) True 
 B)False

Question 9

Swansa,a garment manufacturing company,was not satisfied with the cotton provided by a particular supplier.Their material did not meet the company's quality standards.Eventually they terminated their contract with the former supplier and started buying cotton from a new supplier.This is an example of a_____.

Accepted Answer

A) straight rebuy 
B) modified rebuy 
C) new-task buy 
D) direct buy 
A) straight rebuy 
B) modified rebuy 
C) new-task buy 
D) direct buy

Question 10

Technology has changed organizational purchasing over the past decade by facilitating logistical alliances involving the sharing of sales and inventory data and computerized reordering.

Accepted Answer

A) True 
 B)False

Question 11

High-caliber,well-trained salespeople are critically important in the marketing of installations.

Accepted Answer

A) True 
 B)False

Question 12

Ocean Co.is a manufacturer of electronic goods that always purchases its raw materials from Edge Suppliers.Ocean Co's demand for Edge's metals and glasses increases with the increase in the demand of television sets from its clients and decreases with its decrease.This shows that _____ tends to be relatively erratic and cyclical.

Accepted Answer

A) new-task buying 
B) modified rebuying 
C) derived demand 
D) direct selling 
A) new-task buying 
B) modified rebuying 
C) derived demand 
D) direct selling

Question 13

In the context of buying tasks,discuss a straight rebuy.

Accepted Answer

A straight rebuy involves purchasing a c

Question 14

The demand for industrial goods and services is:

Accepted Answer

A) less cyclical than consumer goods and services. 
B) more likely to be affected by price changes in the short run than consumer goods. 
C) less erratic than consumer goods and services. 
D) derived from the demand for consumer goods and services. 
A) less cyclical than consumer goods and services. 
B) more likely to be affected by price changes in the short run than consumer goods. 
C) less erratic than consumer goods and services. 
D) derived from the demand for consumer goods and services.

Question 15

Short-term purchasing contracts enables an organization to concentrate on its purchases with one or a few suppliers,reduce transaction costs,and gain scale economies through quantity discounts and the like.

Accepted Answer

A) True 
 B)False

Question 16

Compared to consumer markets,organizational markets are characterized by closer buyer-seller relationships.

Accepted Answer

A) True 
 B)False

Question 17

________ accurately exemplifies the derived nature of industrial demand.

Accepted Answer

A) Decline in beef consumption because of the movement of health-conscious consumers toward poultry products. 
B) A reduction in demand for feed grains because of a decline in beef consumption. 
C) Increase in industrial demand throughout the economy because of advanced production technology. 
D) Decrease in paper prices because of excess timber production in the Northwest. 
A) Decline in beef consumption because of the movement of health-conscious consumers toward poultry products. 
B) A reduction in demand for feed grains because of a decline in beef consumption. 
C) Increase in industrial demand throughout the economy because of advanced production technology. 
D) Decrease in paper prices because of excess timber production in the Northwest.

Question 18

Operating supplies do not become a part of the buyer's product or service,nor are they used directly in producing it.

Accepted Answer

A) True 
 B)False

Question 19

A modified rebuy occurs when buying centers are forced to look for alternative products because the organization's needs have changed.

Accepted Answer

A) True 
 B)False

Question 20

In the organizational purchasing process,the people who must use or work with the product or service purchased are referred to as the buyers.

Accepted Answer

A) True 
 B)False

A straight rebuy:

Discuss the implications of business services for marketing decision makers.

Buildings and major capital equipment that manufacturers use to conduct their operations are examples of:

Comparing market demographics,organizational buyers,when compared with buyers of consumer goods,are:

Requirements planning governs the purchase of raw materials and fabricating components as well as supplies and major installations.

Chrysler Corporation purchases plastic that is to be used ro make dashboards for its vehicles.This plastic is an example of a(n)_____.

The _____ system eliminates inventories at the customer's manufacturing site,which requires the timely delivery of 100 percent quality (zero-defect)products.

The demand for industrial goods and services is derived from the demand for consumer goods and services.

Technology has changed organizational purchasing over the past decade by facilitating logistical alliances involving the sharing of sales and inventory data and computerized reordering.

High-caliber,well-trained salespeople are critically important in the marketing of installations.

In the context of buying tasks,discuss a straight rebuy.

The demand for industrial goods and services is:

Short-term purchasing contracts enables an organization to concentrate on its purchases with one or a few suppliers,reduce transaction costs,and gain scale economies through quantity discounts and the like.

Compared to consumer markets,organizational markets are characterized by closer buyer-seller relationships.

________ accurately exemplifies the derived nature of industrial demand.

Operating supplies do not become a part of the buyer's product or service,nor are they used directly in producing it.

A modified rebuy occurs when buying centers are forced to look for alternative products because the organization's needs have changed.

In the organizational purchasing process,the people who must use or work with the product or service purchased are referred to as the buyers.

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

A straight rebuy:

Discuss the implications of business services for marketing decision makers.

Buildings and major capital equipment that manufacturers use to conduct their operations are examples of:

Comparing market demographics,organizational buyers,when compared with buyers of consumer goods,are:

Requirements planning governs the purchase of raw materials and fabricating components as well as supplies and major installations.

Chrysler Corporation purchases plastic that is to be used ro make dashboards for its vehicles.This plastic is an example of a(n)_____.

The _____ system eliminates inventories at the customer's manufacturing site,which requires the timely delivery of 100 percent quality (zero-defect)products.

The demand for industrial goods and services is derived from the demand for consumer goods and services.

Technology has changed organizational purchasing over the past decade by facilitating logistical alliances involving the sharing of sales and inventory data and computerized reordering.

High-caliber,well-trained salespeople are critically important in the marketing of installations.

In the context of buying tasks,discuss a straight rebuy.

The demand for industrial goods and services is:

Short-term purchasing contracts enables an organization to concentrate on its purchases with one or a few suppliers,reduce transaction costs,and gain scale economies through quantity discounts and the like.

Compared to consumer markets,organizational markets are characterized by closer buyer-seller relationships.

________ accurately exemplifies the derived nature of industrial demand.

Operating supplies do not become a part of the buyer's product or service,nor are they used directly in producing it.

A modified rebuy occurs when buying centers are forced to look for alternative products because the organization's needs have changed.

In the organizational purchasing process,the people who must use or work with the product or service purchased are referred to as the buyers.

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