Question 1

During the third stage of the organizational purchase decision process, the organization engages in

Accepted Answer

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

Question 2

One clever way that Land's End provides quality products is by

Accepted Answer

A)  paying real people to "wear-test" and "fit-test" all types of garments.
B)  selling hand made products exclusively from local artisans.
C)  using products that have been rated AAA in their perspective industries.
D)  hiring a staff that includes past members of organizations such as Consumers Report, and NASA in charge of quality control.
E)  requiring all the employees from top management to maintenance to only wear Land's End clothing or shoes while at work.F) C) and D)
G) None of the above

Question 3

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 he views the secretary as a(n)  __________ and he wants to be sure that information about his company reaches June.

Accepted Answer

A)  gatekeeper
B)  decider
C)  influencer
D)  obstructionist
E)  power-brokerF) B) and C)
G) None of the above

Question 4

Starbucks is using its purchasing power to continue its quest to reduce its energy usage by a quarter by the end of 2010.In November of 2009, the company announced plans to replace all of the traditional incandescent and halogen bulbs in its 8000 worldwide stores with more efficient light emitting diodes (LEDs)  - in a move the company claims will enable it to cut energy consumption in its stores by up to 7%.Starbucks is a world leader in

Accepted Answer

A)  ISO 9000 certification.
B)  sustainable procurement.
C)  creating tying agreements with suppliers.
D)  binding contracts with developing nations.
E)  abiding by governmental legislation.F) A) and C)
G) C) and E)

Question 5

At which stage in the buying decision process would a firm visit a potential supplier to assess their facilities?

Accepted Answer

A)  problem recognition
B)  alternative evaluation
C)  information search
D)  purchase decision
E)  postpurchase behaviorF) All of the above
G) A) and B)

Question 6

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

Accepted Answer

A)  tax regulated
B)  governmental
C)  renewable resource
D)  product-intensive
E)  industrialF) B) and E)
G) C) and E)

Question 7

An evaluation of whether components and assemblies will be purchased from outside suppliers or built by the firm itself would be made during which stage of the organization buying decision process?

Accepted Answer

A)  information search
B)  problem recognition
C)  alternative evaluation
D)  purchase decision
E)  supplier searchF) B) and E)
G) A) and C)

Question 8

At which point in the buying decision process would a firm use a formal vendor rating system to evaluate the quality of the vendor's product and customer service?

Accepted Answer

A)  problem recognition
B)  performance review
C)  information search
D)  purchase decision
E)  postpurchase behaviorF) A) and C)
G) A) and E)

Question 9

Organizational buying behavior is similar to consumer behavior in some ways and different in others.One commonality is

Accepted Answer

A)  both use five different stages in the buying process.
B)  both use formal evaluation criteria when choosing among alternative brands.
C)  both are affected by derived demand.
D)  both have unlimited options for suppliers.
E)  both rely on gatekeepers to supply product information.F) C) and D)
G) A) and B)

Question 10

Business marketing refers to

Accepted Answer

A)  the marketing of goods and services to companies, governments, or ultimate consumers for use in the creation of goods and services.
B)  the marketing of goods and services to not-for-profit organizations at a reduced or nominal fee, for use in the creation of goods and services that they can produce and market to others.
C)  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.
D)  the marketing of services in the area of intellectual property such as legal, financial, or creative consulting.
E)  the marketing of an idea to create interest or generate goodwill, not for an individual brand, but for entire industry or product class.F) All of the above
G) A) and B)

Question 11

An IT engineer specifies the type of plug-in to be used on her company's new Web site.She also chooses the supplier who 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)  userF) C) and D)
G) B) and D)

Question 12

The objective attributes of the supplier's goods and services and the capabilities of the supplier itself are collectively referred to as

Accepted Answer

A)  supplier evaluative dimensions.
B)  derived demand factors.
C)  evaluative criteria.
D)  performance measures.
E)  organizational buying criteria.F) B) and C)
G) A) and B)

Question 13

Starbucks purchases from coffee growers located in more than 20 countries.Starbucks pays the coffee farmers a fair price for the beans; the coffee is grown in an ecologically sound manner; and Starbucks invests in the farming communities where the coffees are produced.This is an example of

Accepted Answer

A)  green marketing.
B)  assurance marketing.
C)  international procurement.
D)  community involvement.
E)  sustainable procurement.F) A) and B)
G) A) and C)

Question 14

The services market sells diverse services such as legal advice, auto repair, and dry cleaning.Along with finance, insurance, and real estate businesses, and transportation, __________ and public utility firms, and not-for-profit organizations, these firms represent about 75 percent of all industrial firms.

