Question 1

Important marketing mix 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)  Products must be easily adaptable in form and function to accommodate consumer tastes. 
C)  Negotiations, purchases, and delivery occur in real time at an accelerated rate. 
D)  Direct selling to organizational buyers is the rule, and distribution is very important. 
E)  Many of the goods purchased are raw and semifinished. 
A)  Few large transactions are made over the Internet due to concerns of industrial espionage. 
B)  Products must be easily adaptable in form and function to accommodate consumer tastes. 
C)  Negotiations, purchases, and delivery occur in real time at an accelerated rate. 
D)  Direct selling to organizational buyers is the rule, and distribution is very important. 
E)  Many of the goods purchased are raw and semifinished.

Question 2

Independent e-marketplaces act as a neutral third party,provide an Internet technology trading platform,and provide a(n)__________ that enable exchanges between buyers and sellers.

Accepted Answer

A)  centralized market 
B)  decentralized market 
C)  segregated market 
D)  integrated market 
E)  noncompetitive 
A)  centralized market 
B)  decentralized market 
C)  segregated market 
D)  integrated market 
E)  noncompetitive

Question 3

Harley-Davidson emphasizes

Accepted Answer

A)  supplier collaboration in its product design. 
B)  signing lifetime contracts to demonstrate loyalty. 
C)  offering their products at cost for all key supplier personnel. 
D)  listing the names of all suppliers on their Harley-Davidson promotional material. 
E)  extending Harley-Davidson health care benefits to supplier' employees. 
A)  supplier collaboration in its product design. 
B)  signing lifetime contracts to demonstrate loyalty. 
C)  offering their products at cost for all key supplier personnel. 
D)  listing the names of all suppliers on their Harley-Davidson promotional material. 
E)  extending Harley-Davidson health care benefits to supplier' employees.

Question 4

primary buying objective for business firms is usually to

Accepted Answer

A)  increase profits through increasing costs and increasing revenues. 
B)  increase profits through reducing costs and decreasing revenues. 
C)  increase profits through reducing costs or increasing revenues. 
D)  maintain profits through reducing costs and increasing revenues. 
E)  reduce profits through reducing costs and reducing revenues. 
A)  increase profits through increasing costs and increasing revenues. 
B)  increase profits through reducing costs and decreasing revenues. 
C)  increase profits through reducing costs or increasing revenues. 
D)  maintain profits through reducing costs and increasing revenues. 
E)  reduce profits through reducing costs and reducing revenues.

Question 5

During the next-to-the-last stage of the organizational buying decision process,the organization

Accepted Answer

A)  does an information search. 
B)  engages in postpurchase behavior. 
C)  evaluates alternatives. 
D)  makes the purchase decision. 
E)  recognizes the final problem. 
A)  does an information search. 
B)  engages in postpurchase behavior. 
C)  evaluates alternatives. 
D)  makes the purchase decision. 
E)  recognizes the final problem.

Question 6

Figure 6-1
-Based on Figure 6-1 above,what is MOST LIKELY the industry sector represented by NAICS code 51?

Accepted Answer

A)  manufacturing 
B)  fisheries 
C)  information 
D)  publishing 
E)  retailing 
A)  manufacturing 
B)  fisheries 
C)  information 
D)  publishing 
E)  retailing

Question 7

Which of the following statements about organizational buying compared to consumer buying is MOST accurate?

Accepted Answer

A)  Perceived risk is lower in organizational buying. 
B)  Brand loyalty exists in both organizational and consumer buying. 
C)  Most organizational buying decisions are low-involvement ones. 
D)  Organizational buyers are more influenced by lifestyle factors. 
E)  Derived demand is more important in consumer buying. 
A)  Perceived risk is lower in organizational buying. 
B)  Brand loyalty exists in both organizational and consumer buying. 
C)  Most organizational buying decisions are low-involvement ones. 
D)  Organizational buyers are more influenced by lifestyle factors. 
E)  Derived demand is more important in consumer buying.

Question 8

buy class situation affects buying center tendencies in different ways.If there is one person involved,the problem definition is well-defined,and the time required for a decision is short,the buy class situation is a

Accepted Answer

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

Question 9

decision-making process that organizations use to establish the need for products and services and identify,evaluate,and choose among alternative brands and suppliers is referred to as

Accepted Answer

A)  the consumer purchase decision process. 
B)  organizational buying behavior. 
C)  the industrial purchase procedure. 
D)  the offering purchase framework. 
E)  the sustainable procurement process. 
A)  the consumer purchase decision process. 
B)  organizational buying behavior. 
C)  the industrial purchase procedure. 
D)  the offering purchase framework. 
E)  the sustainable procurement process.

Question 10

supply partnership exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of

Accepted Answer

A)  putting competitors of both buyers and sellers out of business. 
B)  lowering costs and increasing profits for the supplier. 
C)  lowering costs or increasing value of products or services to the ultimate consumer. 
D)  creating a single channel of distribution. 
E)  creating an exclusionary relationship from all other buyers and sellers. 
A)  putting competitors of both buyers and sellers out of business. 
B)  lowering costs and increasing profits for the supplier. 
C)  lowering costs or increasing value of products or services to the ultimate consumer. 
D)  creating a single channel of distribution. 
E)  creating an exclusionary relationship from all other buyers and sellers.

