Question 1

a seller puts an item up for sale and would-be buyers are invited to bid in competition with each other,it is referred to as a(n)__________.

Accepted Answer

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

Question 2

there is a prolonged downturn in U.S.passenger air travel,a number of U.S.airlines would very likely cancel some of their orders for new planes.The relationship between passenger air travel and the demand for new planes is referred to as

Accepted Answer

A)  ultimate consumer demand. 
B)  derived demand. 
C)  manufacturer demand. 
D)  reseller demand. 
E)  the price-inelasticity of demand. 
A)  ultimate consumer demand. 
B)  derived demand. 
C)  manufacturer demand. 
D)  reseller demand. 
E)  the price-inelasticity of demand.

Question 3

Value analysis is a systematic appraisal of the design,quality,and performance of a product in order to

Accepted Answer

A)  maintain quality assurance. 
B)  offer the lowest possible price. 
C)  increase the price of the offering. 
D)  reduce purchasing costs. 
E)  ensure customer satisfaction. 
A)  maintain quality assurance. 
B)  offer the lowest possible price. 
C)  increase the price of the offering. 
D)  reduce purchasing costs. 
E)  ensure customer satisfaction.

Question 4

primary reason companies have placed an emphasis on buying from minority- and women-owned suppliers and vendors is because

Accepted Answer

A)  new federal government regulations require it. 
B)  they can help a firm meet its objectives in sales, profits, and/or customer satisfaction. 
C)  it is the socially responsible thing to do. 
D)  it can attract new customer target markets. 
E)  these companies will work harder for less. 
A)  new federal government regulations require it. 
B)  they can help a firm meet its objectives in sales, profits, and/or customer satisfaction. 
C)  it is the socially responsible thing to do. 
D)  it can attract new customer target markets. 
E)  these companies will work harder for less.

Question 5

Reverse auctions

Accepted Answer

A)  are seller-initiated. 
B)  benefit the sellers significantly more than the buyers. 
C)  have an increasing number of bidders as the auction progresses. 
D)  have sequential bidding. 
E)  have many buyers. 
A)  are seller-initiated. 
B)  benefit the sellers significantly more than the buyers. 
C)  have an increasing number of bidders as the auction progresses. 
D)  have sequential bidding. 
E)  have many buyers.

Question 6

department secretary orders ink cartridges for the department printer from the Corporate Express catalog each 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 7

North American Industry Classification System (NAICS)permits a firm to

Accepted Answer

A)  find the NAICS codes of its present customers and then obtain NAICS-coded lists for similar firms. 
B)  learn the names of the purchasing agents of all prospective customers. 
C)  sell to any company within North America as long as it is not a monopoly. 
D)  engage in benchmarking with companies manufacturing and/or marketing similar products. 
E)  conduct an industry-wide SWOT analysis to determine internal strengths and weaknesses of current and prospective competitors. 
A)  find the NAICS codes of its present customers and then obtain NAICS-coded lists for similar firms. 
B)  learn the names of the purchasing agents of all prospective customers. 
C)  sell to any company within North America as long as it is not a monopoly. 
D)  engage in benchmarking with companies manufacturing and/or marketing similar products. 
E)  conduct an industry-wide SWOT analysis to determine internal strengths and weaknesses of current and prospective competitors.

Question 8

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 fifth 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 9

the John Deere Company employs 94 engineers who work full-time with the company's suppliers to improve their efficiency and quality and reduce their costs,it is practicing

Accepted Answer

A)  buyer development. 
B)  make-buy decisions. 
C)  supply partnerships. 
D)  supplier development. 
E)  directive purchasing. 
A)  buyer development. 
B)  make-buy decisions. 
C)  supply partnerships. 
D)  supplier development. 
E)  directive purchasing.

Question 10

be a Walmart supplier,a firm must be able to deliver its products to Walmart distribution centers within a 15-minute window.If the driver arrives before or after the scheduled window,the supplier will be turned away and fined.Walmart's insistence of choosing a supplier based upon its ability to provide on-time delivery is an example of a(n)

Accepted Answer

A)  supplier value dimension. 
B)  derived demand factor. 
C)  evaluative criterion. 
D)  external performance measure. 
E)  organizational buying criterion. 
A)  supplier value dimension. 
B)  derived demand factor. 
C)  evaluative criterion. 
D)  external performance measure. 
E)  organizational buying criterion.

