Question 1

Important market characteristics in organizational buying behavior include which of the following?

Accepted Answer

A)  unlimited markets but orders are becoming progressively smaller 
B)  diminishing international opportunities as more firms enter the market 
C)  more customers placing progressively smaller orders 
D)  fewer customers but with larger orders 
E)  a market that functions independently of consumer demand 
A)  unlimited markets but orders are becoming progressively smaller 
B)  diminishing international opportunities as more firms enter the market 
C)  more customers placing progressively smaller orders 
D)  fewer customers but with larger orders 
E)  a market that functions independently of consumer demand

Question 2

Organizational buyers can be divided into three different markets,which are

Accepted Answer

A)  industrial, wholesaler, and retailer markets. 
B)  industrial, retailer, and government markets. 
C)  retailer, manufacturer, and government markets. 
D)  industrial, government, and ultimate consumer. 
E)  industrial, reseller, and government markets. 
A)  industrial, wholesaler, and retailer markets. 
B)  industrial, retailer, and government markets. 
C)  retailer, manufacturer, and government markets. 
D)  industrial, government, and ultimate consumer. 
E)  industrial, reseller, and government markets.

Question 3

North American Industry Classification System (NAICS)

Accepted Answer

A)  provides common industry definitions for North America, Central America, and South America to measure economic activity in these three Western Hemispheric areas. 
B)  provides common industry definitions between Canada the United States to measure economic activity and reduce barriers of trade for cross-border firms. 
C)  provides a classification system for products and services that is consistent across Canada, Mexico, and the United States. 
D)  provides a classification system for products and services that is consistent across North America, Central America, and South America to measure economic activity in these three Western Hemispheric areas. 
E)  provides common industry definitions for Canada, Mexico, and the United States to measure economic activity in the three member countries of the North American Free Trade Agreement (NAFT
A) . 
A)  provides common industry definitions for North America, Central America, and South America to measure economic activity in these three Western Hemispheric areas. 
B)  provides common industry definitions between Canada the United States to measure economic activity and reduce barriers of trade for cross-border firms. 
C)  provides a classification system for products and services that is consistent across Canada, Mexico, and the United States. 
D)  provides a classification system for products and services that is consistent across North America, Central America, and South America to measure economic activity in these three Western Hemispheric areas. 
E)  provides common industry definitions for Canada, Mexico, and the United States to measure economic activity in the three member countries of the North American Free Trade Agreement (NAFT
A) .

Question 4

Starbucks purchases from coffee growers located in more than 20 countries.Starbucks: (1)pays the coffee farmers a fair price for the beans; (2)the coffee is grown in an ecologically sound manner; and (3)Starbucks invests in the farming communities where the coffees are produced.This is an example of

Accepted Answer

A)  green marketing. 
B)  ISO 14000 certification. 
C)  sustainable procurement. 
D)  ecological procurement. 
E)  cause marketing. 
A)  green marketing. 
B)  ISO 14000 certification. 
C)  sustainable procurement. 
D)  ecological procurement. 
E)  cause marketing.

Question 5

selecting new basketball uniforms for the 30 NBA teams,Champion,Nike,Puma,Reebok,and Starter sports apparel manufacturers were asked to submit quotes on how much each would charge to provide these NBA teams with new uniforms.These qualified sports apparel manufacturers most likely comprised the NBA's

Accepted Answer

A)  consideration set. 
B)  evaluative criteria. 
C)  bidder's list. 
D)  supply partners. 
E)  e-marketplace. 
A)  consideration set. 
B)  evaluative criteria. 
C)  bidder's list. 
D)  supply partners. 
E)  e-marketplace.

Question 6

Figure 6-6b
-Which type of auction does Figure 6-6b above represent?

Accepted Answer

A)  traditional auction 
B)  vertical auction 
C)  reverse auction 
D)  horizontal auction 
E)  reciprocal auction 
A)  traditional auction 
B)  vertical auction 
C)  reverse auction 
D)  horizontal auction 
E)  reciprocal auction

Question 7

of the following are roles in a buying center EXCEPT:

Accepted Answer

A)  developers 
B)  deciders 
C)  buyers 
D)  influencers 
E)  users 
A)  developers 
B)  deciders 
C)  buyers 
D)  influencers 
E)  users

Question 8

Nagele,the senior procurement agent at JCPMedia,purchases tons of publication paper annually at a cost of hundreds of millions of dollars.Which role in the JCPenney buying center does Ms.Nagele perform?

Accepted Answer

A)  user 
B)  gatekeeper 
C)  influencer 
D)  buyer 
E)  decider 
A)  user 
B)  gatekeeper 
C)  influencer 
D)  buyer 
E)  decider

Question 9

an organization passes through the problem recognition stage of the organizational buying decision process,it reaches the __________ stage.

Accepted Answer

A)  information search 
B)  value analysis 
C)  alternative evaluation 
D)  purchase decision 
E)  behavioral learning 
A)  information search 
B)  value analysis 
C)  alternative evaluation 
D)  purchase decision 
E)  behavioral learning

Question 10

services market sells diverse services such as legal advice,auto repair,and dry cleaning.Along with finance,insurance,real estate businesses,and __________,communication and public utility firms,as well as not-for-profit organizations,these firms represent about 75 percent of all industrial firms.

