Question 1

Retailers purchase products and resell them to final consumers.

Accepted Answer

A) True 
 B)False  True

Question 2

Discuss how interpersonal factors influence the business buying decision process.

Accepted Answer

Answer not provided.

Question 3

On-time delivery is crucial to a business customer,since a late delivery may hold up a production line or cause the firm to lose sales.

Accepted Answer

A) True 
 B)False  True

Question 4

An organization that decides to buy all of a certain part from the same company is using

Accepted Answer

A)  single-supplier purchasing. 
B)  multiple sourcing. 
C)  same vendor analysis. 
D)  straight rebuy. 
E)  sole sourcing. 
A)  single-supplier purchasing. 
B)  multiple sourcing. 
C)  same vendor analysis. 
D)  straight rebuy. 
E)  sole sourcing.

Question 5

Pi Delta Mu sorority purchases food in bulk to feed its members living in the house.This means it is part of a(n)____ market.

Accepted Answer

A)  producer 
B)  consumer 
C)  reseller 
D)  institutional 
E)  government 
A)  producer 
B)  consumer 
C)  reseller 
D)  institutional 
E)  government

Question 6

Which one of the following countries will not be included in the data presented in the new industry classification system that is replacing the SIC?

Accepted Answer

A)  Mexico 
B)  Canada 
C)  United States 
D)  Japan 
E)  All but one NAFTA country 
A)  Mexico 
B)  Canada 
C)  United States 
D)  Japan 
E)  All but one NAFTA country

Question 7

After deciding to order replacement parts for aging machinery,the buyer for a construction company examines catalogs and trade publications looking for these parts.The buyer is at which stage in the business buying decision process?

Accepted Answer

A)  Problem recognition 
B)  Product specification 
C)  Product-supplier search and evaluation 
D)  Product-supplier selection 
E)  Product-supplier post-evaluation 
A)  Problem recognition 
B)  Product specification 
C)  Product-supplier search and evaluation 
D)  Product-supplier selection 
E)  Product-supplier post-evaluation

Question 8

What is a primary difference between business and consumer buyers?

Accepted Answer

A)  Consumer buyers require more product information than business buyers. 
B)  Business purchases are made by one individual whereas families make consumer purchases together. 
C)  Repeat sales are more common with consumer buyers than business buyers. 
D)  Consumers primarily buy inexpensive items; businesses only buy expensive items. 
E)  Business buyers generally make larger orders than consumer buyers. 
A)  Consumer buyers require more product information than business buyers. 
B)  Business purchases are made by one individual whereas families make consumer purchases together. 
C)  Repeat sales are more common with consumer buyers than business buyers. 
D)  Consumers primarily buy inexpensive items; businesses only buy expensive items. 
E)  Business buyers generally make larger orders than consumer buyers.

Question 9

St.Jude's Hospital decides to redo its kitchen with new flooring,cabinets,counters,and appliances.The hospital compiles a description of the project and then asks sellers to submit bids.After determining the most attractive bids,the hospital will then work with two or three companies to determine who will get the contract.This is an example of using ____ for a purchase decision.

Accepted Answer

A)  sampling 
B)  negotiation 
C)  inspection 
D)  elimination 
E)  description 
A)  sampling 
B)  negotiation 
C)  inspection 
D)  elimination 
E)  description

Question 10

A Pillsbury mill in Utah buys grain from growers in the western region.The purchasing agent for Pillsbury will most likely use which buying method?

Accepted Answer

A)  Description 
B)  Inspection 
C)  Sampling 
D)  Negotiation 
E)  Selection 
A)  Description 
B)  Inspection 
C)  Sampling 
D)  Negotiation 
E)  Selection

Question 11

A representative from Coca-Cola stops by at a local fast-food restaurant once a month to inquire how much soft drink syrup the store will need.The restaurant's orders are an example of which type of business purchase?

Accepted Answer

A)  New-task 
B)  Modified rebuy 
C)  Straight rebuy 
D)  Bid 
E)  Negotiated 
A)  New-task 
B)  Modified rebuy 
C)  Straight rebuy 
D)  Bid 
E)  Negotiated

Question 12

What are the two ways governments make purchases?

