Question 1

Which of the following statements about e-marketplaces that act as independent trading communities is false?

Accepted Answer

A)   These trading communities allow buyers to easily compare offerings from various sellers.
B)   Independent trading communities charge a fee for their service.
C)   Independent trading communities often consist of thousands of geographically dispersed buyers and sellers.
D)   This independent type of trading community is favored by large companies.
E)   Independent trading communities often operate in an environment where demand and supply fluctuations cause volatile prices.

Question 2

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.

Question 3

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

Accepted Answer

There are three types of organizational ...

Question 4

An IT engineer specifies the type of electronic shopping cart to be used on the company's new website.The engineer also chooses the supplier that receives the contract to provide the software.In the buying center,this person is the

Accepted Answer

A)   gatekeeper.
B)   decider.
C)   broker.
D)   influencer.
E)   user.

Question 5

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

Accepted Answer

A)   production capacity.
B)   loyalty.
C)   flexibility.
D)   adaptability.
E)   quick and efficient communication.

Question 6

During the next-to-last stage of the organizational buying decision process,the organization

Accepted Answer

A)   drafts specifications.
B)   formally rates suppliers that were used.
C)   evaluates supplier facilities.
D)   awards the contract.
E)   recognizes a need for change.

Question 7

Reverse auctions

Accepted Answer

A)   are buyer-initiated.
B)   benefit the sellers significantly more than the buyers.
C)   have an increasing number of buyers as the auction progresses.
D)   do not allow sequential bidding.
E)   have many buyers at the start of the auction.

Question 8

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,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 9

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

Accepted Answer

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

Question 10

Important product or service characteristics in organizational buying include which of the following?

Accepted Answer

A)   A heavy emphasis is placed on loyalty programs and rebates.
B)   Direct selling to organizational buyers is rare.
C)   A fixed, nonnegotiable price is the norm.
D)   Many of the goods purchased are raw and semifinished.
E)   Personal relationships are preferred to online buying over the Internet.

Question 11

People who control the flow of information in the buying center,such as technical experts and secretaries,can keep salespeople and information from reaching others in the buying center and are referred to as

Accepted Answer

A)   deciders.
B)   obstructionists.
C)   gatekeepers.
D)   filters.
E)   influencers.

Question 12

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

Accepted Answer

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

Question 13

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 qualifications of the supplier's products and services based on recommendations from competitors.
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 14

What are the five stages of the organizational buying process?
 Describe at least three differences from the consumer buying process.

Accepted Answer

The five stages of the organizational bu...

Question 15

When the John Deere Co.employs engineers who work full-time with the company's suppliers to improve their efficiency and quality and reduce their costs,it is practicing

Accepted Answer

A)   buyer development.
B)   make-buy decisions.
C)   supply partnerships.
D)   supplier development.
E)   directive purchasing.

Question 16

Explain the differences between independent e-marketplaces and private exchanges.

Accepted Answer

Both are forms of e-marketplaces.Indepen...

Question 17

An assistant heard his supervisor in the supply room yell,"Call Crate & Barrel.We need another case of its large coffee mugs for the conference next week." The supervisor was asking the assistant to make a

Accepted Answer

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

Question 18

Which of the following statements most closely describes the people in the buying center of a medium-sized manufacturing plant?

Accepted Answer

A)   The composition of the buying center remains constant over long periods of time.
B)   The buying center avoids cross-functional teams whenever possible.
C)   The composition of the buying center depends on the specific item being purchased.
D)   The purchasing manager is an occasional member of the buying center.
E)   Most government units use a formal buying center to arrive at buying decisions.

Question 19

An industrial buying practice in which two organizations agree to purchase each other's products and services is referred to as

Accepted Answer

A)   a tying arrangement.
B)   exclusive dealing.
C)   reciprocity.
D)   a supply partnership.
E)   noncompetitive bidding.

Question 20

In a buyer-seller relationship,reciprocity refers to

Accepted Answer

A)   the practice whereby a seller requires the purchaser of one product to buy another item in the line.
B)   an industrial buying practice in which two organizations, in this case a manufacturer and a supplier, agree to purchase each other's products and services.
C)   an arrangement a manufacturer makes with a reseller to only handle its products and not those of competitors.
D)   the illegal practice of refusing to purchase a seller's products unless the seller agrees not to purchase that product or any similar products from any other buyer.
E)   when a supplier requires a buyer purchasing some of its products to also buy others.

