Question 1

What is the North American Industry Classification System (NAICS)?

Accepted Answer

The North American Industry Classificati

Question 2

There are seven commonly used organizational buying criteria.One of them is __________.

Accepted Answer

A) price 
B) loyalty 
C) flexibility 
D) adaptability 
E) consumer demand 
A) price 
B) loyalty 
C) flexibility 
D) adaptability 
E) consumer demand

Question 3

Supplier development refers to

Accepted Answer

A) the deliberate effort by suppliers to build relationships that shape buyers' products,services,and capabilities to fit both the buyer's and seller's needs,as well as the needs of ultimate consumers. 
B) the deliberate effort by organizational buyers to build relationships that shape suppliers' products,services,and capabilities to fit a buyer's needs and those of its customers. 
C) the practice of dividing up large orders among several suppliers rather than a single one to avoid possible manufacturing delays due to bad weather,plant mishaps,union issues,etc. 
D) the practice of establishing a close relationship with one supplier rather than many to insure loyalty and preferential treatment when filling exceptionally large orders. 
E) the shift of a firm from that of supplier to one of manufacturer when repeated experience with a product and excellent buyer/seller relationships make the shift both more feasible and profitable. 
A) the deliberate effort by suppliers to build relationships that shape buyers' products,services,and capabilities to fit both the buyer's and seller's needs,as well as the needs of ultimate consumers. 
B) the deliberate effort by organizational buyers to build relationships that shape suppliers' products,services,and capabilities to fit a buyer's needs and those of its customers. 
C) the practice of dividing up large orders among several suppliers rather than a single one to avoid possible manufacturing delays due to bad weather,plant mishaps,union issues,etc. 
D) the practice of establishing a close relationship with one supplier rather than many to insure loyalty and preferential treatment when filling exceptionally large orders. 
E) the shift of a firm from that of supplier to one of manufacturer when repeated experience with a product and excellent buyer/seller relationships make the shift both more feasible and profitable.

Question 4

Organizational buying behavior refers to

Accepted Answer

A) the actions a person takes in purchasing and using products and services,including the mental and social processes that come before and after these actions. 
B) the decision-making process that organizations use to establish the need for products and services and identify,evaluate,and choose among alternative brands and suppliers. 
C) the determination of what to purchase and the quantity to purchase based upon derived demand. 
D) the determination of what to purchase and the quantity to purchase based upon the derived supply. 
E) the process that organizations use to purchase the raw materials and tools used in the manufacturing of a product. 
A) the actions a person takes in purchasing and using products and services,including the mental and social processes that come before and after these actions. 
B) the decision-making process that organizations use to establish the need for products and services and identify,evaluate,and choose among alternative brands and suppliers. 
C) the determination of what to purchase and the quantity to purchase based upon derived demand. 
D) the determination of what to purchase and the quantity to purchase based upon the derived supply. 
E) the process that organizations use to purchase the raw materials and tools used in the manufacturing of a product.

Question 5

When a seller puts an item up for sale and would-be buyers are invited to bid in competition with each other,it is referred to as a(n)__________.

Accepted Answer

A) reverse auction 
B) traditional auction 
C) bidder's war 
D) e-auction 
E) Webfront auction 
A) reverse auction 
B) traditional auction 
C) bidder's war 
D) e-auction 
E) Webfront auction

Question 6

The North American Industry Classification System (NAICS)system designates industries with a numerical code in a defined structure.A six-digit coding system is used.The fourth digit designates a(n)

Accepted Answer

A) industry subsector. 
B) industry group. 
C) specific industry. 
D) individual country-level national industry. 
E) sector of the economy. 
A) industry subsector. 
B) industry group. 
C) specific industry. 
D) individual country-level national industry. 
E) sector of the economy.

Question 7

In the breakdown for the NAICS code based on Figure 6-1 above,"B" represents the

Accepted Answer

A) two-digit industry sector code. 
B) three-digit industry subsector code. 
C) four-digit industry group code. 
D) five-digit industry code. 
E) six-digit U.S.national industry code. 
A) two-digit industry sector code. 
B) three-digit industry subsector code. 
C) four-digit industry group code. 
D) five-digit industry code. 
E) six-digit U.S.national industry code.