Accepted Answer

A)  Cash or credit 
B)  Contracting previous suppliers and bids 
C)  Bids and negotiated contracts 
D)  Lottery system and contract negotiations 
E)  Request for new purchases and recurring orders 
A)  Cash or credit 
B)  Contracting previous suppliers and bids 
C)  Bids and negotiated contracts 
D)  Lottery system and contract negotiations 
E)  Request for new purchases and recurring orders

Question 13

Compare and contrast the three major types of purchases made by business customers.

Accepted Answer

The answer of Compare and contrast the three major types...

Question 14

Business customers generally seek to obtain detailed information about a product before purchasing it.

Accepted Answer

A) True 
 B)False

Question 15

When trying to estimate the purchases of a potential business customer,it is reasonable to suppose that there is a relationship between the size of the potential customer's purchases and a variable such as the number of personnel employed by the customer.

Accepted Answer

A) True 
 B)False

Question 16

Individuals and business organizations that purchase products for the purpose of making a profit either by using the products to produce other products or by using them in their operations are classified as ____ markets.

Accepted Answer

A)  consumer 
B)  institutional 
C)  producer 
D)  government 
E)  reseller 
A)  consumer 
B)  institutional 
C)  producer 
D)  government 
E)  reseller

Question 17

Because retailers have to be concerned with product selection,price,and space,they often evaluate products on the basis of

Accepted Answer

A)  their markup. 
B)  sales per square foot of selling area. 
C)  how many of the product they can fit in a certain amount of space. 
D)  profit per dollar of selling price. 
E)  the reliability of the supplier. 
A)  their markup. 
B)  sales per square foot of selling area. 
C)  how many of the product they can fit in a certain amount of space. 
D)  profit per dollar of selling price. 
E)  the reliability of the supplier.

Question 18

Business customers are forced to satisfy personal goals in pursuits that lie outside their jobs.

Accepted Answer

A) True 
 B)False

Question 19

The second stage in the business buying decision process is to

Accepted Answer

A)  search for products and suppliers. 
B)  select the most appropriate product. 
C)  develop product specifications. 
D)  evaluate product and supplier performance. 
E)  recognize the problem. 
A)  search for products and suppliers. 
B)  select the most appropriate product. 
C)  develop product specifications. 
D)  evaluate product and supplier performance. 
E)  recognize the problem.

Question 20

The term business markets refers only to producer markets.

Accepted Answer

A) True 
 B)False

Exam 7: Business Buying Behavior

Retailers purchase products and resell them to final consumers.

Discuss how interpersonal factors influence the business buying decision process.

On-time delivery is crucial to a business customer,since a late delivery may hold up a production line or cause the firm to lose sales.

An organization that decides to buy all of a certain part from the same company is using

Pi Delta Mu sorority purchases food in bulk to feed its members living in the house.This means it is part of a(n)____ market.

Which one of the following countries will not be included in the data presented in the new industry classification system that is replacing the SIC?

After deciding to order replacement parts for aging machinery,the buyer for a construction company examines catalogs and trade publications looking for these parts.The buyer is at which stage in the business buying decision process?

What is a primary difference between business and consumer buyers?

A Pillsbury mill in Utah buys grain from growers in the western region.The purchasing agent for Pillsbury will most likely use which buying method?

A representative from Coca-Cola stops by at a local fast-food restaurant once a month to inquire how much soft drink syrup the store will need.The restaurant's orders are an example of which type of business purchase?

What are the two ways governments make purchases?

Compare and contrast the three major types of purchases made by business customers.

Business customers generally seek to obtain detailed information about a product before purchasing it.

When trying to estimate the purchases of a potential business customer,it is reasonable to suppose that there is a relationship between the size of the potential customer's purchases and a variable such as the number of personnel employed by the customer.

Individuals and business organizations that purchase products for the purpose of making a profit either by using the products to produce other products or by using them in their operations are classified as ____ markets.

Because retailers have to be concerned with product selection,price,and space,they often evaluate products on the basis of

Business customers are forced to satisfy personal goals in pursuits that lie outside their jobs.

The second stage in the business buying decision process is to

The term business markets refers only to producer markets.

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