Question 1

Organizational buying criteria refer to

Accepted Answer

A)  the restrictions placed on potential solutions to a problem in a purchase decision. 
B)  the specific qualifications of a potential customer based upon past performance, reliability, and consistency regarding the purchase of an organization's offerings. 
C)  the subjective attributes of the supplier's products and services and the capabilities of the supplier itself. 
D)  the objective attributes of the supplier's products and services and the capabilities of the supplier itself. 
E)  the factors that an ultimate consumer would consider that represent both the objective attributes of a brand and the subjective ones to compare different products and brands. 
A)  the restrictions placed on potential solutions to a problem in a purchase decision. 
B)  the specific qualifications of a potential customer based upon past performance, reliability, and consistency regarding the purchase of an organization's offerings. 
C)  the subjective attributes of the supplier's products and services and the capabilities of the supplier itself. 
D)  the objective attributes of the supplier's products and services and the capabilities of the supplier itself. 
E)  the factors that an ultimate consumer would consider that represent both the objective attributes of a brand and the subjective ones to compare different products and brands.

Question 2

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)regularly buys June's secretary lunch.The representative does this because she views the secretary as a(n)__________ and wants to be sure that information about her company reaches June.

Accepted Answer

A)  gatekeeper 
B)  decider 
C)  influencer 
D)  obstructionist 
E)  power-broker 
A)  gatekeeper 
B)  decider 
C)  influencer 
D)  obstructionist 
E)  power-broker

Question 3

office of SFX Entertainment,a talent promoter,needs a new fax machine that will print at three seconds a page (instead of five seconds per page like the one it is using now)and has both local and network printing capabilities.The purchase of a replacement fax machine would be an example of a

Accepted Answer

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

Question 4

Derived demand means the demand for industrial products and services is driven by,or derived from,the

Accepted Answer

A)  NAICS statistical models. 
B)  gross national product. 
C)  demand for consumer goods and services. 
D)  demand for industrial goods and services. 
E)  demand for government goods and services. 
A)  NAICS statistical models. 
B)  gross national product. 
C)  demand for consumer goods and services. 
D)  demand for industrial goods and services. 
E)  demand for government goods and services.

Question 5

Reverse auctions

Accepted Answer

A)  are seller-initiated. 
B)  benefit the buyers significantly more than the sellers. 
C)  have an increasing number of buyers as the auction progresses. 
D)  do not have sequential bidding. 
E)  have many buyers at the start of the auction. 
A)  are seller-initiated. 
B)  benefit the buyers significantly more than the sellers. 
C)  have an increasing number of buyers as the auction progresses. 
D)  do not have sequential bidding. 
E)  have many buyers at the start of the auction.

Question 6

Unfortunately,the NAICS system will not allow marketing managers to gather information about

Accepted Answer

A)  import competition in domestic markets. 
B)  geographic distribution of industries. 
C)  market share in a pure competition environment. 
D)  demand for goods and services. 
E)  data on industries that are oligopolies. 
A)  import competition in domestic markets. 
B)  geographic distribution of industries. 
C)  market share in a pure competition environment. 
D)  demand for goods and services. 
E)  data on industries that are oligopolies.

Question 7

Large companies tend to favor __________ that link them with their network of qualified suppliers and customers.

Accepted Answer

A)  centralized markets 
B)  decentralized markets 
C)  private exchanges 
D)  segregated markets 
E)  integrated markets 
A)  centralized markets 
B)  decentralized markets 
C)  private exchanges 
D)  segregated markets 
E)  integrated markets

Question 8

is an important limitation of NAICS codes that inhibit their usefulness?

Accepted Answer

The NAICS has an important limitation.Fi

Question 9

a purchase is a new buy for a manufacturer,the seller should expect a long time for a buying decision to be reached,work with technical personnel,and

Accepted Answer

A)  expect specifications to be changed many times before the buy is completed. 
B)  expect a lot of conflict. 
C)  focus on a good solution to the problem for the buyer. 
D)  expect to have to do some favors for the decision-makers. 
E)  avoid making concessions or compromises. 
A)  expect specifications to be changed many times before the buy is completed. 
B)  expect a lot of conflict. 
C)  focus on a good solution to the problem for the buyer. 
D)  expect to have to do some favors for the decision-makers. 
E)  avoid making concessions or compromises.

Question 10

people in the organization who actually use the product or service 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 11

Large multi-store chain retailers such as Sears,Safeway,and Target use a highly formalized buying center referred to as a(n)

Accepted Answer

A)  ad hoc committee. 
B)  buying committee. 
C)  central control unit. 
D)  purchasing department. 
E)  purchasing control system. 
A)  ad hoc committee. 
B)  buying committee. 
C)  central control unit. 
D)  purchasing department. 
E)  purchasing control system.

Question 12

General Electric made a decision to purchase rather than manufacture electric motors for its clothes dryers.The firm used a formal vendor rating system to evaluate suppliers and notified those whose parts did not meet its quality standards.If a supplier failed to correct the problem,GE would drop the firm as a future supplier.Which stage in the organizational buying decision process would GE make this decision?

Accepted Answer

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

Question 13

firm that reprocesses a good or service it buys before selling the product again to the next buyer is referred to as a(n)

Accepted Answer

A)  industrial firm. 
B)  reseller firm. 
C)  government agency. 
D)  wholesaler. 
E)  retailer. 
A)  industrial firm. 
B)  reseller firm. 
C)  government agency. 
D)  wholesaler. 
E)  retailer.

Question 14

Which of the following is a service business within the industrial market?

Accepted Answer

A)  retailing 
B)  mining 
C)  finance 
D)  government 
E)  farming 
A)  retailing 
B)  mining 
C)  finance 
D)  government 
E)  farming

Question 15

Differentiate between traditional and reverse auctions.

