Question 1

As the salesperson for West Plains Band Saw talked to a group from Conner Industries,he overheard one of the men on the production line saying,"This band saw has a 36-inch wheel that could really save us time,and with its adjustable height,it can be operated by someone tall like me and by some of our shorter workers.I bet this will speed up my production time by 30 percent.Why don't we order this band saw?" The person the salesperson heard giving input has which buying center role?

Accepted Answer

A) purchasing agent 
B) decider 
C) buyer 
D) user 
E) motivator

Question 2

Describe the three types of organizational markets and give examples of each.

Accepted Answer

The answer of Describe the three types of organizational markets...

Question 3

The demand for industrial products and services that is driven by demand for consumer products and services is referred to as

Accepted Answer

A) derivative marketing. 
B) derived demand. 
C) derived supply. 
D) demand elasticity. 
E) sequential demand.

Question 4

Organizational buyers include manufacturers,wholesalers,retailers,and government agencies that

Accepted Answer

A) purchase exclusively from one supplier. 
B) are exempt from state and local taxes. 
C) sell directly to ultimate consumers. 
D) sell goods and services for their own use. 
E) buy goods and services for their own use or for resale.

Question 5

Itex Corporation,a marketer of Photostat products used in the graphic arts field,buys photo sensitized paper from Eastman Kodak Company,packages it with the Photostat brand name,and sells it directly to amateur photographers.In this context,Itex Corporation is most LIKELY classified as a

Accepted Answer

A) manufacturer. 
B) reseller. 
C) service provider. 
D) government agency. 
E) industrial firm.

Question 6

Organizational buying criteria refer to

Accepted Answer

A) the restrictions placed on potential solutions to a problem in a purchase decision. 
B) the specific qualifications of a potential customer based upon past performance,reliability,and consistency regarding the purchase of an organization's offerings. 
C) the subjective attributes of the supplier's products and services and the capabilities of the supplier itself. 
D) the objective attributes of the supplier's products and services and the capabilities of the supplier itself. 
E) the factors that an ultimate consumer would consider that represent both the objective attributes of a brand and the subjective ones to compare different products and brands.

Question 7

A bidder's list refers to

Accepted Answer

A) a list of firms believed to be qualified to purchase a given item. 
B) a list of firms believed to be qualified to supply a given item. 
C) those firms that have expressed interest in supplying a specific item but have not yet been approved. 
D) a list of firms that have not yet expressed an interest in supplying a specific item to the firm. 
E) a list of approved suppliers that have not yet been entered into the firm's purchasing databank.

Question 8

When the General Services Administration (GSA),an agency of the federal government,purchased 116 Chevy Volts from General Motors for its vehicle fleet,it was operating as a(n)

Accepted Answer

A) industrial market. 
B) business market. 
C) consumer market. 
D) government unit. 
E) service provider.

Question 9

The marketing of goods and services to companies,governments,or not-for-profit organizations for use in the creation of goods and services that they can produce and market to others,is referred to as __________.

Accepted Answer

A) integrated marketing 
B) institutional marketing 
C) business marketing 
D) reseller marketing 
E) organizational marketing

Question 10

Online buying in organizational markets is prominent because Internet technology

Accepted Answer

A) allows companies to increase their innovation cycles. 
B) substantially increases brand loyalty. 
C) can convey timely information quickly. 
D) narrows the potential customer base for many products. 
E) totally eliminates marketing costs.

Question 11

The office of SFX Entertainment,a talent promoter,needs a new fax machine that will print at three seconds a page (instead of five seconds per page like the one it is using now)and has both local and network printing capabilities.The purchase of a replacement fax machine would be an example of a

Accepted Answer

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

Question 12

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 objective is to find a good solution,the buy class situation is MOST LIKELY a

Accepted Answer

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

Question 13

According to the textbook,JCPenney buys paper for which of the following medium(a)?

Accepted Answer

A) in-store signage 
B) special advertising inserts in magazines such as Cosmopolitan 
C) newspaper inserts and direct mail pieces 
D) annual and 10K reports 
E) point-of-purchase displays

Question 14

Concert Staging Company provides the stage,the roof system,and the lighting and sound for outdoor concerts and theatrical events.The firm is typically hired by the organization sponsoring the event.When the economy slows down,consumers are more likely to save their money for a rainy day rather than buy a concert or theater ticket.The number of concert and theater events determines how many times the company is hired to provide its services.Demand for the services provided by Concert Staging Company is a result of __________ demand.

Accepted Answer

A) derived 
B) unitized 
C) industrial 
D) applied 
E) reseller

Question 15

List seven organizational buying criteria.

Accepted Answer

The answer of List seven organizational buying criteria....

Question 16

Important market characteristics in organizational buying behavior include which of the following?

Accepted Answer

A) unlimited markets but orders become progressively smaller over time 
B) diminishing international opportunities as more firms enter the market 
C) many customers placing progressively larger orders over time 
D) fewer customers but with larger orders 
E) a market that functions independently of consumer demand

Question 17

Graham-Field Health Products makes hospital beds and wheelchairs from the component parts and materials it buys.It sells these manufactured products to hospitals,nursing homes,and retailers of health care products.Graham-Field Health Products operates in a(n)__________ market.

Accepted Answer

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

Question 18

JCPenney looks at several capabilities when selecting a paper supplier.These organizational buying criteria include on-time delivery,the availability,quality and quantity of selected grades of paper,the firm's forestry management and sustainable practices,and price.This examination would be done during the __________ stage of the organizational buying decision process.

Accepted Answer

A) procurement analysis 
B) break-even analysis 
C) purchase decision 
D) information search 
E) alternative evaluation

Question 19

If a purchase is a new buy for a manufacturer,the seller should expect to

Accepted Answer

A) have to do some favors for the decision makers. 
B) anticipate a great deal of conflict. 
C) accommodate unlimited specification change before the buy is completed. 
D) work with technical personnel. 
E) avoid making concessions or compromises.

Question 20

General Electric manufactures electric motors for its clothes dryers.The firm uses a formal vendor rating system to evaluate suppliers and notify those whose parts did not meet its quality standards.If a supplier fails to correct the problem,GE will drop the firm as a future supplier.Which stage in the organizational buying decision process would GE make this evaluation?

Accepted Answer

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

Exam 6: Understanding Organizations As Customers