Accepted Answer

A)  wholesalers
B)  retailers
C)  government units
D)  communication
E)  educational institutionsF) B) and E)
G) A) and D)

Question 15

Harley-Davidson is admired by its suppliers for involving suppliers in future products, referring to suppliers as stakeholders, using quality benchmarks, and

Accepted Answer

A)  building long-term relationships.
B)  signing lifetime contracts to demonstrate loyalty.
C)  offering their products at cost for all key supplier personnel.
D)  listing the names of all suppliers on their Harley-Davidson promotional material.
E)  extending Harley-Davidson healthcare benefits to supplier' employees.F) A) and E)
G) All of the above

Question 16

When John Deere Company 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)  organizational development.
C)  relational organization skills.
D)  supplier development.
E)  directive purchasing.F) A) and C)
G) A) and D)

Question 17

Mark manages a small family-owned amusement park.He believes the park can increase its profits if its owners will buy three food concession trailers.He has contacted three dealers of such trailers, which come fully customized to user specifications, and has determined Century Industries has the best price.He will present only the Century Industries information to the family tomorrow.In which buying center roles is Mark acting?

Accepted Answer

A)  gatekeeper and buyer
B)  decider and gatekeeper
C)  buyer and decider
D)  influencer and buyer
E)  influencer, gatekeeper, and deciderF) A) and D)
G) D) and E)

Question 18

Which of the following possible aspects of consumer buying decisions is least likely to enter into an organizational buying decision?

Accepted Answer

A)  Comparison of product performance with expectations.
B)  Decision based on highest overall evaluation.
C)  Alternatives evaluated on important criteria.
D)  Information gathered from internal and external searches.
E)  Problem recognition triggered by self-actualization motives.F) B) and C)
G) A) and E)

Question 19

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

Accepted Answer

A)  buy class.
B)  new buy.
C)  make-buy.
D)  straight rebuy.
E)  modified rebuy.F) B) and D)
G) None of the above

Question 20

In a buying center, __________ have the formal or informal power to select or approve the supplier that receives the contract.

Accepted Answer

A)  gatekeepers
B)  deciders
C)  buyers
D)  influencers
E)  usersF) A) and C)
G) B) and E)

Exam 6: Understanding Organizations As Customers

One clever way that Land's End provides quality products is by

Correct Answer
verified

An evaluation of whether components and assemblies will be purchased from outside suppliers or built by the firm itself would be made during which stage of the organization buying decision process?

Correct Answer
verified

Organizational buying behavior is similar to consumer behavior in some ways and different in others.One commonality is

Correct Answer
verified

Harley-Davidson is admired by its suppliers for involving suppliers in future products, referring to suppliers as stakeholders, using quality benchmarks, and

Correct Answer
verified

At which point in the buying decision process would a firm use a formal vendor rating system to evaluate the quality of the vendor's product and customer service?

Correct Answer
verified

When John Deere Company 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

At which stage in the buying decision process would a firm visit a potential supplier to assess their facilities?

Correct Answer
verified

Which of the following possible aspects of consumer buying decisions is least likely to enter into an organizational buying decision?

Correct Answer
verified

Correct Answer
verified

The objective attributes of the supplier's goods and services and the capabilities of the supplier itself are collectively referred to as

Correct Answer
verified

Business marketing refers to

Correct Answer
verified

Starbucks purchases from coffee growers located in more than 20 countries.Starbucks pays the coffee farmers a fair price for the beans; the coffee is grown in an ecologically sound manner; and Starbucks invests in the farming communities where the coffees are produced.This is an example of

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

During the third stage of the organizational purchase decision process, the organization engages in

Correct Answer
verified

Correct Answer
verified

An IT engineer specifies the type of plug-in to be used on her company's new Web site.She also chooses the supplier who receives the contract to provide the software.In the buying center, this person is the __________.

Correct Answer
verified

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

Correct Answer
verified

In a buying center, __________ have the formal or informal power to select or approve the supplier that receives the contract.

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

One clever way that Land's End provides quality products is by

Correct AnswerverifiedShow Answer

An evaluation of whether components and assemblies will be purchased from outside suppliers or built by the firm itself would be made during which stage of the organization buying decision process?

Correct AnswerverifiedShow Answer

Organizational buying behavior is similar to consumer behavior in some ways and different in others.One commonality is

Correct AnswerverifiedShow Answer

Harley-Davidson is admired by its suppliers for involving suppliers in future products, referring to suppliers as stakeholders, using quality benchmarks, and

Correct AnswerverifiedShow Answer

At which point in the buying decision process would a firm use a formal vendor rating system to evaluate the quality of the vendor's product and customer service?

Correct AnswerverifiedShow Answer

When John Deere Company 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

At which stage in the buying decision process would a firm visit a potential supplier to assess their facilities?

Correct AnswerverifiedShow Answer

Which of the following possible aspects of consumer buying decisions is least likely to enter into an organizational buying decision?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The objective attributes of the supplier's goods and services and the capabilities of the supplier itself are collectively referred to as

Correct AnswerverifiedShow Answer

Business marketing refers to

Correct AnswerverifiedShow Answer

Starbucks purchases from coffee growers located in more than 20 countries.Starbucks pays the coffee farmers a fair price for the beans; the coffee is grown in an ecologically sound manner; and Starbucks invests in the farming communities where the coffees are produced.This is an example of

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

During the third stage of the organizational purchase decision process, the organization engages in

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

An IT engineer specifies the type of plug-in to be used on her company's new Web site.She also chooses the supplier who receives the contract to provide the software.In the buying center, this person is the __________.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

In a buying center, __________ have the formal or informal power to select or approve the supplier that receives the contract.

Correct AnswerverifiedShow Answer

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