Question 1

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

Accepted Answer

A) problem recognition 
B) information search 
C) alternative evaluation 
D) purchase decision 
E) post-purchase behavior 
A) problem recognition 
B) information search 
C) alternative evaluation 
D) purchase decision 
E) post-purchase behavior

Question 2

All of the following people are part of the Trek buying center except

Accepted Answer

A) Trek executives. 
B) production workers. 
C) representatives from research and development. 
D) quality control employees. 
E) a purchasing manager. 
A) Trek executives. 
B) production workers. 
C) representatives from research and development. 
D) quality control employees. 
E) a purchasing manager.

Question 3

A software company has updated its logo. It now needs to order new letterhead and business cards. This purchase would be a

Accepted Answer

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

Question 4

Several people often participate in the organizational buying process. Called a __________, these people share common goals, risks, and knowledge important to a purchase decision.

Accepted Answer

A) buying center 
B) buying cohort 
C) sustainable procurement committee 
D) stakeholder group 
E) purchasing department 
A) buying center 
B) buying cohort 
C) sustainable procurement committee 
D) stakeholder group 
E) purchasing department

Question 5

A buy class situation affects buying center tendencies in different ways. If there are two or three people involved, the problem is minor modification, and the suppliers considered are the present, the buy class situation is most likely a

Accepted Answer

A) conditional buy. 
B) straight rebuy. 
C) new buy. 
D) modified rebuy. 
E) standard buy. 
A) conditional buy. 
B) straight rebuy. 
C) new buy. 
D) modified rebuy. 
E) standard buy.

Question 6

Dell, Inc., sells surplus, refurbished, or closeout computer merchandise at its dellauction.com website to many buyers who bid competitively against one another. This is an example of a(n)

Accepted Answer

A) traditional auction. 
B) reverse auction. 
C) bidder's war. 
D) I-auction. 
E) Webfront auction. 
A) traditional auction. 
B) reverse auction. 
C) bidder's war. 
D) I-auction. 
E) Webfront auction.

Question 7

The department secretary orders pens, copy paper, and printer ink cartridges for the department from the Corporate Express catalog nearly every month. This is an example of 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 8

Which of the following statements about e-marketplaces that act as independent trading communities is false?

Accepted Answer

A) These trading communities allow buyers to easily compare offerings from various sellers. 
B) Independent trading communities charge a fee for their service. 
C) Independent trading communities often consist of thousands of geographically dispersed buyers and sellers. 
D) This independent type of trading community is favored by large companies. 
E) Independent trading communities often operate in an environment where demand and supply fluctuations cause volatile prices. 
A) These trading communities allow buyers to easily compare offerings from various sellers. 
B) Independent trading communities charge a fee for their service. 
C) Independent trading communities often consist of thousands of geographically dispersed buyers and sellers. 
D) This independent type of trading community is favored by large companies. 
E) Independent trading communities often operate in an environment where demand and supply fluctuations cause volatile prices.

Question 9

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 first two digits designate

Accepted Answer

A) a country of origin. 
B) an industry group. 
C) a specific industry. 
D) an individual country-level national industry. 
E) a sector of the economy. 
A) a country of origin. 
B) an industry group. 
C) a specific industry. 
D) an individual country-level national industry. 
E) a sector of the economy.

Question 10

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

Accepted Answer

A) price. 
B) loyalty. 
C) flexibility. 
D) adaptability. 
E) consumer demand. 
A) price. 
B) loyalty. 
C) flexibility. 
D) adaptability. 
E) consumer demand.

Question 11

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

Accepted Answer

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

Question 12

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their quality control?

Accepted Answer

A) alternative evaluation 
B) problem recognition 
C) information search 
D) purchase decision 
E) post-purchase behavior 
A) alternative evaluation 
B) problem recognition 
C) information search 
D) purchase decision 
E) post-purchase behavior

Question 13

Which of the following statements about Trek Bicycles is false?

Accepted Answer

A) Trek's Eco Design initiative is an example of sustainable procurement. 
B) Trek has an extensive product line of bicycles. 
C) Trek has always been on the cutting edge, using the latest innovations in its designs. 
D) Trek views the bicycle as an important form of alternative transportation, not just as recreation. 
E) Trek's business model has evolved from manufacturing bicycles to marketing other two- and four-wheeled vehicles, such as motorcycles and all-terrain vehicles (ATVs). 
A) Trek's Eco Design initiative is an example of sustainable procurement. 
B) Trek has an extensive product line of bicycles. 
C) Trek has always been on the cutting edge, using the latest innovations in its designs. 
D) Trek views the bicycle as an important form of alternative transportation, not just as recreation. 
E) Trek's business model has evolved from manufacturing bicycles to marketing other two- and four-wheeled vehicles, such as motorcycles and all-terrain vehicles (ATVs).

