Question 1

The North American Industry Classification System (NAICS)

Accepted Answer

A) provides common industry definitions for North America,Central America,and South America to measure economic activity in the Western Hemisphere. 
B) provides common industry definitions between Canada and the United States to measure economic activity and reduce barriers of trade for cross-border firms. 
C) provides a classification system for products and services that is consistent worldwide. 
D) provides a classification system for products and services that is consistent across North America,Central America,and South America to measure economic activity in the Western Hemisphere. 
E) provides common industry definitions for Canada,Mexico,and the United States to measure economic activity in the three member countries. 
A) provides common industry definitions for North America,Central America,and South America to measure economic activity in the Western Hemisphere. 
B) provides common industry definitions between Canada and the United States to measure economic activity and reduce barriers of trade for cross-border firms. 
C) provides a classification system for products and services that is consistent worldwide. 
D) provides a classification system for products and services that is consistent across North America,Central America,and South America to measure economic activity in the Western Hemisphere. 
E) provides common industry definitions for Canada,Mexico,and the United States to measure economic activity in the three member countries.

Question 2

A buying center refers to

Accepted Answer

A) an online trading community that brings together buyers and supplier organizations to make possible the real time exchange of information,money,products,and services. 
B) the department within a firm responsible for the logistics of placing,tracking,and delivering orders to other departments within the firm. 
C) the department within a firm responsible for the logistics of placing,tracking,and delivering orders to ultimate consumers. 
D) the group of people within an organization who participate in the buying process and share common goals,risks,and knowledge important to a purchase decision. 
E) the department within a firm that allows purchases to be made from a centralized location from multiple vendors at the same time. 
A) an online trading community that brings together buyers and supplier organizations to make possible the real time exchange of information,money,products,and services. 
B) the department within a firm responsible for the logistics of placing,tracking,and delivering orders to other departments within the firm. 
C) the department within a firm responsible for the logistics of placing,tracking,and delivering orders to ultimate consumers. 
D) the group of people within an organization who participate in the buying process and share common goals,risks,and knowledge important to a purchase decision. 
E) the department within a firm that allows purchases to be made from a centralized location from multiple vendors at the same time.

Question 3

A buy class situation affects buying center tendencies in different ways.If there are many people involved,the problem definition is uncertain,and the buying influence comes from technical or operating personnel,the buy class situation is MOST LIKELY a

Accepted Answer

A) conditional buy. 
B) straight rebuy. 
C) new buy. 
D) modified rebuy. 
E) standard buy. 
A) conditional buy. 
B) straight rebuy. 
C) new buy. 
D) modified rebuy. 
E) standard buy.

Question 4

Differentiate between traditional and reverse auctions.

Accepted Answer

In a traditional auction,there is one se

Question 5

The buying situation where users,influencers,or deciders want to change product specifications,price,delivery schedule,or supplier for an item that is largely the same as what was previously purchased is referred to as a

Accepted Answer

A) secondary buy. 
B) straight rebuy. 
C) modified rebuy. 
D) adapted buy. 
E) remake buy. 
A) secondary buy. 
B) straight rebuy. 
C) modified rebuy. 
D) adapted buy. 
E) remake buy.

Question 6

All of the following people are part of the Trek buying center EXCEPT:

Accepted Answer

A) the Trek product managers. 
B) representatives from production. 
C) representatives from research and development (R&
D) . 
D) representatives from quality control. 
E) a purchasing manager. 
A) the Trek product managers. 
B) representatives from production. 
C) representatives from research and development (R&
D) . 
D) representatives from quality control. 
E) a purchasing manager.

Question 7

A firm that reprocesses a product or service it buys before selling the product again to the next buyer is referred to as a(n)

Accepted Answer

A) industrial firm. 
B) reseller firm. 
C) government agency. 
D) wholesaler. 
E) retailer. 
A) industrial firm. 
B) reseller firm. 
C) government agency. 
D) wholesaler. 
E) retailer.

Question 8

E-marketplace can take two different formats,which are

Accepted Answer

A) bricks-and-mortar exchanges and clicks-and-mortar exchanges. 
B) privately-owned trading communities and open-to-the-public trading communities. 
C) networked exchanges or public trading communities. 
D) independent trading communities or private exchanges. 
E) public exchanges and networked exchanges. 
A) bricks-and-mortar exchanges and clicks-and-mortar exchanges. 
B) privately-owned trading communities and open-to-the-public trading communities. 
C) networked exchanges or public trading communities. 
D) independent trading communities or private exchanges. 
E) public exchanges and networked exchanges.

Question 9

What is a bidder's list?

Accepted Answer

During the alternative evaluation stage

Question 10

The standards for the registration and certification of a manufacturer's quality management and assurance system based on an on-site audit of practices and procedures developed by the International Standards Organization are referred to as

Accepted Answer

A) ISO 14000. 
B) ICC 9000. 
C) IS0 9000. 
D) UN Order 9000 
E) NAICS Rule 2013 
A) ISO 14000. 
B) ICC 9000. 
C) IS0 9000. 
D) UN Order 9000 
E) NAICS Rule 2013

Question 11

At which stage of the organizational buying decision process would a firm use key organizational buying criteria such as price,quality,delivery time,and technical capability to select a supplier?

Accepted Answer

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

Question 12

The predominant person-to-person trading community in the world is

Accepted Answer

A) Facebook. 
B) Amazon. 
C) NASDAQ. 
D) CraigsList. 
E) eBay. 
A) Facebook. 
B) Amazon. 
C) NASDAQ. 
D) CraigsList. 
E) eBay.

