Question 1

The buying situation where an organization is a first-time buyer of the product or service is referred to as a

Accepted Answer

A) initial buy. 
B) new buy. 
C) preliminary buy. 
D) straight rebuy. 
E) modified rebuy. 
A) initial buy. 
B) new buy. 
C) preliminary buy. 
D) straight rebuy. 
E) modified rebuy.

Question 2

The NAICS,whose logo is shown above,provides common industry definitions for

Accepted Answer

A) Canada,England,and the United States. 
B) North America,Asia,and Europe. 
C) North America,Central America,and South America. 
D) Canada,England,Australia. 
E) Canada,Mexico,and the United States. 
A) Canada,England,and the United States. 
B) North America,Asia,and Europe. 
C) North America,Central America,and South America. 
D) Canada,England,Australia. 
E) Canada,Mexico,and the United States.

Question 3

Online trading communities that bring together buyers and supplier organizations to make possible the real time exchange of information,money,products,and services are referred to as

Accepted Answer

A) webfronts. 
B) iCommerce. 
C) e-commerce marketspaces. 
D) e-marketplaces. 
E) X-changes. 
A) webfronts. 
B) iCommerce. 
C) e-commerce marketspaces. 
D) e-marketplaces. 
E) X-changes.

Question 4

In the construction industry,an independent trading community such as Buzzsaw.com or Cephren.com enables a general contractor to manage and coordinate the many suppliers,subcontractors,architects,and engineers necessary to complete a project.Buzzsaw.com and Cephren.com are examples of

Accepted Answer

A) Webfronts. 
B) Web chains. 
C) X-changes. 
D) e-syndicates. 
E) e-marketplaces. 
A) Webfronts. 
B) Web chains. 
C) X-changes. 
D) e-syndicates. 
E) e-marketplaces.

Question 5

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

Accepted Answer

A) adherence to governmental policies 
B) regulatory support 
C) past performance on previous contracts 
D) consumer demand 
E) senior management directives 
A) adherence to governmental policies 
B) regulatory support 
C) past performance on previous contracts 
D) consumer demand 
E) senior management directives

Question 6

Which type of auction does Figure 6-6B above represent?

Accepted Answer

A) traditional auction 
B) vertical auction 
C) reverse auction 
D) horizontal auction 
E) reciprocal auction 
A) traditional auction 
B) vertical auction 
C) reverse auction 
D) horizontal auction 
E) reciprocal auction

Question 7

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

Accepted Answer

A) consumer demand 
B) promotional incentives 
C) longevity 
D) senior management directives 
E) warranties and claim policies 
A) consumer demand 
B) promotional incentives 
C) longevity 
D) senior management directives 
E) warranties and claim policies

Question 8

The primary reason companies have placed an emphasis on buying from minority- and women-owned suppliers and vendors is because

Accepted Answer

A) new federal government regulations require it. 
B) they can help a firm meet or exceed its objectives in sales,profits,or customer satisfaction. 
C) it is the socially responsible thing to do. 
D) it can attract new target markets. 
E) these companies will work harder for less money. 
A) new federal government regulations require it. 
B) they can help a firm meet or exceed its objectives in sales,profits,or customer satisfaction. 
C) it is the socially responsible thing to do. 
D) it can attract new target markets. 
E) these companies will work harder for less money.

Question 9

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their facilities?

Accepted Answer

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

Question 10

In a buying center,__________ have formal authority and responsibility to select the supplier and negotiate the terms of a contract.

Accepted Answer

A) buyers 
B) gatekeepers 
C) deciders 
D) influencers 
E) users 
A) buyers 
B) gatekeepers 
C) deciders 
D) influencers 
E) users

Question 11

Figure 6-3
-Figure 6-3 above summarizes how buy classes affect buying center tendencies in different ways.Identify the buy-class situations "A," "B," and "C."

Accepted Answer

"A" is a new buy situation;"B"

Question 12

The size and number of JCPenney direct mail pieces like catalogs that are designed and mailed to consumers would determine how much paper JCPenney needs to buy.This is an example of __________.

Accepted Answer

A) derived demand 
B) reciprocity 
C) a tying agreement 
D) derived supply 
E) elastic supply 
A) derived demand 
B) reciprocity 
C) a tying agreement 
D) derived supply 
E) elastic supply

Question 13

An industrial firm

Accepted Answer

A) is one that is independently owned and takes title to the merchandise it sells. 
B) buys physical goods and resells them again without any reprocessing. 
C) deals exclusively with federal,state,and local governments. 
D) in some way reprocesses a product or service it buys before selling it again to the next buyer. 
E) only produces a product,not a service. 
A) is one that is independently owned and takes title to the merchandise it sells. 
B) buys physical goods and resells them again without any reprocessing. 
C) deals exclusively with federal,state,and local governments. 
D) in some way reprocesses a product or service it buys before selling it again to the next buyer. 
E) only produces a product,not a service.

