Question 1

Employee unions generally view outsourcing as a:

Accepted Answer

A) way to stay competitive and preserve jobs. 
B) bargaining tool for higher wages. 
C) threat to their jobs and means of livelihood. 
D) means of reducing the overhead costs on production processes. 
A) way to stay competitive and preserve jobs. 
B) bargaining tool for higher wages. 
C) threat to their jobs and means of livelihood. 
D) means of reducing the overhead costs on production processes.

Question 2

Amy Lou works for a small business firm that specializes in the home furnishing design business.Amy Lou is the head of the textiles department and coordinates with twenty-five textile manufacturers around the world to ensure that her firm has the best supplies on the market.Each quarter,Amy Lou meets with each of the manufacturers and then brings back her top picks to share with the rest of her team at her company.The company's owner values Amy Lou's opinions,especially since the company's profits have continually increased for ten years.This year; however,the company's overhead costs have increased,and Amy Lou and her team need to figure out why. Required:
Which of the following can be said is a drawback of having Amy Lou serve in the role described above?​

Accepted Answer

A) ​Amy Lou controls all of the information about which types of textiles the firm should purchase. 
B) ​Amy Lou lacks formal authority when it comes to making decisions about the company's budget. 
C) ​Amy Lou is inexperienced and makes poor choices that impact the firm's bottom line negatively. 
D) ​Amy Lou's decision to work with international buying centers has led to an increase in the firm's overhead costs. 
E) ​Amy Lou has to surrender her power to more influential team members when it comes to making purchase decisions. 
A) ​Amy Lou controls all of the information about which types of textiles the firm should purchase. 
B) ​Amy Lou lacks formal authority when it comes to making decisions about the company's budget. 
C) ​Amy Lou is inexperienced and makes poor choices that impact the firm's bottom line negatively. 
D) ​Amy Lou's decision to work with international buying centers has led to an increase in the firm's overhead costs. 
E) ​Amy Lou has to surrender her power to more influential team members when it comes to making purchase decisions.

Question 3

​You are the manager of a clothing manufacturing firm with operations in different countries.Your Vietnamese manufacturing facility is dedicated solely to producing elementary school uniforms for the U.S.market.Most of your product output is sold to a larger school uniform company in the United States called School Uniforms,Inc.School Uniforms,Inc.has major contracts with (and sells its uniforms to)school districts like the San Diego Unified School District.In this scenario,the San Diego Unified School District is part of which of the following business markets?

Accepted Answer

A) ​reseller market 
B) ​government market 
C) ​institutional market 
D) ​distributor market 
E) ​wholesaler market 
A) ​reseller market 
B) ​government market 
C) ​institutional market 
D) ​distributor market 
E) ​wholesaler market

Question 4

Multiple sourcing is defined as purchasing from several vendors.Which of the following is an advantage of multiple sourcing?

Accepted Answer

A) ​protects a firm from shortages 
B) ​interacting with multiple vendors is more efficient 
C) ​enables a firm to use a centralized purchasing strategy 
D) ​purchasing agents can save time 
A) ​protects a firm from shortages 
B) ​interacting with multiple vendors is more efficient 
C) ​enables a firm to use a centralized purchasing strategy 
D) ​purchasing agents can save time

Question 5

An organization's purchasing decisions can be influenced by such ______________ as a tornado destroying a factory that produces supplies necessary for the organization's operations.​

Accepted Answer

A) ​environmental factors 
B) ​interpersonal influences 
C) ​organizational factors 
D) ​merchandisers and category advisors 
E) ​impulse factors 
A) ​environmental factors 
B) ​interpersonal influences 
C) ​organizational factors 
D) ​merchandisers and category advisors 
E) ​impulse factors

Question 6

Trade industries are a component of business markets that include:

Accepted Answer

A) manufacturers. 
B) resellers. 
C) end users. 
D) services providers. 
A) manufacturers. 
B) resellers. 
C) end users. 
D) services providers.

Question 7

Which of the following statements is true regarding the influence of organizational factors on purchasing decisions?

Accepted Answer

A) Centralized buying tends to emphasize short-term results. 
B) Personal selling skills and user preferences carry more weight in decentralized purchasing situations. 
C) Consolidating vendor relationships increases the company's overall expenses. 
D) Decentralized buying focuses more on long-term relationships with suppliers. 
A) Centralized buying tends to emphasize short-term results. 
B) Personal selling skills and user preferences carry more weight in decentralized purchasing situations. 
C) Consolidating vendor relationships increases the company's overall expenses. 
D) Decentralized buying focuses more on long-term relationships with suppliers.

Question 8

​You were hired by an office design firm largely on the strength of your success in relationship marketing.To make sure customers are satisfied and make repeat purchases,which of the following relationships will be important?