Question 11

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 12

During the third stage of the organizational buying decision process,the organization engages in

Accepted Answer

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

Question 13

companies have broadened their buying objectives to include an emphasis on

Accepted Answer

A)  purchasing from as many vendors as possible to avoid product shortfalls. 
B)  purchasing locally-made products even if they cost more. 
C)  diversifying their product lines to include seemingly noncompatible items. 
D)  purchasing products from Fair Trade-certified firms around the world who practice microfinancing. 
E)  proactively purchasing from minority-owned suppliers and vendors. 
A)  purchasing from as many vendors as possible to avoid product shortfalls. 
B)  purchasing locally-made products even if they cost more. 
C)  diversifying their product lines to include seemingly noncompatible items. 
D)  purchasing products from Fair Trade-certified firms around the world who practice microfinancing. 
E)  proactively purchasing from minority-owned suppliers and vendors.

Question 14

select a paper supplier,JCPMedia looks at its capabilities to deliver-on-time-selected grades of paper,the availability of specific types of paper,and price.This examination would be done during JCPMedia's __________.

Accepted Answer

A)  procurement analysis 
B)  break-even analysis 
C)  value analysis 
D)  database search 
E)  social audit 
A)  procurement analysis 
B)  break-even analysis 
C)  value analysis 
D)  database search 
E)  social audit

Question 15

Which of the following possible characteristics of consumer buying is LEAST LIKELY to enter into an organizational buying decision?

Accepted Answer

A)  comparison of product performance with expectations 
B)  purchase decisions based on the highest overall evaluation 
C)  alternatives evaluated on important criteria 
D)  information gathered from internal and external searches 
E)  problem recognition triggered by self-actualization motives 
A)  comparison of product performance with expectations 
B)  purchase decisions based on the highest overall evaluation 
C)  alternatives evaluated on important criteria 
D)  information gathered from internal and external searches 
E)  problem recognition triggered by self-actualization motives

Question 16

practice of __________,which can affect the natural flow of the free market,is occasionally addressed in the ethics codes of companies or their purchasing policies.

Accepted Answer

A)  tying agreements 
B)  just-in-time procurement 
C)  quid pro quo 
D)  supply partnerships 
E)  reciprocity 
A)  tying agreements 
B)  just-in-time procurement 
C)  quid pro quo 
D)  supply partnerships 
E)  reciprocity

Question 17

in July 2009,Matt Kistler,a senior vice-president at Walmart,claimed the company was making progress on achieving three major goals: (1)to be supplied by 100% renewable energy; (2)to create zero-waste; and (3)to increase the sale of renewably-produced products.Walmart is focusing on

Accepted Answer

A)  practicing ecological procurement. 
B)  complying with government regulations. 
C)  engaging in cause marketing. 
D)  using sustainable procurement. 
E)  meeting ISO 9000 standards. 
A)  practicing ecological procurement. 
B)  complying with government regulations. 
C)  engaging in cause marketing. 
D)  using sustainable procurement. 
E)  meeting ISO 9000 standards.

Question 18

organization buys products and services for one main reason,which is to

Accepted Answer

A)  achieve its own objectives. 
B)  beat its competitors. 
C)  achieve the objectives of its customers. 
D)  employ people. 
E)  buy inventory. 
A)  achieve its own objectives. 
B)  beat its competitors. 
C)  achieve the objectives of its customers. 
D)  employ people. 
E)  buy inventory.

Question 19

Within the buying center,influencers are people who

Accepted Answer

A)  have the formal authority and responsibility to select the supplier and negotiate the terms of the contract. 
B)  control the flow of information in the buying center. 
C)  affect the buying decision usually by helping define the specifications for what is bought. 
D)  have the formal or informal power to select or approve the supplier that receives the contract. 
E)  actually use and evaluate the product or service. 
A)  have the formal authority and responsibility to select the supplier and negotiate the terms of the contract. 
B)  control the flow of information in the buying center. 
C)  affect the buying decision usually by helping define the specifications for what is bought. 
D)  have the formal or informal power to select or approve the supplier that receives the contract. 
E)  actually use and evaluate the product or service.

Question 20

buy class situation affects buying center tendencies in different ways.If there is one person involved,the problem definition is well-defined,and the buying objective is to find the low-priced supplier,the buy class situation is a

Accepted Answer

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

Exam 6: Understanding Organizations As Customers

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

Independent e-marketplaces act as a neutral third party,provide an Internet technology trading platform,and provide a(n)__________ that enable exchanges between buyers and sellers.

Harley-Davidson emphasizes

primary buying objective for business firms is usually to

During the next-to-the-last stage of the organizational buying decision process,the organization

Figure 6-1 -Based on Figure 6-1 above,what is MOST LIKELY the industry sector represented by NAICS code 51?

Which of the following statements about organizational buying compared to consumer buying is MOST accurate?

buy class situation affects buying center tendencies in different ways.If there is one person involved,the problem definition is well-defined,and the time required for a decision is short,the buy class situation is a

decision-making process that organizations use to establish the need for products and services and identify,evaluate,and choose among alternative brands and suppliers is referred to as

supply partnership exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of

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

During the third stage of the organizational buying decision process,the organization engages in

companies have broadened their buying objectives to include an emphasis on

select a paper supplier,JCPMedia looks at its capabilities to deliver-on-time-selected grades of paper,the availability of specific types of paper,and price.This examination would be done during JCPMedia's __________.

Which of the following possible characteristics of consumer buying is LEAST LIKELY to enter into an organizational buying decision?

practice of __________,which can affect the natural flow of the free market,is occasionally addressed in the ethics codes of companies or their purchasing policies.

in July 2009,Matt Kistler,a senior vice-president at Walmart,claimed the company was making progress on achieving three major goals: (1)to be supplied by 100% renewable energy; (2)to create zero-waste; and (3)to increase the sale of renewably-produced products.Walmart is focusing on

organization buys products and services for one main reason,which is to

Within the buying center,influencers are people who

buy class situation affects buying center tendencies in different ways.If there is one person involved,the problem definition is well-defined,and the buying objective is to find the low-priced supplier,the buy class situation is a

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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