Question 1

In a reverse auction,as the number of sellers increases,the price

Accepted Answer

A)  increases.
B)  stays the same.
C)  has no relation to the number of sellers.
D)  decreases.
E)  fluctuates depending on economic conditions.

Question 2

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

Accepted Answer

A)  Organizational buying behavior is similar to consumer buying behavior since individuals are involved in both processes.
B)  Demand for industrial products is elastic instead of inelastic.
C)  Demand for industrial products and services is derived.
D)  Purchase orders are much more frequent and they are usually small.
E)  Forecasting is not as important in organizational buying as in consumer buying.

Question 3

List seven organizational buying criteria.

Accepted Answer

Key organizational buying criteria: (1)p...

Question 4

When JCPMedia buys paper for JCPenney newspaper inserts,it considers suppliers' forest management and other sustainability practices.JCPMedia buyers consider these as part of the process to

Accepted Answer

A)  fulfill profit responsibilities.
B)  formally evaluate paper supplier capabilities.
C)  eliminate the need for online purchasing.
D)  shorten the value chain.
E)  fulfill the auditing role.

Question 5

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

Question 6

Marketers need to understand their firms' buying centers.A series of questions can be used to facilitate this process.Which of the following questions would be the least useful when trying to understand the operations of a buying center?

Accepted Answer

A)  Which individuals are in the buying center for the product or service?
B)  What is the relative influence of each member of the group?
C)  What are the buying criteria of each member?
D)  How does each member of the group perceive our company,our products and services,and our salespeople?
E)  What criteria were used to select the members of the buying center?

Question 7

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.

Question 8

Which of the following characterizes organizational buyer-seller relationships?

Accepted Answer

A)  Purchases are often made after lengthy or complex negotiations.
B)  Purchases are usually of small dollar values.
C)  Short-term contracts are often prevalent.
D)  Reciprocal arrangements are illegal.
E)  Delivery schedules are less important than production capacity.

Question 9

According to the textbook,JCPenney buys paper for which of the following media?

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 10-K reports
E)  point-of-purchase displays

Question 10

Beth is part owner of a chain of auto repair shops.Her company was considering adding tire sales in some of its facilities,and several people were slated to meet to discuss the idea.Beth gathered information about possible distributors.Her son had been laid off from a job with one of them,so she removed this company from the group she was preparing to present to the others.Here,Beth was acting in what role in the buying center?

Accepted Answer

A)  gatekeeper
B)  decider
C)  user
D)  obstructionist
E)  power broker

Question 11

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)  industrial
D)  processor
E)  reseller

Question 12

All of the following statements about the purchase involved in organizational buying are true except which?

Accepted Answer

A)  The length of time required to arrive at a purchase agreement can vary with size of purchase.
B)  The dollar value of a single purchase made by an organization often runs into thousands or millions of dollars.
C)  The size of purchase impacts who participates in the purchase decision.
D)  The size of purchase impacts who makes the final decision.
E)  The size of the purchase is typically smaller than that in consumer buying but it is done more frequently.

Question 13

Which of the following exemplifies an organizational buyer?

Accepted Answer

A)  A local baker buys sugar at the grocery store to make cookies with his children at home.
B)  A dentist buys a new LG Smart TV 55-inch 3D OLED HDTV for her den.
C)  An architect hires a tax service to prepare his personal tax returns.
D)  The owner of a sushi restaurant hires a window-washing service to clean exterior windows.
E)  The mayor rents a tuxedo to wear to his daughter's wedding.

Question 14

Which of these statements regarding organizational buyers is most accurate?

Accepted Answer

A)  Wholesalers and retailers resell the goods they buy without reprocessing them.
B)  Wholesalers and retailers alter the goods they sell to meet the specific needs of their customers prior to resale.
C)  Manufacturers purchase processed goods and resell them to suppliers who in turn resell them to ultimate consumers.
D)  Ultimate consumers can be considered organizational buyers when they purchase in large quantities.
E)  Government agency purchases are more similar to ultimate consumer purchases than they are to wholesalers and retailers.

Question 15

To be a Walmart supplier,a firm must be able to deliver its products to Walmart's distribution centers within a 16-minute window.If the driver arrives before or after the scheduled window,the supplier will be turned away and fined.Walmart's insistence on choosing a supplier based upon its ability to provide on-time delivery is an example of a(n)

Accepted Answer

A)  supplier value dimension.
B)  derived demand factor.
C)  evaluative criterion.
D)  external performance measure.
E)  organizational buying criterion.

Question 16

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-to-business marketing.
D)  reseller marketing.
E)  organizational marketing.