Accepted Answer

A) ​Relationships with vendors, like fabric suppliers 
B) ​Relationships with customers' purchase decision makers 
C) ​Relationships with distributors of items like lamps and silk plants 
D) ​Relationships with contractual partners 
E) ​Relationships with government officials 
A) ​Relationships with vendors, like fabric suppliers 
B) ​Relationships with customers' purchase decision makers 
C) ​Relationships with distributors of items like lamps and silk plants 
D) ​Relationships with contractual partners 
E) ​Relationships with government officials

Question 9

If Product A is used primarily to manufacture Product B,then the demand for product A is said to be "derived" from the demand for Product B.

Accepted Answer

A) True 
 B)False

Question 10

Kobe is an account executive with Stryker,a medical device company.He and his team have prepared a document to submit to a regional hospital to become their primary vendor for medical devices within the hospital system.The document will be reviewed by the hospital purchasing department and Stryker will be compared to other suppliers vying for the opportunity to assist with the hospital with their medical device needs.What stage in the buying process does this reflect?

Accepted Answer

A) ​acquire and analyze proposals 
B) ​recognize problem and general solution 
C) ​describe characteristics and quantity 
D) ​select order routine 
A) ​acquire and analyze proposals 
B) ​recognize problem and general solution 
C) ​describe characteristics and quantity 
D) ​select order routine

Question 11

Organizational purchases such as office buildings and computer systems can be categorized as expense items.

Accepted Answer

A) True 
 B)False

Question 12

Social goals influence governments to purchase goods and services from small firms and companies owned by minorities and women.

Accepted Answer

A) True 
 B)False

Question 13

Explain the different roles played by business center participants in the purchasing decision process.

Accepted Answer

Buying center participants play differen

Question 14

Which stage of the organizational buying process involves establishing specifications for a needed product?

Accepted Answer

A) Recognizing a need 
B) Describing characteristics of a needed product 
C) Qualifying potential vendors 
D) Selecting an order routine 
A) Recognizing a need 
B) Describing characteristics of a needed product 
C) Qualifying potential vendors 
D) Selecting an order routine

Question 15

Match each item with the correct statement below.
-The term "_____" is used to refer to the technical staff such as engineers who affect the buying decision by supplying information to guide evaluation of alternatives or by setting buying specifications.

Accepted Answer

A) merchandisers 
B) trade industries 
C) remanufacturing 
D) nearshoring 
E) end-use application segmentation
F)global sourcing
G)joint demand
H)inelastic demand
I)outsourcing
J)value analysis
K)gatekeeper
L)commercial market
M)reciprocity
N)vendor analysis
O)category advisor
P)modified rebuy
Q)demographic characteristics based segmentation
R)influencers
S)buyer
T)customer-based segmentation 
A) merchandisers 
B) trade industries 
C) remanufacturing 
D) nearshoring 
E) end-use application segmentation
F)global sourcing
G)joint demand
H)inelastic demand
I)outsourcing
J)value analysis
K)gatekeeper
L)commercial market
M)reciprocity
N)vendor analysis
O)category advisor
P)modified rebuy
Q)demographic characteristics based segmentation
R)influencers
S)buyer
T)customer-based segmentation

Question 16

New-task buying situations require considerable effort by the decision makers.

Accepted Answer

A) True 
 B)False

Question 17

Businesses follow a defined buying decision process in order to ensure the goods and services they purchase will meet their organization's needs.The process has multiple stages; in one of the stages the business will consider a proposal usually given to them in writing by a supplier.This stage may include competitive bidding depending on the company.This proposal consideration takes place in which of the following stages of the business buying decision process?​

Accepted Answer

A) ​first stage 
B) ​seventh stage 
C) ​third stage 
D) ​sixth stage 
E) ​fifth stage 
A) ​first stage 
B) ​seventh stage 
C) ​third stage 
D) ​sixth stage 
E) ​fifth stage

Question 18

Evaluating a supplier's performance in categories such as price,EDI capability,delivery times,and attention to special requests is known as:

Accepted Answer

A) value analysis. 
B) customer relationship management. 
C) vendor analysis. 
D) task-based evaluation. 
A) value analysis. 
B) customer relationship management. 
C) vendor analysis. 
D) task-based evaluation.

Question 19

Geographic location is one of the criteria considered during demographic segmentation of the business market.

Accepted Answer

A) True 
 B)False

Question 20

Match each item with the correct statement below.
-_____ results when the demand for a product depends on the demand for another product used in combination with it.

Accepted Answer

A) merchandisers 
B) trade industries 
C) remanufacturing 
D) nearshoring 
E) end-use application segmentation
F)global sourcing
G)joint demand
H)inelastic demand
I)outsourcing
J)value analysis
K)gatekeeper
L)commercial market
M)reciprocity
N)vendor analysis
O)category advisor
P)modified rebuy
Q)demographic characteristics based segmentation
R)influencers
S)buyer
T)customer-based segmentation 
A) merchandisers 
B) trade industries 
C) remanufacturing 
D) nearshoring 
E) end-use application segmentation
F)global sourcing
G)joint demand
H)inelastic demand
I)outsourcing
J)value analysis
K)gatekeeper
L)commercial market
M)reciprocity
N)vendor analysis
O)category advisor
P)modified rebuy
Q)demographic characteristics based segmentation
R)influencers
S)buyer
T)customer-based segmentation

Employee unions generally view outsourcing as a:

Multiple sourcing is defined as purchasing from several vendors.Which of the following is an advantage of multiple sourcing?

