Question 1

9000 refers to the

Accepted Answer

A)  standards for the registration and certification of a manufacturer's quality management and assurance system developed by the U.S. Department of Commerce. 
B)  International Safety Organization responsible for establishing international guidelines for products designed for and targeted at children. 
C)  worldwide standards for environmental quality and green marketing practices developed by the International Standards Organization. 
D)  standards for registration and certification of a manufacturer's quality management and assurance system based on an on-site audit of practices and procedures developed by the International Standards Organization. 
E)  9,000 major product and industry classifications used in the WTO Product Classification System. 
A)  standards for the registration and certification of a manufacturer's quality management and assurance system developed by the U.S. Department of Commerce. 
B)  International Safety Organization responsible for establishing international guidelines for products designed for and targeted at children. 
C)  worldwide standards for environmental quality and green marketing practices developed by the International Standards Organization. 
D)  standards for registration and certification of a manufacturer's quality management and assurance system based on an on-site audit of practices and procedures developed by the International Standards Organization. 
E)  9,000 major product and industry classifications used in the WTO Product Classification System.

Question 2

Firms selling consumer goods 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 nonconsumer customers. 
D)  forgo the purchase 
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 nonconsumer customers. 
D)  forgo the purchase 
E)  simultaneously purchase from organizational buyers and ultimate consumers.

Question 3

reverse auction refers to an online auction

Accepted Answer

A)  where firms may sell their overstock-unused raw materials, packaging, and tools-to the highest bidder. 
B)  in which a manufacturer offers to share its facilities, inventory, or services with other smaller firms that are invited to bid in competition with each other. 
C)  in which a smaller manufacturer seeks to share the facilities, inventory, or services of a larger firm, and invites those firms to bid in competition with each other. 
D)  in which a buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with each other. 
E)  where firms seek to purchase other firms' overstock-unused raw materials, packaging, and tools-while trying to find the lowest price possible. 
A)  where firms may sell their overstock-unused raw materials, packaging, and tools-to the highest bidder. 
B)  in which a manufacturer offers to share its facilities, inventory, or services with other smaller firms that are invited to bid in competition with each other. 
C)  in which a smaller manufacturer seeks to share the facilities, inventory, or services of a larger firm, and invites those firms to bid in competition with each other. 
D)  in which a buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with each other. 
E)  where firms seek to purchase other firms' overstock-unused raw materials, packaging, and tools-while trying to find the lowest price possible.

Question 4

Firms selected from __________ are sent a quotation request from the purchasing agent describing the desired quantity,delivery date(s),and specifications of the components or assemblies.

Accepted Answer

A)  the Yellow Pages 
B)  an industry directory, such as Hoover's 
C)  a bidder's list 
D)  a NAICS databank 
E)  a vendor-rating sheet 
A)  the Yellow Pages 
B)  an industry directory, such as Hoover's 
C)  a bidder's list 
D)  a NAICS databank 
E)  a vendor-rating sheet

Question 5

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

Accepted Answer

A)  Few large transactions are made over the Internet due to concerns of industrial espionage. 
B)  Negotiations, purchases, and delivery occur in real time at an accelerated rate. 
C)  There are often reciprocal arrangements and negotiations between buyers and sellers. 
D)  Most purchases are made through government-licensed negotiators. 
E)  Direct selling to organizational buyers is the rule. 
A)  Few large transactions are made over the Internet due to concerns of industrial espionage. 
B)  Negotiations, purchases, and delivery occur in real time at an accelerated rate. 
C)  There are often reciprocal arrangements and negotiations between buyers and sellers. 
D)  Most purchases are made through government-licensed negotiators. 
E)  Direct selling to organizational buyers is the rule.

Question 6

After conducting a value analysis,a company is hopefully able to

Accepted Answer

A)  identify product defects. 
B)  reduce purchasing costs. 
C)  increase product value. 
D)  evaluate the merits of one product in relation to that of its competitor(s). 
E)  determine a fair but profitable price for purchased products. 
A)  identify product defects. 
B)  reduce purchasing costs. 
C)  increase product value. 
D)  evaluate the merits of one product in relation to that of its competitor(s). 
E)  determine a fair but profitable price for purchased products.

Question 7

primary purpose of ISO 9000 standards is to

Accepted Answer

A)  establish worldwide standards for environmental quality and green marketing practices. 
B)  develop standards for registration and certification of a manufacturer's quality management and assurance system. 
C)  establish common definition for reciprocal trade agreements among members of the WTO. 
D)  develop the communication interfaces between computer networks and extranets for the sharing of data. 
E)  establish an international code of ethics. 
A)  establish worldwide standards for environmental quality and green marketing practices. 
B)  develop standards for registration and certification of a manufacturer's quality management and assurance system. 
C)  establish common definition for reciprocal trade agreements among members of the WTO. 
D)  develop the communication interfaces between computer networks and extranets for the sharing of data. 
E)  establish an international code of ethics.

