Question 1

The first stage in the organizational buying decision process is

Accepted Answer

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

Question 2

During late summer and early fall, there is a large demand for containers located 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) B) and D)
G) A) and D)

Question 3

The City of Denver contracts with Solid Waste Management to provide trash collection services for its citizens. The city is operating as a(n)

Accepted Answer

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

Question 4

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-brokerF) A) and E)
G) A) and C)

Question 5

A sales representative for a pharmaceutical company visits the doctor's office, hoping to explain a new drug to the doctor. However, the office receptionist explains that the doctor is with patients and will not be able to see the sales rep. The receptionist is acting as a(n)  __________.

Accepted Answer

A)  user
B)  influencer
C)  buyer
D)  decider
E)  gatekeeperF) A) and D)
G) A) and C)

Question 6

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

Question 7

A __________ exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate consumer.

Accepted Answer

A)  supplier development agreement
B)  reciprocal arrangement
C)  shareholder relationship
D)  supply partnership
E)  strategic allianceF) A) and B)
G) A) and C)

Question 8

Purchasing that aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the impact on human health and the physical environment is referred to as

Accepted Answer

A)  ecological procurement.
B)  sustainable procurement.
C)  green marketing.
D)  supplier partnership.
E)  stakeholder procurement.F) A) and D)
G) B) and D)

Question 9

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) C) and E)
G) None of the above

Question 10

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.F) A) and D)
G) C) and D)

Question 11

Recently, Matt Kistler, a senior vice-president at Walmart, claimed the company was making progress on achieving three major goals: (1)  to be supplied by 100% renewable energy; (2)  to create zero-waste; and (3)  to increase the sale of renewably-produced products. Walmart is focusing on

Accepted Answer

A)  using ecological buying centers.
B)  complying with government regulations.
C)  engaging in cause marketing.
D)  using sustainable procurement.
E)  meeting ISO 9000 standards.F) A) and B)
G) None of the above

Question 12

-Based on Figure 5-1 above, what is the most likely industry sector represented by NAICS code 51?

Accepted Answer

A)  manufacturing
B)  fisheries
C)  information
D)  publishing
E)  retailingF) B) and E)
G) C) and D)

Question 13

In the organizational buying process, important product or service characteristics include

Accepted Answer

A)  delivery time, technical assistance, and postsale service.
B)  low price, buyer incentives, and extended contracts.
C)  buyer incentives, technical assistance, and exclusive contracts.
D)  quantity discounts, delivery time, and exclusive contracts.
E)  low price, buyer incentives, and post-sale serviceF) A) and E)
G) B) and D)

Question 14

Identify and describe the five roles an individual can play in a buying center.

Accepted Answer

There are five roles an individual can p...

Question 15

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. Mark has contacted three dealers of such trailers, which come fully customized to user specifications. After receiving three bids, Mark concluded that Century Industries has the best offer. He will present only the Century Industries information to the family tomorrow. What buying center roles does Mark perform?

Accepted Answer

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

Question 16

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) A) and B)

Question 17

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) A) and B)

Question 18

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?"F) B) and C)
G) C) and D)

Question 19

Several people often participate in the organizational buying process. Called a __________, these people share common goals, risks, and knowledge important to a purchase decision.

Accepted Answer

A)  buying center
B)  buying cohort
C)  sustainable procurement committee
D)  stakeholder group
E)  purchasing departmentF) B) and E)
G) D) and E)

Question 20

The group of people within an organization who participate in the buying process and share common goals, risks, and knowledge important to a purchase decision is referred to as the

Accepted Answer

A)  gatekeeper.
B)  buying center.
C)  purchasing department.
D)  procurement committee.
E)  acquisition officeF) B) and C)
G) A) and E)

Exam 5: Understanding Organizations As Customers

The primary organizational buying objective for business firms is to

Correct Answer
verified

Identify and describe the five roles an individual can play in a buying center.

Correct Answer
verified
There are five roles an individual can p...
View Answer

Which of the following characterizes organizational buyer-seller relationships?

Correct Answer
verified

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

The City of Denver contracts with Solid Waste Management to provide trash collection services for its citizens. The city is operating as a(n)

Correct Answer
verified

The first stage in the organizational buying decision process is

Correct Answer
verified

During late summer and early fall, there is a large demand for containers located 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
verified

-Based on Figure 5-1 above, what is the most likely industry sector represented by NAICS code 51?

Correct Answer
verified

Recently, Matt Kistler, a senior vice-president at Walmart, claimed the company was making progress on achieving three major goals: (1) to be supplied by 100% renewable energy; (2) to create zero-waste; and (3) to increase the sale of renewably-produced products. Walmart is focusing on

Correct Answer
verified

Correct Answer
verified

The group of people within an organization who participate in the buying process and share common goals, risks, and knowledge important to a purchase decision is referred to as the

Correct Answer
verified

Several people often participate in the organizational buying process. Called a __________, these people share common goals, risks, and knowledge important to a purchase decision.

Correct Answer
verified

Purchasing that aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the impact on human health and the physical environment is referred to as

Correct Answer
verified

Correct Answer
verified

Reverse auctions

Correct Answer
verified

Correct Answer
verified

A __________ exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate consumer.

Correct Answer
verified

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
verified

A sales representative for a pharmaceutical company visits the doctor's office, hoping to explain a new drug to the doctor. However, the office receptionist explains that the doctor is with patients and will not be able to see the sales rep. The receptionist is acting as a(n) __________.

Correct Answer
verified

In the organizational buying process, important product or service characteristics include

Correct Answer
verified

Exam 5: Understanding Organizations As Customers

The primary organizational buying objective for business firms is to

Correct AnswerverifiedShow Answer

Identify and describe the five roles an individual can play in a buying center.

Correct AnswerverifiedThere are five roles an individual can p...View AnswerShow Answer

Which of the following characterizes organizational buyer-seller relationships?

Correct AnswerverifiedShow Answer

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

The City of Denver contracts with Solid Waste Management to provide trash collection services for its citizens. The city is operating as a(n)

Correct AnswerverifiedShow Answer

The first stage in the organizational buying decision process is

Correct AnswerverifiedShow Answer

During late summer and early fall, there is a large demand for containers located 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

-Based on Figure 5-1 above, what is the most likely industry sector represented by NAICS code 51?

Correct AnswerverifiedShow Answer

Recently, Matt Kistler, a senior vice-president at Walmart, claimed the company was making progress on achieving three major goals: (1) to be supplied by 100% renewable energy; (2) to create zero-waste; and (3) to increase the sale of renewably-produced products. Walmart is focusing on

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The group of people within an organization who participate in the buying process and share common goals, risks, and knowledge important to a purchase decision is referred to as the

Correct AnswerverifiedShow Answer

Several people often participate in the organizational buying process. Called a __________, these people share common goals, risks, and knowledge important to a purchase decision.

Correct AnswerverifiedShow Answer

Purchasing that aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the impact on human health and the physical environment is referred to as

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Reverse auctions

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

A __________ exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate consumer.

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

A sales representative for a pharmaceutical company visits the doctor's office, hoping to explain a new drug to the doctor. However, the office receptionist explains that the doctor is with patients and will not be able to see the sales rep. The receptionist is acting as a(n) __________.

Correct AnswerverifiedShow Answer

In the organizational buying process, important product or service characteristics include

Correct AnswerverifiedShow Answer

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There are five roles an individual can p...
View Answer

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