Question 1

Organizational purchase situations are known as straight rebuy, modified rebuy, and new task.

Accepted Answer

A) True 
 B)False

Question 2

Which term is often used to refer to the organizational culture of a business firm?

Accepted Answer

A)  firmographics 
B)  lifestyle 
C)  corporate culture 
D)  corporate style 
E)  internal style 
A)  firmographics 
B)  lifestyle 
C)  corporate culture 
D)  corporate style 
E)  internal style

Question 3

Which of the following influences organizational culture and thus, organizational buyer behavior?

Accepted Answer

A)  culture 
B)  marketing activities 
C)  organizational values 
D)  motives 
E)  all of the above 
A)  culture 
B)  marketing activities 
C)  organizational values 
D)  motives 
E)  all of the above

Question 4

A healthy business relationship depends on social relations.

Accepted Answer

A) True 
 B)False

Question 5

To process information, a firm must go through the same sequential stages of exposure, attention, and interpretation as consumers.

Accepted Answer

A) True 
 B)False

Question 6

Maria is a pharmaceutical sales representative who calls on hospitals. She is taking on a new territory, and she is trying to learn the internal influences on each hospital's culture. Which of the following is something that she should consider with respect to internal influences?

Accepted Answer

A)  firmographics 
B)  organizational values 
C)  reference groups 
D)  lead users 
E)  competitors' marketing activity 
A)  firmographics 
B)  organizational values 
C)  reference groups 
D)  lead users 
E)  competitors' marketing activity

Question 7

Which of the following is a stage in the organizational decision process?

Accepted Answer

A)  problem recognition 
B)  information search 
C)  alternative evaluation 
D)  outlet selection and purchase 
E)  all of the above 
A)  problem recognition 
B)  information search 
C)  alternative evaluation 
D)  outlet selection and purchase 
E)  all of the above

Question 8

Lead users tend to accelerate market adoption, which is labeled as _____.

Accepted Answer

A)  market pull 
B)  primary demand 
C)  market push 
D)  secondary demand 
E)  leading indicator 
A)  market pull 
B)  primary demand 
C)  market push 
D)  secondary demand 
E)  leading indicator

Question 9

For which stage of the product life cycle is the size of the decision-making unit likely to be neither small nor large, but medium?

Accepted Answer

A)  introduction 
B)  growth 
C)  maturity 
D)  decline 
E)  fortification 
A)  introduction 
B)  growth 
C)  maturity 
D)  decline 
E)  fortification

Question 10

For which type of industry are average costs per sales call the highest?

Accepted Answer

A)  manufacturing 
B)  service 
C)  retail 
D)  wholesale distribution 
E)  nonprofit 
A)  manufacturing 
B)  service 
C)  retail 
D)  wholesale distribution 
E)  nonprofit

Question 11

Carlos is trying to understand the organizational buyer behavior of firms in his sales territory. Which of the following is an external influence on an organization's culture that he should examine?

Accepted Answer

A)  organizational values 
B)  needs 
C)  desires 
D)  firmographics 
E)  motives 
A)  organizational values 
B)  needs 
C)  desires 
D)  firmographics 
E)  motives

Question 12

_____ involve both organization characteristics (e.g., size, activities, and location) and characteristics of the composition of the organization (e.g., gender, age, education).

Accepted Answer

A)  Firmographics 
B)  Psychographics 
C)  Demographics 
D)  Geographics 
E)  Behaviorgraphics 
A)  Firmographics 
B)  Psychographics 
C)  Demographics 
D)  Geographics 
E)  Behaviorgraphics

Question 13

Which of the following is FALSE regarding what drives businesses?

Accepted Answer

A)  Small and moderate sized businesses have a lot of potential. 
B)  Branding doesn't matter. 
C)  Personal relationships matter. 
D)  Businesses are consumers. 
E)  None of the above is false. 
A)  Small and moderate sized businesses have a lot of potential. 
B)  Branding doesn't matter. 
C)  Personal relationships matter. 
D)  Businesses are consumers. 
E)  None of the above is false.

Question 14

The culture of most organizations is influenced most heavily by which of the following?

Accepted Answer

A)  government 
B)  overall membership 
C)  founder and top management 
D)  competition 
E)  customers 
A)  government 
B)  overall membership 
C)  founder and top management 
D)  competition 
E)  customers

Question 15

Matt is currently undergoing sales training and is trying to understand the external influences on organizational buyer behavior. Which of the following is an external influence?

Accepted Answer

A)  firmographics 
B)  culture 
C)  government 
D)  marketing activities 
E)  all of the above 
A)  firmographics 
B)  culture 
C)  government 
D)  marketing activities 
E)  all of the above

Question 16

Payments, warranties, delivery dates, and so forth represent _____.

Accepted Answer

A)  purchase specifications 
B)  product specifications 
C)  terms and conditions 
D)  postpurchase evaluation 
E)  relationship marketing 
A)  purchase specifications 
B)  product specifications 
C)  terms and conditions 
D)  postpurchase evaluation 
E)  relationship marketing

Question 17

Shawn tries to obtain information that might assist his company whenever he talks with sales representatives, attends trade shows, or when he reads the journals related to his industry. Shawn is conducting a(n) _____.

