Question 1

Organizational objectives can be categorized as commercial, governmental, nonprofit, and cooperative.

Accepted Answer

A) True 
 B)False

Question 2

Name and describe the various reference groups that influence organizational behavior and purchasing decisions.

Accepted Answer

Perhaps the most powerful type of refere

Question 3

Juan's job as a purchasing agent consists mostly of reordering basic supplies and component parts. Which type of organizational purchase situation does this represent?

Accepted Answer

A)  nominal 
B)  straight rebuy 
C)  modified rebuy 
D)  new task 
E)  limited 
A)  nominal 
B)  straight rebuy 
C)  modified rebuy 
D)  new task 
E)  limited

Question 4

People from different functional areas of an organization in a DMU will always use the same evaluative criteria.

Accepted Answer

A) True 
 B)False

Question 5

List five of the eight common business values representative of an innovative organization that seeks change, views problems as opportunities, and rewards individual efforts.

Accepted Answer

The eight common business values listed

Question 6

The College of Business at a major university is considering the purchase of technology necessary to enable them to put their curriculum online. This decision is very important and includes a very large and evolving decision-making unit. Which type of organizational purchase situation does this represent?

Accepted Answer

A)  nominal 
B)  straight rebuy 
C)  modified rebuy 
D)  new task 
E)  limited 
A)  nominal 
B)  straight rebuy 
C)  modified rebuy 
D)  new task 
E)  limited

Question 7

Individual power and expertise have virtually no influence on organizational decisions because it is a group process involving DMUs.

Accepted Answer

A) True 
 B)False

Question 8

Organizational culture is a concept that is similar to consumer self-concept and lifestyle.

Accepted Answer

A) True 
 B)False

Question 9

Which form of organizational buyer exchange involves multiple events, occurs over an extended period of time, and involves higher levels of loyalty?

Accepted Answer

A)  relational 
B)  transactional 
C)  procurement 
D)  transient 
E)  temporary 
A)  relational 
B)  transactional 
C)  procurement 
D)  transient 
E)  temporary

Question 10

Which of the following is an infrastructure reference group?

Accepted Answer

A)  business press 
B)  followers 
C)  early adopters 
D)  lead firms 
E)  government regulators 
A)  business press 
B)  followers 
C)  early adopters 
D)  lead firms 
E)  government regulators

Question 11

Which of the following is a reason for the significant role of salespeople in industrial markets?

Accepted Answer

A)  It is the least expensive form of communication for the selling organization. 
B)  Business buyers prefer to do business with firms they know, like, and trust, and sales personnel are the most common representative of the selling organization. 
C)  Advertising has been shown to not have any positive impact on awareness and sales. 
D)  Business buyers usually are not allowed to purchase without the assistance of a sales representative. 
E)  None of the above is a reason. 
A)  It is the least expensive form of communication for the selling organization. 
B)  Business buyers prefer to do business with firms they know, like, and trust, and sales personnel are the most common representative of the selling organization. 
C)  Advertising has been shown to not have any positive impact on awareness and sales. 
D)  Business buyers usually are not allowed to purchase without the assistance of a sales representative. 
E)  None of the above is a reason.

Question 12

Microsoft is a company that has derived a great deal of success from leading change, and other computer-related companies look to Microsoft for cues as to where technology will be heading in the future. Microsoft would be classified as which type of user reference group?

Accepted Answer

A)  lead user 
B)  industry leader 
C)  early adopters 
D)  followers 
E)  supportive firm 
A)  lead user 
B)  industry leader 
C)  early adopters 
D)  followers 
E)  supportive firm

Question 13

_____ refers to the flow of purchase influence within an industry.

Accepted Answer

A)  User reference groups 
B)  Reference group infrastructure 
C)  Diffusion of innovations 
D)  Two-stage decision process 
E)  Buying centers 
A)  User reference groups 
B)  Reference group infrastructure 
C)  Diffusion of innovations 
D)  Two-stage decision process 
E)  Buying centers

Question 14

Which of the following is NOT a role played by members of the decision-making unit?

Accepted Answer

A)  information gatherer 
B)  key influencer 
C)  regulator 
D)  user 
E)  purchaser 
A)  information gatherer 
B)  key influencer 
C)  regulator 
D)  user 
E)  purchaser

Question 15

Which of the following sources is rated as the most important information source for purchasers and purchase influencers within organizations?

Accepted Answer

A)  online database services 
B)  B2B magazines 
C)  salespeople 
D)  television business networks 
E)  general business press 
A)  online database services 
B)  B2B magazines 
C)  salespeople 
D)  television business networks 
E)  general business press

Question 16

Decision-making units often function as _____ when they consist of individuals from various areas of the firm, such as accounting, engineering, manufacturing, and marketing, who meet specifically to make a purchase decision.

Accepted Answer

A)  buying centers 
B)  purchasing agents 
C)  consultants 
D)  intermediaries 
E)  opinion leaders 
A)  buying centers 
B)  purchasing agents 
C)  consultants 
D)  intermediaries 
E)  opinion leaders

Question 17

Which of the following is NOT a stage in the organizational buying decision process?