Question 8

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

Accepted Answer

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

Question 9

3M has over 80 percent of its worldwide manufacturing and service facilities that are ISO 9000 certified.This certification gives 3M confidence that

Accepted Answer

A) its suppliers' manufacturing systems and products are of consistent quality as well. 
B) suppliers will always fill 3M orders before those of other buyers. 
C) suppliers will not engage in reciprocity agreements. 
D) suppliers must also meet ISO 14000 requirements. 
E) 3M will be financially compensated for any orders that fail to meet assigned criteria. 
A) its suppliers' manufacturing systems and products are of consistent quality as well. 
B) suppliers will always fill 3M orders before those of other buyers. 
C) suppliers will not engage in reciprocity agreements. 
D) suppliers must also meet ISO 14000 requirements. 
E) 3M will be financially compensated for any orders that fail to meet assigned criteria.

Question 10

Which of the following statements about the North American Industry Classification System (NAICS)is most accurate?

Accepted Answer

A) After being used for more than 50 years,the NAICS was replaced by the Standard Industrial Classification (SI
C) system. 
B) The NAICS permits comparability across countries but does not accurately measure new or emerging industries. 
C) One drawback to the NAICS is that its industry classifications are inconsistent with the International Standards Organization (ISO). 
D) The NAICS groups economic activity to permit studies of market share,demand for goods and services,import competition in domestic markets,and similar studies. 
E) The NAICS is a five-digit code that allows comparison of industries even when information is limited. 
A) After being used for more than 50 years,the NAICS was replaced by the Standard Industrial Classification (SI
C) system. 
B) The NAICS permits comparability across countries but does not accurately measure new or emerging industries. 
C) One drawback to the NAICS is that its industry classifications are inconsistent with the International Standards Organization (ISO). 
D) The NAICS groups economic activity to permit studies of market share,demand for goods and services,import competition in domestic markets,and similar studies. 
E) The NAICS is a five-digit code that allows comparison of industries even when information is limited.

Question 11

Poor performance on a contract may result in a supplier's name being dropped from the buying organization's

Accepted Answer

A) industry directory. 
B) make-buy list. 
C) vendor-rating sheet. 
D) suppliers sheet. 
E) bidder's list. 
A) industry directory. 
B) make-buy list. 
C) vendor-rating sheet. 
D) suppliers sheet. 
E) bidder's list.

Question 12

Business-to-business electronic commerce over the Internet

Accepted Answer

A) is nearly equivalent to consumer electronic commerce when measured by the total dollar value of all online transactions. 
B) is at least four times greater than consumer electronic commerce when measured by the total dollar value of all online transactions. 
C) has dramatically decreased since face-to-face communication between a firm's salesforce and its potential customers is so important. 
D) is impossible to estimate since companies will not share information. 
E) has never been popular since timely information is unavailable or deemed to be proprietary. 
A) is nearly equivalent to consumer electronic commerce when measured by the total dollar value of all online transactions. 
B) is at least four times greater than consumer electronic commerce when measured by the total dollar value of all online transactions. 
C) has dramatically decreased since face-to-face communication between a firm's salesforce and its potential customers is so important. 
D) is impossible to estimate since companies will not share information. 
E) has never been popular since timely information is unavailable or deemed to be proprietary.

Question 13

Based on Figure 6-1 above,what is the NAICS code for cable and other subscription programming?

Accepted Answer

A) 511 
B) 5152 
C) 51512 
D) 51520 
E) 511515 
A) 511 
B) 5152 
C) 51512 
D) 51520 
E) 511515

Question 14

The person who assumed the __________ role in the buying center shook the salesperson's hand and said,"Ms.Hron,we would like to accept your bid.I'll expect 48 boxes of ring shank nails to be delivered by November 8th,and we will pay the agreed-upon price of $21.74 per box."

Accepted Answer

A) gatekeeper 
B) broker 
C) buyer 
D) influencer 
E) user 
A) gatekeeper 
B) broker 
C) buyer 
D) influencer 
E) user

Question 15

Most large multistore chain resellers use __________ that are highly formalized to arrive at buying decisions.