Accepted Answer

In a traditional auction,there is one se

Question 16

Online trading communities that bring together buyers and supplier organizations to make possible the real time exchange of information,money,products,and services are referred to as

Accepted Answer

A)  Webfronts. 
B)  iCommerce. 
C)  e-commerce marketspaces. 
D)  e-marketplaces. 
E)  X-changes. 
A)  Webfronts. 
B)  iCommerce. 
C)  e-commerce marketspaces. 
D)  e-marketplaces. 
E)  X-changes.

Question 17

objective attributes of the supplier's products and services and the capabilities of the supplier itself are collectively referred to as

Accepted Answer

A)  the supplier consideration set. 
B)  derived demand factors. 
C)  evaluative criteria. 
D)  performance metrics. 
E)  organizational buying criteria. 
A)  the supplier consideration set. 
B)  derived demand factors. 
C)  evaluative criteria. 
D)  performance metrics. 
E)  organizational buying criteria.

Question 18

Another name for an e-marketplace is a(n)

Accepted Answer

A)  e-hub. 
B)  E-place. 
C)  e-trade. 
D)  E-xchange. 
E)  4NXchange. 
A)  e-hub. 
B)  E-place. 
C)  e-trade. 
D)  E-xchange. 
E)  4NXchange.

Question 19

Concert Staging Company provides the stage,the roof system,and the lighting and sound for outdoor concerts and theaters.It is typically hired by the organization sponsoring the event.When the economy slows down,consumers are more likely to save their money for a rainy day rather than buy a concert or theater ticket.The number of concert and theater events determines how many times the company gets to provide its services.Demand for the services provided by Concert Staging Company is a result of __________ demand.

Accepted Answer

A)  derived 
B)  unitized 
C)  industrial 
D)  applied 
E)  reseller 
A)  derived 
B)  unitized 
C)  industrial 
D)  applied 
E)  reseller

Question 20

E-Marketplaces refer to

Accepted Answer

A)  virtual or holographic purchasing marketspaces that allow manufacturers to estimate demand based upon different changes in environmental forces. 
B)  websites that allow consumers to make direct purchases from a manufacturer rather than through a traditional retail outlet. 
C)  online trading communities that bring together buyers and supplier organizations to make possible the real time exchange of information, money, products, and services. 
D)  computer simulations that allow manufacturers to estimate how much inventory to keep on hand based upon different purchasing scenarios. 
E)  a computer database cosponsored by the U.S. Department of Commerce and the World Trade Organization (WTO) that houses all public access records for the purpose of aiding American and global businesses. 
A)  virtual or holographic purchasing marketspaces that allow manufacturers to estimate demand based upon different changes in environmental forces. 
B)  websites that allow consumers to make direct purchases from a manufacturer rather than through a traditional retail outlet. 
C)  online trading communities that bring together buyers and supplier organizations to make possible the real time exchange of information, money, products, and services. 
D)  computer simulations that allow manufacturers to estimate how much inventory to keep on hand based upon different purchasing scenarios. 
E)  a computer database cosponsored by the U.S. Department of Commerce and the World Trade Organization (WTO) that houses all public access records for the purpose of aiding American and global businesses.

Organizational buying criteria refer to

office of SFX Entertainment,a talent promoter,needs a new fax machine that will print at three seconds a page (instead of five seconds per page like the one it is using now)and has both local and network printing capabilities.The purchase of a replacement fax machine would be an example of a

Derived demand means the demand for industrial products and services is driven by,or derived from,the

Reverse auctions

Unfortunately,the NAICS system will not allow marketing managers to gather information about

Large companies tend to favor __________ that link them with their network of qualified suppliers and customers.

is an important limitation of NAICS codes that inhibit their usefulness?

a purchase is a new buy for a manufacturer,the seller should expect a long time for a buying decision to be reached,work with technical personnel,and

people in the organization who actually use the product or service are referred to as __________.

Large multi-store chain retailers such as Sears,Safeway,and Target use a highly formalized buying center referred to as a(n)

firm that reprocesses a good or service it buys before selling the product again to the next buyer is referred to as a(n)

Which of the following is a service business within the industrial market?

Differentiate between traditional and reverse auctions.

Online trading communities that bring together buyers and supplier organizations to make possible the real time exchange of information,money,products,and services are referred to as

objective attributes of the supplier's products and services and the capabilities of the supplier itself are collectively referred to as

Another name for an e-marketplace is a(n)

E-Marketplaces refer to

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

Organizational buying criteria refer to

office of SFX Entertainment,a talent promoter,needs a new fax machine that will print at three seconds a page (instead of five seconds per page like the one it is using now)and has both local and network printing capabilities.The purchase of a replacement fax machine would be an example of a

Derived demand means the demand for industrial products and services is driven by,or derived from,the

Reverse auctions

Unfortunately,the NAICS system will not allow marketing managers to gather information about

Large companies tend to favor __________ that link them with their network of qualified suppliers and customers.

is an important limitation of NAICS codes that inhibit their usefulness?

a purchase is a new buy for a manufacturer,the seller should expect a long time for a buying decision to be reached,work with technical personnel,and

people in the organization who actually use the product or service are referred to as __________.

Large multi-store chain retailers such as Sears,Safeway,and Target use a highly formalized buying center referred to as a(n)

firm that reprocesses a good or service it buys before selling the product again to the next buyer is referred to as a(n)

Which of the following is a service business within the industrial market?

Differentiate between traditional and reverse auctions.

Online trading communities that bring together buyers and supplier organizations to make possible the real time exchange of information,money,products,and services are referred to as

objective attributes of the supplier's products and services and the capabilities of the supplier itself are collectively referred to as

Another name for an e-marketplace is a(n)

E-Marketplaces refer to

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