Question 14

When prospective buyers observe the bids of others and decide whether or not to increase the bid price, it is called a

Accepted Answer

A) forward auction. 
B) reverse auction. 
C) Webfront auction. 
D) traditional auction. 
E) bidder's war. 
A) forward auction. 
B) reverse auction. 
C) Webfront auction. 
D) traditional auction. 
E) bidder's war.

Question 15

Firms marketing consumer products or services often try to reach thousands or millions of individuals or households. Firms selling to organizations

Accepted Answer

A) try to reach tens of millions of wholesalers, retailers, and government units. 
B) are restricted to far fewer buyers. 
C) hope to obtain similar numbers of business customers, or even more. 
D) do not have customers, per se. 
E) simultaneously purchase from organizational buyers and ultimate consumers. 
A) try to reach tens of millions of wholesalers, retailers, and government units. 
B) are restricted to far fewer buyers. 
C) hope to obtain similar numbers of business customers, or even more. 
D) do not have customers, per se. 
E) simultaneously purchase from organizational buyers and ultimate consumers.

Question 16

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 17

Which of the following characterizes organizational buyer-seller relationships?

Accepted Answer

A) Purchases are often made after brief negotiations. 
B) Purchases are usually of small dollar values. 
C) Long-term contracts are often prevalent. 
D) Reciprocal arrangements are prohibited by the federal government. 
E) Delivery schedules are largely irrelevant. 
A) Purchases are often made after brief negotiations. 
B) Purchases are usually of small dollar values. 
C) Long-term contracts are often prevalent. 
D) Reciprocal arrangements are prohibited by the federal government. 
E) Delivery schedules are largely irrelevant.

Question 18

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 19

JCPMedia, Inc. paper buyers are thoroughly trained in

Accepted Answer

A) shopping center management. 
B) break-even analysis. 
C) retail management. 
D) consumer decision practices. 
E) many facets of purchasing. 
A) shopping center management. 
B) break-even analysis. 
C) retail management. 
D) consumer decision practices. 
E) many facets of purchasing.

Question 20

According to the textbook, JCPenney buys paper for which of the following media?

Accepted Answer

A) in-store signage 
B) special advertising inserts in magazines such as Cosmopolitan 
C) newspaper inserts and direct mail pieces 
D) annual and 10-K reports 
E) point-of-purchase displays 
A) in-store signage 
B) special advertising inserts in magazines such as Cosmopolitan 
C) newspaper inserts and direct mail pieces 
D) annual and 10-K reports 
E) point-of-purchase displays

Exam 6: Understanding Organizations As Customers

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

All of the following people are part of the Trek buying center except

A software company has updated its logo. It now needs to order new letterhead and business cards. This purchase would be a

Several people often participate in the organizational buying process. Called a __________, these people share common goals, risks, and knowledge important to a purchase decision.

A buy class situation affects buying center tendencies in different ways. If there are two or three people involved, the problem is minor modification, and the suppliers considered are the present, the buy class situation is most likely a

Dell, Inc., sells surplus, refurbished, or closeout computer merchandise at its dellauction.com website to many buyers who bid competitively against one another. This is an example of a(n)

The department secretary orders pens, copy paper, and printer ink cartridges for the department from the Corporate Express catalog nearly every month. This is an example of a

Which of the following statements about e-marketplaces that act as independent trading communities is false?

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 first two digits designate

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

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

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their quality control?

Which of the following statements about Trek Bicycles is false?

When prospective buyers observe the bids of others and decide whether or not to increase the bid price, it is called a

Firms marketing consumer products or services often try to reach thousands or millions of individuals or households. Firms selling to organizations

Which of the following characterizes organizational buyer-seller relationships?

Organizational buyers are divided into three markets, which are

JCPMedia, Inc. paper buyers are thoroughly trained in

According to the textbook, JCPenney buys paper for which of the following media?

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

Financial Aspects of Marketing

Building an Effective Marketing Plan

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