Accepted Answer

A) buying committees 
B) merchandise procurement centers 
C) sustainable procurement committees 
D) stakeholder groups 
E) purchasing divisions 
A) buying committees 
B) merchandise procurement centers 
C) sustainable procurement committees 
D) stakeholder groups 
E) purchasing divisions

Question 16

Because more and more companies are concerned with the depletion of natural resources,supply partnerships often include provisions for

Accepted Answer

A) green marketing. 
B) regulatory exemptions. 
C) stakeholder procurement. 
D) ecological procurement. 
E) sustainable procurement. 
A) green marketing. 
B) regulatory exemptions. 
C) stakeholder procurement. 
D) ecological procurement. 
E) sustainable procurement.

Question 17

When selecting new basketball uniforms for the 30 NBA teams,Champion,Nike,Puma,Reebok,Russell,and Starter sports apparel manufacturers were asked to submit quotes on how much each would charge to provide these NBA teams with new uniforms.These qualified sports apparel manufacturers were most likely comprised the NBA's

Accepted Answer

A) reconsideration set. 
B) evaluative criteria. 
C) bidder's list. 
D) supply partners. 
E) e-marketplace. 
A) reconsideration set. 
B) evaluative criteria. 
C) bidder's list. 
D) supply partners. 
E) e-marketplace.

Question 18

A sales representative for a pharmaceutical company visits the doctor's office,hoping to explain a new drug to the doctor.However,the office receptionist explains that the doctor is with patients and will not be able to see the sales rep.The receptionist is acting as a(n)__________.

Accepted Answer

A) user 
B) influencer 
C) buyer 
D) decider 
E) gatekeeper 
A) user 
B) influencer 
C) buyer 
D) decider 
E) gatekeeper

Question 19

The 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 20

What is the last stage of the organizational buying decision process?

Accepted Answer

A) information search 
B) postpurchase behavior 
C) alternative evaluation 
D) purchase decision 
E) purveyor review 
A) information search 
B) postpurchase behavior 
C) alternative evaluation 
D) purchase decision 
E) purveyor review

Exam 6: Understanding Organizations As Customers

What is the North American Industry Classification System (NAICS)?

There are seven commonly used organizational buying criteria.One of them is __________.

Supplier development refers to

Organizational buying behavior refers to

When a seller puts an item up for sale and would-be buyers are invited to bid in competition with each other,it is referred to as a(n)__________.

The North American Industry Classification System (NAICS)system designates industries with a numerical code in a defined structure.A six-digit coding system is used.The fourth digit designates a(n)

In the breakdown for the NAICS code based on Figure 6-1 above,"B" represents the

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

3M has over 80 percent of its worldwide manufacturing and service facilities that are ISO 9000 certified.This certification gives 3M confidence that

Which of the following statements about the North American Industry Classification System (NAICS)is most accurate?

Poor performance on a contract may result in a supplier's name being dropped from the buying organization's

Business-to-business electronic commerce over the Internet

Based on Figure 6-1 above,what is the NAICS code for cable and other subscription programming?

The person who assumed the __________ role in the buying center shook the salesperson's hand and said,"Ms.Hron,we would like to accept your bid.I'll expect 48 boxes of ring shank nails to be delivered by November 8th,and we will pay the agreed-upon price of $21.74 per box."

Most large multistore chain resellers use __________ that are highly formalized to arrive at buying decisions.

Because more and more companies are concerned with the depletion of natural resources,supply partnerships often include provisions for

A sales representative for a pharmaceutical company visits the doctor's office,hoping to explain a new drug to the doctor.However,the office receptionist explains that the doctor is with patients and will not be able to see the sales rep.The receptionist is acting as a(n)__________.

The primary buying objective for business firms is usually to

What is the last stage of the organizational buying decision process?

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility in 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 to Connect With Consumers

Personal Selling and Sales Management

Implementing Interactive and Multichannel Marketing

Pulling It All Together: the Strategic Marketing Process

Building an Effective Marketing Plan

Financial Aspects of Marketing

Filters

The person who assumed the __________ role in the buying center shook the salesperson's hand and said,"Ms.Hron,we would like to accept your bid.I'll expect 48 boxes of ring shank nails to be delivered by November 8^th,and we will pay the agreed-upon price of $21.74 per box."