Exam 5: Understanding Organizations As Customers

During the next-to-last stage of the organizational buying decision process,the organization

Correct Answer
verified

Important product or service characteristics in organizational buying include which of the following?

Correct Answer
verified

People who control the flow of information in the buying center,such as technical experts and secretaries,can keep salespeople and information from reaching others in the buying center and are referred to as

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified
There are three types of organizational ...
View Answer

When the John Deere Co.employs engineers who work full-time with the company's suppliers to improve their efficiency and quality and reduce their costs,it is practicing

Correct Answer
verified

Correct Answer
verified

An assistant heard his supervisor in the supply room yell,"Call Crate & Barrel.We need another case of its large coffee mugs for the conference next week." The supervisor was asking the assistant to make a

Correct Answer
verified

Which of the following statements about e-marketplaces that act as independent trading communities is false?

Correct Answer
verified

An IT engineer specifies the type of electronic shopping cart to be used on the company's new website.The engineer also chooses the supplier that receives the contract to provide the software.In the buying center,this person is the

Correct Answer
verified

What are the five stages of the organizational buying process? Describe at least three differences from the consumer buying process.

Correct Answer
verified
The five stages of the organizational bu...
View Answer

Organizational buying criteria refer to

Correct Answer
verified

An industrial buying practice in which two organizations agree to purchase each other's products and services is referred to as

Correct Answer
verified

In a buyer-seller relationship,reciprocity refers to

Correct Answer
verified

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

Correct Answer
verified

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

Correct Answer
verified

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

Correct Answer
verified

Explain the differences between independent e-marketplaces and private exchanges.

Correct Answer
verified
Both are forms of e-marketplaces.Indepen...
View Answer

Which of the following statements most closely describes the people in the buying center of a medium-sized manufacturing plant?

Correct Answer
verified

Reverse auctions

Correct Answer
verified

Exam 5: Understanding Organizations As Customers

During the next-to-last stage of the organizational buying decision process,the organization

Correct AnswerverifiedShow Answer

Important product or service characteristics in organizational buying include which of the following?

Correct AnswerverifiedShow Answer

People who control the flow of information in the buying center,such as technical experts and secretaries,can keep salespeople and information from reaching others in the buying center and are referred to as

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedThere are three types of organizational ...View AnswerShow Answer

When the John Deere Co.employs engineers who work full-time with the company's suppliers to improve their efficiency and quality and reduce their costs,it is practicing

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

An assistant heard his supervisor in the supply room yell,"Call Crate & Barrel.We need another case of its large coffee mugs for the conference next week." The supervisor was asking the assistant to make a

Correct AnswerverifiedShow Answer

Which of the following statements about e-marketplaces that act as independent trading communities is false?

Correct AnswerverifiedShow Answer

An IT engineer specifies the type of electronic shopping cart to be used on the company's new website.The engineer also chooses the supplier that receives the contract to provide the software.In the buying center,this person is the

Correct AnswerverifiedShow Answer

What are the five stages of the organizational buying process? Describe at least three differences from the consumer buying process.

Correct AnswerverifiedThe five stages of the organizational bu...View AnswerShow Answer

Organizational buying criteria refer to

Correct AnswerverifiedShow Answer

An industrial buying practice in which two organizations agree to purchase each other's products and services is referred to as

Correct AnswerverifiedShow Answer

In a buyer-seller relationship,reciprocity refers to

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Explain the differences between independent e-marketplaces and private exchanges.

Correct AnswerverifiedBoth are forms of e-marketplaces.Indepen...View AnswerShow Answer

Which of the following statements most closely describes the people in the buying center of a medium-sized manufacturing plant?

Correct AnswerverifiedShow Answer

Reverse auctions

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified
There are three types of organizational ...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified
The five stages of the organizational bu...
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified
Both are forms of e-marketplaces.Indepen...
View Answer

Correct Answer
verified

Correct Answer
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