Question 11

group of people within an organization who participate in the buying process and share common goals,risks,and knowledge important to a purchase decision is referred to as the

Accepted Answer

A)  gatekeepers. 
B)  buying center. 
C)  purchasing department. 
D)  procurement committee. 
E)  acquisition office. 
A)  gatekeepers. 
B)  buying center. 
C)  purchasing department. 
D)  procurement committee. 
E)  acquisition office.

Question 12

Golden is part of the buying center for a large manufacturer.Her field of expertise is logistics and she is responsible for choosing transportation providers for the company.A sales representative for Yellow Roadway (a very large trucking firm)calls on June; however,her secretary thinks he is quite rude and announces that June is not available.The secretary is acting in the role of __________ for the buying center.

Accepted Answer

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

Question 13

term __________ is used to identify a group of people within an organization who participate in the buying process and share common goals,risks,and knowledge important to a purchase decision.

Accepted Answer

A)  procurement committee 
B)  purchasing department 
C)  buying center 
D)  gatekeepers 
E)  acquisition office 
A)  procurement committee 
B)  purchasing department 
C)  buying center 
D)  gatekeepers 
E)  acquisition office

Question 14

supply partnership refers to

Accepted Answer

A)  an arrangement a manufacturer makes with a reseller to handle only its products and not those of competitors. 
B)  the illegal practice of refusing to purchase a seller's products unless the seller agrees not to purchase that product or any similar products from any other buyer. 
C)  when a supplier requires a buyer purchasing some products from it to also buy others. 
D)  a relationship that exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost of or increasing the value of products and services delivered to the ultimate customer. 
E)  the practice whereby a seller requires the purchaser of one product to also buy another item in the line. 
A)  an arrangement a manufacturer makes with a reseller to handle only its products and not those of competitors. 
B)  the illegal practice of refusing to purchase a seller's products unless the seller agrees not to purchase that product or any similar products from any other buyer. 
C)  when a supplier requires a buyer purchasing some products from it to also buy others. 
D)  a relationship that exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost of or increasing the value of products and services delivered to the ultimate customer. 
E)  the practice whereby a seller requires the purchaser of one product to also buy another item in the line.

Question 15

Which of the following characterizes organizational buyer-seller relationships?

Accepted Answer

A)  Purchases are often made after brief negotiations. 
B)  Purchases are usually of large dollar values. 
C)  Short-term contracts are often prevalent. 
D)  Reciprocal arrangements rarely exist. 
E)  Delivery schedules are less important than production capacity. 
A)  Purchases are often made after brief negotiations. 
B)  Purchases are usually of large dollar values. 
C)  Short-term contracts are often prevalent. 
D)  Reciprocal arrangements rarely exist. 
E)  Delivery schedules are less important than production capacity.

Question 16

disadvantage of the North American Industry Classification System (NAICS)systems is that

Accepted Answer

A)  it only lists the top ten firms in any particular industry. 
B)  it is too difficult and confusing to read. 
C)  it only covers organizations with sales in excess of (US) $1 million. 
D)  it makes it possible to find how the firm's customers are coded. 
E)  five-digit national industry codes are not always available for all three countries. 
A)  it only lists the top ten firms in any particular industry. 
B)  it is too difficult and confusing to read. 
C)  it only covers organizations with sales in excess of (US) $1 million. 
D)  it makes it possible to find how the firm's customers are coded. 
E)  five-digit national industry codes are not always available for all three countries.

Question 17

seven organizational buying criteria.

Accepted Answer

Key organizational buying criteria and a

Question 18

Plastics Net,Hospital Network.com,Textile Web,and eBay Business are all examples of

Accepted Answer

A)  Webfront operations. 
B)  clicks-and-mortar stores. 
C)  e-marketplaces. 
D)  iMarkets. 
E)  integrated markets. 
A)  Webfront operations. 
B)  clicks-and-mortar stores. 
C)  e-marketplaces. 
D)  iMarkets. 
E)  integrated markets.