Question 17

Spruceland Millworks in Canada makes wood pallets for transporting and storing new appliances such as stoves,freezers,and refrigerators.The demand for Spruceland pallets would be classified as

Accepted Answer

A)  reactive demand,which is tied to primary economic drivers like the construction industry.
B)  unitary demand,which is tied to the average income level for Spruceland and its competitors.
C)  derived demand,which is tied to the sales of appliances.
D)  inelastic demand,which is tied to the cost of the components of the pallets.
E)  elastic demand,which is tied to the cost of the components of the pallets.

Question 18

Which of the following statements about Trek Bicycles is false?

Accepted Answer

A)  Trek's Eco Design initiative is an example of sustainable procurement.
B)  Trek has an extensive product line of bicycles.
C)  Trek has always been on the cutting edge,using the latest innovations in its designs.
D)  Trek views the bicycle as an important form of alternative transportation,not just as recreation.
E)  Trek's business model has evolved from manufacturing bicycles to marketing other two- and four-wheeled vehicles,such as motorcycles and all-terrain vehicles (ATVs) .

Question 19

Liberty Medical Supply is a home delivery service that sells diabetes testing supplies,prescription drugs,and other supplies directly to consumers to assist them in the management of their health-related conditions.Since Liberty Medical does not make any changes to the supplies that it obtains from manufacturers,it would most likely be classified as a(n)

Accepted Answer

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

Question 20

A straight rebuy is ________ while a modified rebuy is ________.

Accepted Answer

A)  an exchange;a resale
B)  a routine reorder;an exchange
C)  a first-time order;a routine reorder
D)  a changed order;a first-time order
E)  a routine reorder;a changed order

Exam 6: Understanding Organizations As Customers

Marketers need to understand their firms' buying centers.A series of questions can be used to facilitate this process.Which of the following questions would be the least useful when trying to understand the operations of a buying center?

Correct Answer
verified

Correct Answer
verified

Which of these statements regarding organizational buyers is most accurate?

Correct Answer
verified

Which of the following exemplifies an organizational buyer?

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

All of the following statements about the purchase involved in organizational buying are true except which?

Correct Answer
verified

In a reverse auction,as the number of sellers increases,the price

Correct Answer
verified

Which of the following characterizes organizational buyer-seller relationships?

Correct Answer
verified

Correct Answer
verified

Which of the following statements about Trek Bicycles is false?

Correct Answer
verified

When JCPMedia buys paper for JCPenney newspaper inserts,it considers suppliers' forest management and other sustainability practices.JCPMedia buyers consider these as part of the process to

Correct Answer
verified

According to the textbook,JCPenney buys paper for which of the following media?

Correct Answer
verified

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

Correct Answer
verified

List seven organizational buying criteria.

Correct Answer
verified
Key organizational buying criteria: (1)p...
View Answer

Spruceland Millworks in Canada makes wood pallets for transporting and storing new appliances such as stoves,freezers,and refrigerators.The demand for Spruceland pallets would be classified as

Correct Answer
verified

Correct Answer
verified

A straight rebuy is while a modified rebuy is .

Correct Answer
verified

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?

Correct Answer
verified

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.

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

Marketers need to understand their firms' buying centers.A series of questions can be used to facilitate this process.Which of the following questions would be the least useful when trying to understand the operations of a buying center?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which of these statements regarding organizational buyers is most accurate?

Correct AnswerverifiedShow Answer

Which of the following exemplifies an organizational buyer?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

All of the following statements about the purchase involved in organizational buying are true except which?

Correct AnswerverifiedShow Answer

In a reverse auction,as the number of sellers increases,the price

Correct AnswerverifiedShow Answer

Which of the following characterizes organizational buyer-seller relationships?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which of the following statements about Trek Bicycles is false?

Correct AnswerverifiedShow Answer

When JCPMedia buys paper for JCPenney newspaper inserts,it considers suppliers' forest management and other sustainability practices.JCPMedia buyers consider these as part of the process to

Correct AnswerverifiedShow Answer

According to the textbook,JCPenney buys paper for which of the following media?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

List seven organizational buying criteria.

Correct AnswerverifiedKey organizational buying criteria: (1)p...View AnswerShow Answer

Spruceland Millworks in Canada makes wood pallets for transporting and storing new appliances such as stoves,freezers,and refrigerators.The demand for Spruceland pallets would be classified as

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

A straight rebuy is ________ while a modified rebuy is ________.

Correct AnswerverifiedShow Answer

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?

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Key organizational buying criteria: (1)p...
View Answer

Correct Answer
verified

Correct Answer
verified

A straight rebuy is while a modified rebuy is .

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified