Exam 6: Organizational Markets and Buyer Behaviour

Several engineers meet to discuss the need to include an automatic alarm control switch in an upcoming widget.They are beginning to understand the requirements of the automatic alarm control switch.The engineers are likely at which stage in the organizational buying decision process?

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Question 1

Correct Answer:

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Which person is likely to have said to the salesperson: "Mrs.Michaels,we've accepted your bid.I'll expect 48 boxes of ring shank nails to be delivered by January 16^th,and we will pay the agreed-upon price of $21.74 per box."

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Question 2

Correct Answer:

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Honeywell's Micro Switch Division sells its fibre-optic technology and products to manufacturers of data communication systems worldwide.Data communications system manufacturers are operating in _____ market.

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Question 3

Correct Answer:

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Soon after Shell Solar was formed to make solar power panels that convert sunlight into energy,its engineers had to decide whether to manufacture the batteries that would store the energy or to purchase them from a German company.This would be an example of a _____ decision.

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Question 4

In a regular buying situation,which role is likely to have the ultimate decision authority?

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Question 5

The system that provides common industry definitions for Canada,Mexico,and the United States to facilitate the measurement of economic activity in the three member countries of the North American Free Trade Agreement (NAFTA)is called:

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Question 6

After reaching a conclusion on the make-buy decision,the firm will likely complete a value analysis now that it has reached the ________ stage.

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Question 7

Mark manages a small family-owned amusement park.He believes the park can increase its profits if its owners will buy three food concession trailers.He has contacted three dealers of such trailers,which come fully customized to user specifications,and has determined Century Industries has the best price.He will present his research to the family tomorrow.In which buying centre roles is Mark acting?

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Question 8

If a purchase is a new buy for a manufacturer,the seller should be prepared to act as a consultant to the buyer,work with technical personnel,and:

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Question 9

Which of the following is considered an advantage of online buying?

(Multiple Choice)

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Question 10

Sales engineers from Siemens,a German manufacturer,have won a contract for a new space telescope.They must now evaluate whether components and assemblies will be purchased from outside suppliers or built by Siemens itself.This part of problem recognition is known as a:

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Question 11

The demand for industrial products and services that is driven by demand for consumer products and services is called:

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Question 12

All of the following are considered resellers,except:

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Question 13

A company that runs its trucks on a mixture of petroleum and ethanol buys its ethanol from Archer Daniels Midland (ADM)Company because it is the only large supplier of ethanol that has an ethanol manufacturing facility in Illinois and is able to meet the trucking company's delivery schedules.The selection of ADM to provide the ethanol was based on a(n):

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Question 14

According to a web research company,just 7 percent of online business-to-business transactions occurred in independent trading communities,and 93 percent occurred at private exchanges in 2001.What are the differences between independent trading communities and private exchanges? Can you suggest a reason for this disparity in usage?

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Which of the following situations is MOST likely to use reciprocity?

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Question 16

Jackson Steel sells its sheet metal to Ford,who,in turn,sells its finished product back to Jackson Steel so they can be a Ford vehicle dealer to the end consumer.Which term best accurately describes the relationship between Jackson Steel and Ford?

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Question 17

The primary reason organizations buy products and services is to help them achieve their objectives.Which of the following statements does NOT illustrate a typical organizational buying objective?

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Question 18

Starbucks pays coffee farmers a fair price for the beans,ensures that the coffee is grown in an ecologically sound manner,and invests in the farming communities where its coffees are produced.In this way,Starbucks focuses on the sustainable growth of its suppliers.Integrating environmental considerations into all stages of an organization's buying process is known as:

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Question 19

Communications service providers Global One primarily is a worldwide long-distance carrier located in France.Focal Communications is located in Chicago and provides Internet services to businesses in the United States.Focal Communications has agreed to buy international capabilities from Global One,and Global One will buy its Internet connections from Focal.Their relationship is an example of:

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Question 20

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Several engineers meet to discuss the need to include an automatic alarm control switch in an upcoming widget.They are beginning to understand the requirements of the automatic alarm control switch.The engineers are likely at which stage in the organizational buying decision process?

Which person is likely to have said to the salesperson: "Mrs.Michaels,we've accepted your bid.I'll expect 48 boxes of ring shank nails to be delivered by January 16^th,and we will pay the agreed-upon price of $21.74 per box."

Honeywell's Micro Switch Division sells its fibre-optic technology and products to manufacturers of data communication systems worldwide.Data communications system manufacturers are operating in _____ market.

Soon after Shell Solar was formed to make solar power panels that convert sunlight into energy,its engineers had to decide whether to manufacture the batteries that would store the energy or to purchase them from a German company.This would be an example of a _____ decision.

In a regular buying situation,which role is likely to have the ultimate decision authority?