Question 14

The primary organizational buying objective for business firms is to

Accepted Answer

A) create an atmosphere of inclusiveness. 
B) help smaller companies stay in business. 
C) increase the proficiency of its buyers. 
D) help the firm achieve its objectives. 
E) balance inventory. 
A) create an atmosphere of inclusiveness. 
B) help smaller companies stay in business. 
C) increase the proficiency of its buyers. 
D) help the firm achieve its objectives. 
E) balance inventory.

Question 15

In an effort to make better and more efficient purchase decisions,the Ford Motor Company forms loosely organized groups of people who work together on purchase decisions.The people included in these groups change depending on the purchase situation and may include key personnel from various departments,including research and development,finance,marketing,shipping,and sales.Such a loosely organized group of people within an organization who are involved in the purchase decision is called an organizational

Accepted Answer

A) selling committee. 
B) sustainable procurement department. 
C) purchasing unit. 
D) buying center. 
E) buying committee. 
A) selling committee. 
B) sustainable procurement department. 
C) purchasing unit. 
D) buying center. 
E) buying committee.

Question 16

You are the research director of a major marketing research consulting firm.You need to select an NAICS code that gives you the most detail about the competitors in a client's industry,which operate in Canada,Mexico,and the U.S.Which of the following levels of classification would provide the greatest detail about the firms within this industry?

Accepted Answer

A) Code 51 
B) Code 517 
C) Code 5172 
D) Code 51721 
E) Code 517212 
A) Code 51 
B) Code 517 
C) Code 5172 
D) Code 51721 
E) Code 517212

Question 17

Archer Daniels Midland Co.(ADM)is the world's largest cocoa-bean processor.It buys cocoa beans and converts them into cocoa powder and cocoa butter,which it then sells to companies like Hershey's that manufacture consumer products containing chocolate.ADM is operating in a(n)__________ market.

Accepted Answer

A) consumer 
B) government 
C) service 
D) reseller 
E) industrial 
A) consumer 
B) government 
C) service 
D) reseller 
E) industrial

Question 18

June Golden is part of the buying center for a large manufacturer.Her field of expertise is logistics and she is responsible for choosing transportation providers for the company.A sales representative for Yellow Roadway (a very large trucking firm)regularly buys June's secretary lunch.The representative does this because she views the secretary as a(n)__________ and wants to be sure that information about her company reaches June.

Accepted Answer

A) gatekeeper 
B) decider 
C) influencer 
D) obstructionist 
E) power-broker 
A) gatekeeper 
B) decider 
C) influencer 
D) obstructionist 
E) power-broker

Question 19

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 is referred to as

Accepted Answer

A) buyer development. 
B) a supply partnership. 
C) a make-buy decision. 
D) supplier development. 
E) buyer-seller reciprocity. 
A) buyer development. 
B) a supply partnership. 
C) a make-buy decision. 
D) supplier development. 
E) buyer-seller reciprocity.

Question 20

Kim Nagele,the senior sourcing manager at JCPenney,purchases tons of publication paper annually at a cost of hundreds of millions of dollars.As described and inferred in the textbook,Mr.Nagele performs all of the following roles in the JCPenney buying center EXCEPT:

Accepted Answer

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

Exam 6: Understanding Organizations As Customers

The buying situation where an organization is a first-time buyer of the product or service is referred to as a

The NAICS,whose logo is shown above,provides common industry definitions for

Online trading communities that bring together buyers and supplier organizations to make possible the real time exchange of information,money,products,and services are referred to as

In the construction industry,an independent trading community such as Buzzsaw.com or Cephren.com enables a general contractor to manage and coordinate the many suppliers,subcontractors,architects,and engineers necessary to complete a project.Buzzsaw.com and Cephren.com are examples of

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

Which type of auction does Figure 6-6B above represent?

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

The primary reason companies have placed an emphasis on buying from minority- and women-owned suppliers and vendors is because

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their facilities?

In a buying center,__________ have formal authority and responsibility to select the supplier and negotiate the terms of a contract.

Figure 6-3 -Figure 6-3 above summarizes how buy classes affect buying center tendencies in different ways.Identify the buy-class situations "A," "B," and "C."

The size and number of JCPenney direct mail pieces like catalogs that are designed and mailed to consumers would determine how much paper JCPenney needs to buy.This is an example of __________.

An industrial firm

The primary organizational buying objective for business firms is to

Archer Daniels Midland Co.(ADM)is the world's largest cocoa-bean processor.It buys cocoa beans and converts them into cocoa powder and cocoa butter,which it then sells to companies like Hershey's that manufacture consumer products containing chocolate.ADM is operating in a(n)__________ market.

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 is referred to as

Kim Nagele,the senior sourcing manager at JCPenney,purchases tons of publication paper annually at a cost of hundreds of millions of dollars.As described and inferred in the textbook,Mr.Nagele performs all of the following roles in the JCPenney buying center EXCEPT:

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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