Question 8

Organizational buying behavior is similar to consumer behavior in some ways and different in others.One commonality is that both

Accepted Answer

A)  use five different stages in the purchase decision process. 
B)  use formal evaluation criteria when choosing among alternative brands. 
C)  are affected by derived demand. 
D)  have unlimited options for suppliers. 
E)  rely on gatekeepers to control product information. 
A)  use five different stages in the purchase decision process. 
B)  use formal evaluation criteria when choosing among alternative brands. 
C)  are affected by derived demand. 
D)  have unlimited options for suppliers. 
E)  rely on gatekeepers to control product information.

Question 9

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

Accepted Answer

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

Question 10

size and number of JCPenney catalogs designed and mailed to consumers would determine how much paper JCPMedia would need to buy.This is an example of __________.

Accepted Answer

A)  derived demand 
B)  reciprocity 
C)  a tying agreement 
D)  a transactional sale 
E)  elastic supply 
A)  derived demand 
B)  reciprocity 
C)  a tying agreement 
D)  a transactional sale 
E)  elastic supply

Question 11

S.-based Pratt & Whitney sells aircraft engines to Europe's Airbus S.A.S.,which in turn sells passenger airplanes to Japan Airlines that fly businesspeople around the world.This is an example of

Accepted Answer

A)  the product life cycle. 
B)  reseller dynamics. 
C)  a global organizational market. 
D)  ISO 9000. 
E)  the business cycle. 
A)  the product life cycle. 
B)  reseller dynamics. 
C)  a global organizational market. 
D)  ISO 9000. 
E)  the business cycle.

Question 12

Louisiana State University buys new laptops for its faculty,it is operating as a(n)

Accepted Answer

A)  industrial market. 
B)  business market. 
C)  government unit. 
D)  consumer market. 
E)  service provider. 
A)  industrial market. 
B)  business market. 
C)  government unit. 
D)  consumer market. 
E)  service provider.

Question 13

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

Accepted Answer

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

Question 14

Amtrak,the U.S.passenger train service,purchases train cars from Siemens,a German manufacturing company.This purchase is an example of

Accepted Answer

A)  the product life cycle. 
B)  global organizational markets. 
C)  market dynamics. 
D)  reciprocity. 
E)  supplier development. 
A)  the product life cycle. 
B)  global organizational markets. 
C)  market dynamics. 
D)  reciprocity. 
E)  supplier development.

Question 15

Federal,state,and local agencies that buy goods and services for the constituents they serve are referred to as

Accepted Answer

A)  industrial markets. 
B)  reseller markets. 
C)  consumer markets. 
D)  government units. 
E)  global markets. 
A)  industrial markets. 
B)  reseller markets. 
C)  consumer markets. 
D)  government units. 
E)  global markets.

Question 16

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

Accepted Answer

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

Question 17

manages a small family-owned amusement park.He believes the park can increase its profits if its owners will buy three food concession trailers.Mark has contacted three dealers of such trailers,which come fully customized to user specifications.After receiving three bids,Mark concluded that Century Industries has the best price.He will present only the Century Industries information to the family tomorrow.What buying center roles does Mark perform?

Accepted Answer

A)  gatekeeper and buyer 
B)  decider and gatekeeper 
C)  buyer and decider 
D)  influencer and buyer 
E)  influencer, gatekeeper, and decider 
A)  gatekeeper and buyer 
B)  decider and gatekeeper 
C)  buyer and decider 
D)  influencer and buyer 
E)  influencer, gatekeeper, and decider

Question 18

Trek orders a seat or saddle for one of its models that has a "little bit" of different material for the cover but the components are the same as existing saddles used on other bikes,this purchase situation is known as __________.

Accepted Answer

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

Question 19

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

Accepted Answer

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

Question 20

predominant person-to-person trading community in the world is

Accepted Answer

A)  Kijiji. 
B)  Amazon. 
C)  NASDAQ. 
D)  Craigslist. 
E)  eBay. 
A)  Kijiji. 
B)  Amazon. 
C)  NASDAQ. 
D)  Craigslist. 
E)  eBay.

Exam 6: Understanding Organizations As Customers

9000 refers to the

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

reverse auction refers to an online auction

Firms selected from __________ are sent a quotation request from the purchasing agent describing the desired quantity,delivery date(s),and specifications of the components or assemblies.

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

After conducting a value analysis,a company is hopefully able to

primary purpose of ISO 9000 standards is to

Organizational buying behavior is similar to consumer behavior in some ways and different in others.One commonality is that both

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

size and number of JCPenney catalogs designed and mailed to consumers would determine how much paper JCPMedia would need to buy.This is an example of __________.

S.-based Pratt & Whitney sells aircraft engines to Europe's Airbus S.A.S.,which in turn sells passenger airplanes to Japan Airlines that fly businesspeople around the world.This is an example of

Louisiana State University buys new laptops for its faculty,it is operating as a(n)

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

Amtrak,the U.S.passenger train service,purchases train cars from Siemens,a German manufacturing company.This purchase is an example of

Federal,state,and local agencies that buy goods and services for the constituents they serve are referred to as

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

Trek orders a seat or saddle for one of its models that has a "little bit" of different material for the cover but the components are the same as existing saddles used on other bikes,this purchase situation is known as __________.

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

predominant person-to-person trading community in the world is

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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