Accepted Answer

A)  formal information search 
B)  informal information search 
C)  direct information search 
D)  indirect information search 
E)  secondary information search 
A)  formal information search 
B)  informal information search 
C)  direct information search 
D)  indirect information search 
E)  secondary information search

Question 18

Harry is a sales representative for a provider of computer network systems. Part of his job entails that he understand the firmographics of companies he tries to sell his company's products and services to. Explain the concept of firmographics, and discuss the different factors that make up a firm's firmographics and implications for marketers.

Accepted Answer

Firmographics involve both organizationa

Question 19

Decision-making units are likely to vary over the product life cycle.

Accepted Answer

A) True 
 B)False

Question 20

For which stage of the product life cycle is the decision-making unit likely to be small?

Accepted Answer

A)  introduction 
B)  growth 
C)  maturity 
D)  decline 
E)  fortification 
A)  introduction 
B)  growth 
C)  maturity 
D)  decline 
E)  fortification

Organizational purchase situations are known as straight rebuy, modified rebuy, and new task.

Which term is often used to refer to the organizational culture of a business firm?

Which of the following influences organizational culture and thus, organizational buyer behavior?

A healthy business relationship depends on social relations.

To process information, a firm must go through the same sequential stages of exposure, attention, and interpretation as consumers.

Maria is a pharmaceutical sales representative who calls on hospitals. She is taking on a new territory, and she is trying to learn the internal influences on each hospital's culture. Which of the following is something that she should consider with respect to internal influences?

Which of the following is a stage in the organizational decision process?

Lead users tend to accelerate market adoption, which is labeled as _____.

For which stage of the product life cycle is the size of the decision-making unit likely to be neither small nor large, but medium?

For which type of industry are average costs per sales call the highest?

Carlos is trying to understand the organizational buyer behavior of firms in his sales territory. Which of the following is an external influence on an organization's culture that he should examine?

_____ involve both organization characteristics (e.g., size, activities, and location) and characteristics of the composition of the organization (e.g., gender, age, education).

Which of the following is FALSE regarding what drives businesses?

The culture of most organizations is influenced most heavily by which of the following?

Matt is currently undergoing sales training and is trying to understand the external influences on organizational buyer behavior. Which of the following is an external influence?

Payments, warranties, delivery dates, and so forth represent _____.

Shawn tries to obtain information that might assist his company whenever he talks with sales representatives, attends trade shows, or when he reads the journals related to his industry. Shawn is conducting a(n) _____.

Decision-making units are likely to vary over the product life cycle.

For which stage of the product life cycle is the decision-making unit likely to be small?

Introduction

Cross-Cultural Variations in Consumer Behavior

The Changing American Society: Values

The Changing American Society: Demographics and Social Stratification

The Changing American Society: Subcultures

The American Society: Family and Households

Group Influence on Consumer Behavior

Perception

Learning, Memory, and Product Positioning

Motivation, Personality, and Emotion

Attitudes and Influencing Attitudes

Self-Concept and Lifestyle

Situational Influences

Consumer Decision Process and Problem Recognition

Information Search

Alternative Evaluation and Selection

Outlet Selection and Purchase

Post-Purchase Processes, Customer Satisfaction, and Customer Commitment

Marketing Regulation and Consumer Behavior

Filters

Exam 19: Organizational and Buyer Behavior

Organizational purchase situations are known as straight rebuy, modified rebuy, and new task.

Which term is often used to refer to the organizational culture of a business firm?

Which of the following influences organizational culture and thus, organizational buyer behavior?

A healthy business relationship depends on social relations.

To process information, a firm must go through the same sequential stages of exposure, attention, and interpretation as consumers.

Maria is a pharmaceutical sales representative who calls on hospitals. She is taking on a new territory, and she is trying to learn the internal influences on each hospital's culture. Which of the following is something that she should consider with respect to internal influences?

Which of the following is a stage in the organizational decision process?

Lead users tend to accelerate market adoption, which is labeled as _____.

For which stage of the product life cycle is the size of the decision-making unit likely to be neither small nor large, but medium?

For which type of industry are average costs per sales call the highest?

Carlos is trying to understand the organizational buyer behavior of firms in his sales territory. Which of the following is an external influence on an organization's culture that he should examine?

_____ involve both organization characteristics (e.g., size, activities, and location) and characteristics of the composition of the organization (e.g., gender, age, education).

Which of the following is FALSE regarding what drives businesses?

The culture of most organizations is influenced most heavily by which of the following?

Matt is currently undergoing sales training and is trying to understand the external influences on organizational buyer behavior. Which of the following is an external influence?

Payments, warranties, delivery dates, and so forth represent _____.

Shawn tries to obtain information that might assist his company whenever he talks with sales representatives, attends trade shows, or when he reads the journals related to his industry. Shawn is conducting a(n) _____.

Decision-making units are likely to vary over the product life cycle.

For which stage of the product life cycle is the decision-making unit likely to be small?

Introduction

Cross-Cultural Variations in Consumer Behavior

The Changing American Society: Values

The Changing American Society: Demographics and Social Stratification

The Changing American Society: Subcultures

The American Society: Family and Households

Group Influence on Consumer Behavior

Perception

Learning, Memory, and Product Positioning

Motivation, Personality, and Emotion

Attitudes and Influencing Attitudes

Self-Concept and Lifestyle

Situational Influences

Consumer Decision Process and Problem Recognition

Information Search

Alternative Evaluation and Selection

Outlet Selection and Purchase

Post-Purchase Processes, Customer Satisfaction, and Customer Commitment

Marketing Regulation and Consumer Behavior

Filters