Accepted Answer

A)  wholesalers 
B)  transportation 
C)  retailers 
D)  government units 
E)  educational institutions 
A)  wholesalers 
B)  transportation 
C)  retailers 
D)  government units 
E)  educational institutions

Question 11

people in the buying center who have the authority to select a supplier and negotiate the terms of the contract are referred to as

Accepted Answer

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

Question 12

are the characteristics of the organizational buying process?

Accepted Answer

Understanding the characteristics of org

Question 13

a purchase is a straight or modified rebuy for a manufacturer,the seller should emphasize a reliable supply and __________ in meetings with the purchasing agent.

Accepted Answer

A)  a competitive price 
B)  nationwide distribution 
C)  available advertising money 
D)  quality product 
E)  a great brand name 
A)  a competitive price 
B)  nationwide distribution 
C)  available advertising money 
D)  quality product 
E)  a great brand name

Question 14

North American Industry Classification System (NAICS)system 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 15

Which of the following statements represents an organizational buyer?

Accepted Answer

A)  A local baker buys sugar at the grocery store to make cookies with his children at home. 
B)  A dentist buys a new Samsung SmartTV 65-inch 3D LED HDTV for her den. 
C)  Mr. Langley hires a housecleaning service to clean his apartment. 
D)  The owner of a fried chicken restaurant hires a snow removal service to keep the parking lot clear. 
E)  The city mayor rents a tuxedo to wear to his daughter's wedding. 
A)  A local baker buys sugar at the grocery store to make cookies with his children at home. 
B)  A dentist buys a new Samsung SmartTV 65-inch 3D LED HDTV for her den. 
C)  Mr. Langley hires a housecleaning service to clean his apartment. 
D)  The owner of a fried chicken restaurant hires a snow removal service to keep the parking lot clear. 
E)  The city mayor rents a tuxedo to wear to his daughter's wedding.

Question 16

purchasing manager of Ingram Printing has selected HP as the supplier of its new high-speed printer and negotiated the terms of the contract.The purchasing manager is the __________ for Ingram.

Accepted Answer

A)  user 
B)  gatekeeper 
C)  influencer 
D)  buyer 
E)  decider 
A)  user 
B)  gatekeeper 
C)  influencer 
D)  buyer 
E)  decider

Question 17

buying situation where users,influencers,or deciders want to change product specifications,price,delivery schedule,or supplier is referred to as a

Accepted Answer

A)  new buy. 
B)  straight rebuy. 
C)  modified rebuy. 
D)  buy class. 
E)  make-buy. 
A)  new buy. 
B)  straight rebuy. 
C)  modified rebuy. 
D)  buy class. 
E)  make-buy.

Question 18

North American Industry Classification System (NAICS)system designates industries with a numerical code in a defined structure.A six-digit coding system is used.The first two digits designate a(n)

Accepted Answer

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

Question 19

decision by Maytag to purchase electric motors for its clothes dryers rather than to manufacture them itself is the result of a(n)

Accepted Answer

A)  value analysis. 
B)  make-buy decision. 
C)  rebuy decision. 
D)  reciprocity agreement. 
E)  sensitivity analysis. 
A)  value analysis. 
B)  make-buy decision. 
C)  rebuy decision. 
D)  reciprocity agreement. 
E)  sensitivity analysis.

Question 20

Organizational buyers include manufacturers,wholesalers,retailers,and government agencies that

Accepted Answer

A)  purchase exclusively from one supplier. 
B)  are exempt from state and local taxes. 
C)  sell directly to ultimate consumers. 
D)  sell goods and services for their own use. 
E)  buy goods and services for their own use or resale. 
A)  purchase exclusively from one supplier. 
B)  are exempt from state and local taxes. 
C)  sell directly to ultimate consumers. 
D)  sell goods and services for their own use. 
E)  buy goods and services for their own use or resale.

Exam 6: Understanding Organizations As Customers

Important market characteristics in organizational buying behavior include which of the following?

Organizational buyers can be divided into three different markets,which are

North American Industry Classification System (NAICS)

Figure 6-6b -Which type of auction does Figure 6-6b above represent?

of the following are roles in a buying center EXCEPT:

Nagele,the senior procurement agent at JCPMedia,purchases tons of publication paper annually at a cost of hundreds of millions of dollars.Which role in the JCPenney buying center does Ms.Nagele perform?

an organization passes through the problem recognition stage of the organizational buying decision process,it reaches the __________ stage.

services market sells diverse services such as legal advice,auto repair,and dry cleaning.Along with finance,insurance,real estate businesses,and __________,communication and public utility firms,as well as not-for-profit organizations,these firms represent about 75 percent of all industrial firms.

people in the buying center who have the authority to select a supplier and negotiate the terms of the contract are referred to as

are the characteristics of the organizational buying process?

a purchase is a straight or modified rebuy for a manufacturer,the seller should emphasize a reliable supply and __________ in meetings with the purchasing agent.

North American Industry Classification System (NAICS)system 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 statements represents an organizational buyer?

purchasing manager of Ingram Printing has selected HP as the supplier of its new high-speed printer and negotiated the terms of the contract.The purchasing manager is the __________ for Ingram.

buying situation where users,influencers,or deciders want to change product specifications,price,delivery schedule,or supplier is referred to as a

North American Industry Classification System (NAICS)system designates industries with a numerical code in a defined structure.A six-digit coding system is used.The first two digits designate a(n)

decision by Maytag to purchase electric motors for its clothes dryers rather than to manufacture them itself is the result of a(n)

Organizational buyers include manufacturers,wholesalers,retailers,and government agencies that

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 Multi-Channel Marketing

Pulling It All Together: The Strategic Marketing Process

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