Question 13

Organizational buying behavior is similar to consumer behavior in some ways and different in others.One key difference is that in the organizational buying process,

Accepted Answer

A) only four stages are used. 
B) fewer individuals are involved. 
C) firms are not affected by derived demand. 
D) the postpurchase evaluation behavior is more formalized. 
E) there is less reliance on gatekeepers to control product information. 
A) only four stages are used. 
B) fewer individuals are involved. 
C) firms are not affected by derived demand. 
D) the postpurchase evaluation behavior is more formalized. 
E) there is less reliance on gatekeepers to control product information.

Question 14

A relationship that exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate consumer is referred to as a __________.

Accepted Answer

A) supply partnership 
B) supplier development agreement 
C) reciprocal arrangement 
D) shareholder relationship 
E) strategic alliance 
A) supply partnership 
B) supplier development agreement 
C) reciprocal arrangement 
D) shareholder relationship 
E) strategic alliance

Question 15

The American Red Cross provides disaster relief,among many other services.As a nonprofit organization,its primary objective is to __________.

Accepted Answer

A) increase profits through reducing costs 
B) increase profits through increasing donations. 
C) diversify its services mix to survive the continued economic downturn. 
D) meet the needs of the groups they serve. 
E) maintain profits through reducing costs and increasing donations. 
A) increase profits through reducing costs 
B) increase profits through increasing donations. 
C) diversify its services mix to survive the continued economic downturn. 
D) meet the needs of the groups they serve. 
E) maintain profits through reducing costs and increasing donations.

Question 16

Many companies have broadened their buying objectives to include an emphasis on

Accepted Answer

A) purchasing from as many vendors as possible to avoid component shortfalls. 
B) purchasing from start-up firms to grow the economy. 
C) diversifying their product lines and brand extensions to reduce the risk of failure for any one item. 
D) pricing freezes to maintain consistent quantities demanded from consumers. 
E) proactively purchasing from minority-owned suppliers and vendors. 
A) purchasing from as many vendors as possible to avoid component shortfalls. 
B) purchasing from start-up firms to grow the economy. 
C) diversifying their product lines and brand extensions to reduce the risk of failure for any one item. 
D) pricing freezes to maintain consistent quantities demanded from consumers. 
E) proactively purchasing from minority-owned suppliers and vendors.

Question 17

Another name for an e-marketplace is a(n)

Accepted Answer

A) WebXChange. 
B) WebMart. 
C) 2B1 marketplace. 
D) C2C market forum. 
E) B2B exchange. 
A) WebXChange. 
B) WebMart. 
C) 2B1 marketplace. 
D) C2C market forum. 
E) B2B exchange.

Question 18

The services market sells diverse services such as legal advice,auto repair,and dry cleaning;along with finance,insurance,and real estate businesses,and transportation,__________ and public utility firms,and not-for-profit organizations,these firms represent about 75 percent of all industrial firms.

Accepted Answer

A) wholesaling 
B) retailing 
C) government units 
D) communication 
E) manufacturing 
A) wholesaling 
B) retailing 
C) government units 
D) communication 
E) manufacturing

Question 19

A reorder of an existing product or service from a list of acceptable suppliers is referred to as a

Accepted Answer

A) new buy. 
B) straight rebuy. 
C) modified rebuy. 
D) standard reorder. 
E) make-buy. 
A) new buy. 
B) straight rebuy. 
C) modified rebuy. 
D) standard reorder. 
E) make-buy.

Question 20

The North American Industry Classification System (NAICS)permits a firm to

Accepted Answer

A) find the NAICS codes of its present customers and then obtain NAICS-coded lists for similar firms. 
B) learn the names of the purchasing agents of all prospective customers. 
C) sell to any company within North America as long as it is not a monopoly. 
D) engage in benchmarking with companies manufacturing and/or marketing similar products. 
E) conduct an industry-wide SWOT analysis to determine internal strengths and weaknesses and external opportunities and threats of current and prospective competitors. 
A) find the NAICS codes of its present customers and then obtain NAICS-coded lists for similar firms. 
B) learn the names of the purchasing agents of all prospective customers. 
C) sell to any company within North America as long as it is not a monopoly. 
D) engage in benchmarking with companies manufacturing and/or marketing similar products. 
E) conduct an industry-wide SWOT analysis to determine internal strengths and weaknesses and external opportunities and threats of current and prospective competitors.

Exam 6: Understanding Organizations As Customers

The North American Industry Classification System (NAICS)

A buying center refers to

A buy class situation affects buying center tendencies in different ways.If there are many people involved,the problem definition is uncertain,and the buying influence comes from technical or operating personnel,the buy class situation is MOST LIKELY a

Differentiate between traditional and reverse auctions.

The buying situation where users,influencers,or deciders want to change product specifications,price,delivery schedule,or supplier for an item that is largely the same as what was previously purchased is referred to as a

All of the following people are part of the Trek buying center EXCEPT:

A firm that reprocesses a product or service it buys before selling the product again to the next buyer is referred to as a(n)

E-marketplace can take two different formats,which are

What is a bidder's list?

The standards for the registration and certification of a manufacturer's quality management and assurance system based on an on-site audit of practices and procedures developed by the International Standards Organization are referred to as

At which stage of the organizational buying decision process would a firm use key organizational buying criteria such as price,quality,delivery time,and technical capability to select a supplier?

The predominant person-to-person trading community in the world is

Organizational buying behavior is similar to consumer behavior in some ways and different in others.One key difference is that in the organizational buying process,

A relationship that exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate consumer is referred to as a __________.

The American Red Cross provides disaster relief,among many other services.As a nonprofit organization,its primary objective is to __________.

Many companies have broadened their buying objectives to include an emphasis on

Another name for an e-marketplace is a(n)

A reorder of an existing product or service from a list of acceptable suppliers is referred to as a

The North American Industry Classification System (NAICS)permits a firm to

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

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