Accepted Answer

A)  vendor support programs 
B)  problem recognition 
C)  information search 
D)  postpurchase processes 
E)  alternative evaluation and selection 
A)  vendor support programs 
B)  problem recognition 
C)  information search 
D)  postpurchase processes 
E)  alternative evaluation and selection

Question 18

Which of the following is NOT an external influence on organization buyer behavior?

Accepted Answer

A)  firmographics 
B)  culture 
C)  perception 
D)  government 
E)  marketing activities 
A)  firmographics 
B)  culture 
C)  perception 
D)  government 
E)  marketing activities

Question 19

A commercial firm in which stock is widely traded is known as a(n) _____.

Accepted Answer

A)  public firm 
B)  cooperative firm 
C)  private firm 
D)  open firm 
E)  trade firm 
A)  public firm 
B)  cooperative firm 
C)  private firm 
D)  open firm 
E)  trade firm

Question 20

Which of the following statements regarding culture and government is TRUE?

Accepted Answer

A)  Variations in values and behaviors across cultures affect organizations as well as individuals. 
B)  In Europe, bribery and similar approaches for making sales are acceptable. 
C)  In the United States, there is a close working relationship between businesses and government. 
D)  Worker welfare is more important than corporate profit in most U.S. companies. 
E)  Plant closure laws, layoff regulations, and worker benefits tend to be much higher in the United States than in European countries. 
A)  Variations in values and behaviors across cultures affect organizations as well as individuals. 
B)  In Europe, bribery and similar approaches for making sales are acceptable. 
C)  In the United States, there is a close working relationship between businesses and government. 
D)  Worker welfare is more important than corporate profit in most U.S. companies. 
E)  Plant closure laws, layoff regulations, and worker benefits tend to be much higher in the United States than in European countries.

Organizational objectives can be categorized as commercial, governmental, nonprofit, and cooperative.

Name and describe the various reference groups that influence organizational behavior and purchasing decisions.

Juan's job as a purchasing agent consists mostly of reordering basic supplies and component parts. Which type of organizational purchase situation does this represent?

People from different functional areas of an organization in a DMU will always use the same evaluative criteria.

List five of the eight common business values representative of an innovative organization that seeks change, views problems as opportunities, and rewards individual efforts.

Individual power and expertise have virtually no influence on organizational decisions because it is a group process involving DMUs.

Organizational culture is a concept that is similar to consumer self-concept and lifestyle.

Which form of organizational buyer exchange involves multiple events, occurs over an extended period of time, and involves higher levels of loyalty?

Which of the following is an infrastructure reference group?

Which of the following is a reason for the significant role of salespeople in industrial markets?

Microsoft is a company that has derived a great deal of success from leading change, and other computer-related companies look to Microsoft for cues as to where technology will be heading in the future. Microsoft would be classified as which type of user reference group?

_____ refers to the flow of purchase influence within an industry.

Which of the following is NOT a role played by members of the decision-making unit?

Which of the following sources is rated as the most important information source for purchasers and purchase influencers within organizations?

Decision-making units often function as _____ when they consist of individuals from various areas of the firm, such as accounting, engineering, manufacturing, and marketing, who meet specifically to make a purchase decision.

Which of the following is NOT a stage in the organizational buying decision process?

Which of the following is NOT an external influence on organization buyer behavior?

A commercial firm in which stock is widely traded is known as a(n) _____.

Which of the following statements regarding culture and government is TRUE?

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 objectives can be categorized as commercial, governmental, nonprofit, and cooperative.

Name and describe the various reference groups that influence organizational behavior and purchasing decisions.

Juan's job as a purchasing agent consists mostly of reordering basic supplies and component parts. Which type of organizational purchase situation does this represent?

People from different functional areas of an organization in a DMU will always use the same evaluative criteria.

List five of the eight common business values representative of an innovative organization that seeks change, views problems as opportunities, and rewards individual efforts.

Individual power and expertise have virtually no influence on organizational decisions because it is a group process involving DMUs.

Organizational culture is a concept that is similar to consumer self-concept and lifestyle.

Which form of organizational buyer exchange involves multiple events, occurs over an extended period of time, and involves higher levels of loyalty?

Which of the following is an infrastructure reference group?

Which of the following is a reason for the significant role of salespeople in industrial markets?

Microsoft is a company that has derived a great deal of success from leading change, and other computer-related companies look to Microsoft for cues as to where technology will be heading in the future. Microsoft would be classified as which type of user reference group?

_____ refers to the flow of purchase influence within an industry.

Which of the following is NOT a role played by members of the decision-making unit?

Which of the following sources is rated as the most important information source for purchasers and purchase influencers within organizations?

Decision-making units often function as _____ when they consist of individuals from various areas of the firm, such as accounting, engineering, manufacturing, and marketing, who meet specifically to make a purchase decision.

Which of the following is NOT a stage in the organizational buying decision process?

Which of the following is NOT an external influence on organization buyer behavior?

A commercial firm in which stock is widely traded is known as a(n) _____.

Which of the following statements regarding culture and government is TRUE?

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