Question 1

During late summer and early fall, there is a large demand for containers in Asia that are used to ship consumer products from Asia to the United States in time for the holiday selling season. The demand for these containers is referred to as __________ demand.

Accepted Answer

A)  unitized
B)  derived
C)  reseller
D)  applied
E)  impliedF) All of the above
G) A) and B)

Question 2

In an effort to make better and more efficient purchase decisions, the Ford Motor Co. includes various people, depending on the purchase situation. Individuals may include key personnel from various departments, including research and development, finance, marketing, shipping, and sales. This is a description of Ford's

Accepted Answer

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

Question 3

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.F) A) and B)
G) None of the above

Question 4

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.F) All of the above
G) C) and D)

Question 5

Swiss specialty chemical company Ciba is the primary producer of the chemical triclosan, the antibacterial agent in many household products such as liquid soap. Consumers may have heard about research suggesting environmental and health risks associated with the cumulative effects of antibacterial agents. Changing consumer purchases provide an example of __________ demand for Ciba's triclosan product.

Accepted Answer

A)  applied
B)  unitized
C)  industrial
D)  derived
E)  consumerF) B) and C)
G) B) and E)

Question 6

On a visit to Conner Industries, a West Plains Band Saw salesperson heard a production employee 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 as well as by our shorter workers. I bet this would 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)  motivatorF) A) and D)
G) A) and C) D

Question 7

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 divisionsF) B) and D)
G) B) and C)

Question 8

At the weekly meeting for Choice Hotels, the marketing manager said, "We need an inexpensive creative way to increase awareness of our hotels among people who travel by automobile. To do that, I want to find some new media that the other hotel chains are not using." The purchase of this new media for the hotel chains' advertising would be an example of a

Accepted Answer

A)  new buy.
B)  straight rebuy.
C)  converted rebuy.
D)  modified rebuy.
E)  initial buy.F) B) and C)
G) C) and E)

Question 9

Small businesses benefit from independent __________ like PlasticsNet, Hospital Network.com, and TextileWeb.

Accepted Answer

A)  Webfronts
B)  clicks-and-mortar
C)  e-marketplaces
D)  iMarkets
E)  integrated marketsF) B) and D)
G) All of the above

Question 10

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.F) D) and E)
G) A) and E)

Question 11

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)  eliminates marketing costs.F) A) and D)
G) B) and D) C

Question 12

Although not strictly illegal, the U.S. Justice Department frowns on reciprocity because the practice

Accepted Answer

A)  gives an unfair advantage to smaller companies.
B)  gives an unfair advantage to larger corporations.
C)  reduces the amount of taxes paid by the parties involved.
D)  restricts the normal operation of the free market.
E)  encourages free trade.F) All of the above
G) B) and D)

Question 13

PlasticsNet, Hospital Network.com, TextileWeb, and eBay Business are all examples of

Accepted Answer

A)  Webfront operations.
B)  clicks-and-mortar stores.
C)  e-marketplaces.
D)  integrated markets.
E)  iMarkets.F) B) and D)
G) A) and D)

Question 14

A buy class situation affects buying center tendencies in different ways. If there is one person involved, the problem is well-defined, and the buying objective is to find a low-priced supplier, 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.F) A) and D)
G) D) and E)

Question 15

Which of the following statements about marketing mix characteristics in organizational buying behavior is most accurate?

Accepted Answer

A)  Few large transactions are made over the Internet.
B)  The actual buyer retains all of the influence in the buying decision.
C)  Advertising is very simplistic in nature.
D)  Direct selling to organizational buyers is the rule.
E)  Only finished goods are sold in this way.F) C) and E)
G) A) and B)

Question 16

Comparing the stages in a consumer and organizational purchase decision process reveals key differences. When a smartphone manufacturer buys an earbud headset for its units from a supplier, more individuals are involved, supplier capability becomes more important, and the ______________ behavior is more formal.

Accepted Answer

A)  problem outcome
B)  information search
C)  purchase decision
D)  post-purchase evaluation
E)  performance reviewF) A) and B)
G) B) and C)

Question 17

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

Accepted Answer

A)  production facilities and capacity.
B)  consumer demand.
C)  flexibility.
D)  adherence to government policies.
E)  senior management directives.F) A) and B)
G) C) and D)

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; 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)  manufacturingF) A) and D)
G) C) and E) D

Question 19

The existence of reciprocal arrangements, the long-term contracts, and the buyer-seller relationships that can evolve into supply partnerships, are all examples of

Accepted Answer

A)  illegal activities that are a common weakness of organizational buying.
B)  illegal activities that result from collusion between buyers and sellers.
C)  activities that are strictly governed by the NAICS.
D)  the nature of relationships between buyers and sellers in organizational buying.
E)  activities that result from extreme competition between manufacturers when there are too few suppliers.F) A) and D)
G) A) and E)

Question 20

The NAICS 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.F) B) and D)
G) C) and E)

Exam 6: Understanding Organizations As Customers

During late summer and early fall, there is a large demand for containers in Asia that are used to ship consumer products from Asia to the United States in time for the holiday selling season. The demand for these containers is referred to as __________ demand.

Correct Answer
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Correct Answer
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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

Correct Answer
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The primary organizational buying objective for business firms is to

Correct Answer
verified

Correct Answer
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Correct Answer
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D

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

Correct Answer
verified

Correct Answer
verified

Small businesses benefit from independent __________ like PlasticsNet, Hospital Network.com, and TextileWeb.

Correct Answer
verified

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

Correct Answer
verified

Online buying in organizational markets is prominent because Internet technology

Correct Answer
verified
C

Although not strictly illegal, the U.S. Justice Department frowns on reciprocity because the practice

Correct Answer
verified

PlasticsNet, Hospital Network.com, TextileWeb, and eBay Business are all examples of

Correct Answer
verified

A buy class situation affects buying center tendencies in different ways. If there is one person involved, the problem is well-defined, and the buying objective is to find a low-priced supplier, the buy class situation is most likely a

Correct Answer
verified

Which of the following statements about marketing mix characteristics in organizational buying behavior is most accurate?

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

Correct Answer
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Correct Answer
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D

The existence of reciprocal arrangements, the long-term contracts, and the buyer-seller relationships that can evolve into supply partnerships, are all examples of

Correct Answer
verified

The NAICS provides common industry definitions for

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

During late summer and early fall, there is a large demand for containers in Asia that are used to ship consumer products from Asia to the United States in time for the holiday selling season. The demand for these containers is referred to as __________ demand.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The primary organizational buying objective for business firms is to

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedD

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Small businesses benefit from independent __________ like PlasticsNet, Hospital Network.com, and TextileWeb.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Online buying in organizational markets is prominent because Internet technology

Correct AnswerverifiedC

Although not strictly illegal, the U.S. Justice Department frowns on reciprocity because the practice

Correct AnswerverifiedShow Answer

PlasticsNet, Hospital Network.com, TextileWeb, and eBay Business are all examples of

Correct AnswerverifiedShow Answer

A buy class situation affects buying center tendencies in different ways. If there is one person involved, the problem is well-defined, and the buying objective is to find a low-priced supplier, the buy class situation is most likely a

Correct AnswerverifiedShow Answer

Which of the following statements about marketing mix characteristics in organizational buying behavior is most accurate?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedD

The existence of reciprocal arrangements, the long-term contracts, and the buyer-seller relationships that can evolve into supply partnerships, are all examples of

Correct AnswerverifiedShow Answer

The NAICS provides common industry definitions for

Correct AnswerverifiedShow Answer

Correct Answer
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D

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C

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D

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