Question 19

buying center refers to

Accepted Answer

A)  an online trading community that brings together buyers and supplier organizations to make possible the real time exchange of information, money, products, and services. 
B)  the department within a firm responsible for the logistics of placing, tracking, and delivering orders to other departments within the firm. 
C)  the department within a firm responsible for the logistics of placing, tracking, and delivering orders to ultimate consumers. 
D)  the group of people within an organization who participate in the buying process and share common goals, risks, and knowledge important to a purchase decision. 
E)  the department within a firm that allows purchases to be made from a centralized location from multiple vendors at the same time. 
A)  an online trading community that brings together buyers and supplier organizations to make possible the real time exchange of information, money, products, and services. 
B)  the department within a firm responsible for the logistics of placing, tracking, and delivering orders to other departments within the firm. 
C)  the department within a firm responsible for the logistics of placing, tracking, and delivering orders to ultimate consumers. 
D)  the group of people within an organization who participate in the buying process and share common goals, risks, and knowledge important to a purchase decision. 
E)  the department within a firm that allows purchases to be made from a centralized location from multiple vendors at the same time.

Question 20

Buying Center Photo
-shown in buying center photo above,an organization's buying center includes individuals who can play one or more of the following roles EXCEPT:

Accepted Answer

A)  gatekeepers. 
B)  deciders. 
C)  buyers. 
D)  product champions. 
E)  influencers. 
A)  gatekeepers. 
B)  deciders. 
C)  buyers. 
D)  product champions. 
E)  influencers.

a seller puts an item up for sale and would-be buyers are invited to bid in competition with each other,it is referred to as a(n)__________.

there is a prolonged downturn in U.S.passenger air travel,a number of U.S.airlines would very likely cancel some of their orders for new planes.The relationship between passenger air travel and the demand for new planes is referred to as

Value analysis is a systematic appraisal of the design,quality,and performance of a product in order to

primary reason companies have placed an emphasis on buying from minority- and women-owned suppliers and vendors is because

Reverse auctions

department secretary orders ink cartridges for the department printer from the Corporate Express catalog each month.This is an example of a

North American Industry Classification System (NAICS)permits a firm to

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 fifth digit designates a(n)

the John Deere Company employs 94 engineers who work full-time with the company's suppliers to improve their efficiency and quality and reduce their costs,it is practicing

group of people within an organization who participate in the buying process and share common goals,risks,and knowledge important to a purchase decision is referred to as the

term __________ is used to identify a group of people within an organization who participate in the buying process and share common goals,risks,and knowledge important to a purchase decision.

supply partnership refers to

Which of the following characterizes organizational buyer-seller relationships?

disadvantage of the North American Industry Classification System (NAICS)systems is that

seven organizational buying criteria.

Plastics Net,Hospital Network.com,Textile Web,and eBay Business are all examples of

buying center refers to

Buying Center Photo -shown in buying center photo above,an organization's buying center includes individuals who can play one or more of the following roles EXCEPT:

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

Filters

Exam 6: Understanding Organizations As Customers

a seller puts an item up for sale and would-be buyers are invited to bid in competition with each other,it is referred to as a(n)__________.

there is a prolonged downturn in U.S.passenger air travel,a number of U.S.airlines would very likely cancel some of their orders for new planes.The relationship between passenger air travel and the demand for new planes is referred to as

Value analysis is a systematic appraisal of the design,quality,and performance of a product in order to

primary reason companies have placed an emphasis on buying from minority- and women-owned suppliers and vendors is because

Reverse auctions

department secretary orders ink cartridges for the department printer from the Corporate Express catalog each month.This is an example of a

North American Industry Classification System (NAICS)permits a firm to

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 fifth digit designates a(n)

the John Deere Company employs 94 engineers who work full-time with the company's suppliers to improve their efficiency and quality and reduce their costs,it is practicing

group of people within an organization who participate in the buying process and share common goals,risks,and knowledge important to a purchase decision is referred to as the

term __________ is used to identify a group of people within an organization who participate in the buying process and share common goals,risks,and knowledge important to a purchase decision.

supply partnership refers to

Which of the following characterizes organizational buyer-seller relationships?

disadvantage of the North American Industry Classification System (NAICS)systems is that

seven organizational buying criteria.

Plastics Net,Hospital Network.com,Textile Web,and eBay Business are all examples of

buying center refers to

Buying Center Photo -shown in buying center photo above,an organization's buying center includes individuals who can play one or more of the following roles EXCEPT:

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

Filters