An organization's purchasing decisions can be influenced by such ______________ as a tornado destroying a factory that produces supplies necessary for the organization's operations.

Trade industries are a component of business markets that include:

Which of the following statements is true regarding the influence of organizational factors on purchasing decisions?

You were hired by an office design firm largely on the strength of your success in relationship marketing.To make sure customers are satisfied and make repeat purchases,which of the following relationships will be important?

If Product A is used primarily to manufacture Product B,then the demand for product A is said to be "derived" from the demand for Product B.

Organizational purchases such as office buildings and computer systems can be categorized as expense items.

Social goals influence governments to purchase goods and services from small firms and companies owned by minorities and women.

Explain the different roles played by business center participants in the purchasing decision process.

Which stage of the organizational buying process involves establishing specifications for a needed product?

Match each item with the correct statement below. -The term "_____" is used to refer to the technical staff such as engineers who affect the buying decision by supplying information to guide evaluation of alternatives or by setting buying specifications.

New-task buying situations require considerable effort by the decision makers.

Evaluating a supplier's performance in categories such as price,EDI capability,delivery times,and attention to special requests is known as:

Geographic location is one of the criteria considered during demographic segmentation of the business market.

Match each item with the correct statement below. -_____ results when the demand for a product depends on the demand for another product used in combination with it.

Marketing: the Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, ethics, and Social Responsibility

Social Media: Living in the Connected World

E-Business: Managing the Customer Experience

Consumer Behavior

Global Marketing

Market Segmentation, targeting, and Positioning

Marketing Research in the Era of Big Data

Relationship Marketing and Customer Relationship Management Crm

Product and Service Strategies

Developing and Managing Brand and Product Categories

Marketing Channels and Supply Chain Management

Retailers, wholesalers, and Direct Marketers

Integrated Marketing Communications, advertising, and Public Relations

Personal Selling and Sales Promotion

Pricing Concepts

Pricing Strategies

Developing an Effective Marketing Plan

Financial Analysis in Marketing

Filters

Exam 7: Business-To-Business B2bmarketing

Employee unions generally view outsourcing as a:

Multiple sourcing is defined as purchasing from several vendors.Which of the following is an advantage of multiple sourcing?

An organization's purchasing decisions can be influenced by such ______________ as a tornado destroying a factory that produces supplies necessary for the organization's operations.​

Trade industries are a component of business markets that include:

Which of the following statements is true regarding the influence of organizational factors on purchasing decisions?

​You were hired by an office design firm largely on the strength of your success in relationship marketing.To make sure customers are satisfied and make repeat purchases,which of the following relationships will be important?

If Product A is used primarily to manufacture Product B,then the demand for product A is said to be "derived" from the demand for Product B.

Organizational purchases such as office buildings and computer systems can be categorized as expense items.

Social goals influence governments to purchase goods and services from small firms and companies owned by minorities and women.

Explain the different roles played by business center participants in the purchasing decision process.

Which stage of the organizational buying process involves establishing specifications for a needed product?

Match each item with the correct statement below. -The term "_____" is used to refer to the technical staff such as engineers who affect the buying decision by supplying information to guide evaluation of alternatives or by setting buying specifications.

New-task buying situations require considerable effort by the decision makers.

Evaluating a supplier's performance in categories such as price,EDI capability,delivery times,and attention to special requests is known as:

Geographic location is one of the criteria considered during demographic segmentation of the business market.

Match each item with the correct statement below. -_____ results when the demand for a product depends on the demand for another product used in combination with it.

Marketing: the Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, ethics, and Social Responsibility

Social Media: Living in the Connected World

E-Business: Managing the Customer Experience

Consumer Behavior

Global Marketing

Market Segmentation, targeting, and Positioning

Marketing Research in the Era of Big Data

Relationship Marketing and Customer Relationship Management Crm

Product and Service Strategies

Developing and Managing Brand and Product Categories

Marketing Channels and Supply Chain Management

Retailers, wholesalers, and Direct Marketers

Integrated Marketing Communications, advertising, and Public Relations

Personal Selling and Sales Promotion

Pricing Concepts

Pricing Strategies

Developing an Effective Marketing Plan

Financial Analysis in Marketing

Filters

An organization's purchasing decisions can be influenced by such ______________ as a tornado destroying a factory that produces supplies necessary for the organization's operations.

You were hired by an office design firm largely on the strength of your success in relationship marketing.To make sure customers are satisfied and make repeat purchases,which of the following relationships will be important?