The system that provides common industry definitions for Canada,Mexico,and the United States to facilitate the measurement of economic activity in the three member countries of the North American Free Trade Agreement (NAFTA)is called:

After reaching a conclusion on the make-buy decision,the firm will likely complete a value analysis now that it has reached the ________ stage.

If a purchase is a new buy for a manufacturer,the seller should be prepared to act as a consultant to the buyer,work with technical personnel,and:

Which of the following is considered an advantage of online buying?

Sales engineers from Siemens,a German manufacturer,have won a contract for a new space telescope.They must now evaluate whether components and assemblies will be purchased from outside suppliers or built by Siemens itself.This part of problem recognition is known as a:

The demand for industrial products and services that is driven by demand for consumer products and services is called:

All of the following are considered resellers,except:

Which of the following situations is MOST likely to use reciprocity?

Jackson Steel sells its sheet metal to Ford,who,in turn,sells its finished product back to Jackson Steel so they can be a Ford vehicle dealer to the end consumer.Which term best accurately describes the relationship between Jackson Steel and Ford?

The primary reason organizations buy products and services is to help them achieve their objectives.Which of the following statements does NOT illustrate a typical organizational buying objective?

Marketing: Customer Value, satisfaction, relationships, and Experiences

Developing Successful Marketing Strategies

Scanning the Marketing Environment

Ethics and Social Responsibility in Marketing

Consumer Behaviour

Reaching Global Markets

Marketing Research: From Information to Action

Market Segmentation, Targeting, and Positioning

Developing New Products and Services

Managing Products and Brands

Managing Services

Pricing Products and Services

Managing Marketing Channels and Supply Chains

Retailing

Integrated Marketing Communications and Direct Marketing

Advertising, Sales Promotion, and Public Relations

Personal Selling and Sales Management

Pulling It All Together: The Strategic Marketing Process

Using Social Media to Connect With Consumers

Filters

Exam 6: Organizational Markets and Buyer Behaviour

Several engineers meet to discuss the need to include an automatic alarm control switch in an upcoming widget.They are beginning to understand the requirements of the automatic alarm control switch.The engineers are likely at which stage in the organizational buying decision process?

Which person is likely to have said to the salesperson: "Mrs.Michaels,we've accepted your bid.I'll expect 48 boxes of ring shank nails to be delivered by January 16th,and we will pay the agreed-upon price of $21.74 per box."

Honeywell's Micro Switch Division sells its fibre-optic technology and products to manufacturers of data communication systems worldwide.Data communications system manufacturers are operating in _____ market.

Soon after Shell Solar was formed to make solar power panels that convert sunlight into energy,its engineers had to decide whether to manufacture the batteries that would store the energy or to purchase them from a German company.This would be an example of a _____ decision.

In a regular buying situation,which role is likely to have the ultimate decision authority?

The system that provides common industry definitions for Canada,Mexico,and the United States to facilitate the measurement of economic activity in the three member countries of the North American Free Trade Agreement (NAFTA)is called:

After reaching a conclusion on the make-buy decision,the firm will likely complete a value analysis now that it has reached the ________ stage.

If a purchase is a new buy for a manufacturer,the seller should be prepared to act as a consultant to the buyer,work with technical personnel,and:

Which of the following is considered an advantage of online buying?

Sales engineers from Siemens,a German manufacturer,have won a contract for a new space telescope.They must now evaluate whether components and assemblies will be purchased from outside suppliers or built by Siemens itself.This part of problem recognition is known as a:

The demand for industrial products and services that is driven by demand for consumer products and services is called:

All of the following are considered resellers,except:

Which of the following situations is MOST likely to use reciprocity?

Jackson Steel sells its sheet metal to Ford,who,in turn,sells its finished product back to Jackson Steel so they can be a Ford vehicle dealer to the end consumer.Which term best accurately describes the relationship between Jackson Steel and Ford?

The primary reason organizations buy products and services is to help them achieve their objectives.Which of the following statements does NOT illustrate a typical organizational buying objective?

Marketing: Customer Value, satisfaction, relationships, and Experiences

Developing Successful Marketing Strategies

Scanning the Marketing Environment

Ethics and Social Responsibility in Marketing

Consumer Behaviour

Reaching Global Markets

Marketing Research: From Information to Action

Market Segmentation, Targeting, and Positioning

Developing New Products and Services

Managing Products and Brands

Managing Services

Pricing Products and Services

Managing Marketing Channels and Supply Chains

Retailing

Integrated Marketing Communications and Direct Marketing

Advertising, Sales Promotion, and Public Relations

Personal Selling and Sales Management

Pulling It All Together: The Strategic Marketing Process

Using Social Media to Connect With Consumers

Filters

Which person is likely to have said to the salesperson: "Mrs.Michaels,we've accepted your bid.I'll expect 48 boxes of ring shank nails to be delivered by January 16^th,and we will pay the agreed-upon price of $21.74 per box."