Question 1

Which of the following represents 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 SmartTV 55-inch 3D OLED HDTV for her den.
C)  Mr.Langley hires a housecleaning service to clean his apartment.
D)  The owner of a fried chicken restaurant hires a snow removal service to keep the parking lot clear.
E)  The city mayor rents a tuxedo to wear to his daughter's wedding.F) A) and D)
G) A) and C)

Question 2

All of the following are roles in a buying center EXCEPT:

Accepted Answer

A)  specifiers.
B)  deciders.
C)  buyers.
D)  influencers.
E)  users.F) A) and E)
G) A) and B)

Question 3

The North American Industry Classification System (NAICS) system designates industries with a numerical code in a defined structure.A six-digit coding system is used.The fifth digit designates a(n)

Accepted Answer

A)  industry subsector.
B)  industry group.
C)  specific industry.
D)  individual country-level national industry.
E)  sector of the economy.F) C) and D)
G) D) and E)

Question 4

The decision by Maytag to purchase electric motors for its clothes dryers rather than to manufacture them itself is the result of a(n)

Accepted Answer

A)  value analysis.
B)  rebuy decision.
C)  reciprocity agreement.
D)  sensitivity analysis.
E)  make-buy decision.F) B) and E)
G) A) and E)

Question 5

The North American Industry Classification System (NAICS) provides common industry definitions to facilitate the measurement of economic activity for the member countries of the

Accepted Answer

A)  European Union (EU) .
B)  United Nations (UN) .
C)  North American Free Trade Agreement (NAFT
A)  .
D)  North Atlantic Treaty Organization (NATO) .
E)  World Trade Organization (WTO) .F) A) and C)
G) A) and B)

Question 6

A software company has changed and updated its logo.It now needs to order new letterhead and business cards.This purchase would be a

Accepted Answer

A)  modified rebuy.
B)  straight rebuy.
C)  new buy.
D)  standard reorder.
E)  class buy.F) B) and D)
G) D) and E)

Question 7

A university's marketing department typically purchases backpacks with its logo embroidered on them for all incoming freshmen.This year,because they've heard complaints,marketing managers want to buy similar backpacks but want to find one that is a little more durable.This is an example of a

Accepted Answer

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

Question 8

The primary objective for nonprofit firms and government agencies is usually to

Accepted Answer

A)  meet the needs of the groups they serve.
B)  increase profits through reducing costs.
C)  increase profits through increasing revenues.
D)  maintain profits through reducing costs and increasing revenues.
E)  reduce profits through reducing costs and reducing revenues.F) C) and E)
G) B) and D)

Question 9

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

Accepted Answer

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

Question 10

The make-buy decision is typically made during which stage of the organizational buying decision process?

Accepted Answer

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

Question 11

A buy class situation affects buying center tendencies in different ways.If there are two or three people involved,the time required for a decision is moderate,and only present suppliers are considered,the buy class situation is MOST LIKELY a

Accepted Answer

A)  new buy.
B)  straight rebuy.
C)  modified rebuy.
D)  conditional rebuy.
E)  standard reorder.F) B) and D)
G) D) and E)

Question 12

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) D) and E)
G) B) and E)

Question 13

Which type of auction does Figure 6-6A above represent?

Accepted Answer

A)  reverse auction
B)  horizontal auction
C)  vertical auction
D)  diagonal auction
E)  traditional auctionF) A) and D)
G) B) and D)

Question 14

Small businesses benefit from independent __________ like Plastics Net,Hospital Network.com,and Textile Web.

Accepted Answer

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

Question 15

What are the three types of organizational buying situations or buy classes? Give an example of each.

Accepted Answer

There are three types of buying situatio...

Question 16

As shown in buying center photo above,an organization's buying center includes individuals who can play one or more of the following roles EXCEPT:

Accepted Answer

A)  gatekeepers.
B)  deciders.
C)  buyers.
D)  product champions.
E)  influencers.F) A) and B)
G) A) and C)

Question 17

Apex Therapeutic buys medical supplies and services from a variety of suppliers for people with hemophilia and other related blood diseases.When Apex sells directly to a person who is a hemophiliac,it would most LIKELY be classified as a(n) __________.

Accepted Answer

A)  industrial service provider
B)  healthcare manufacturer.
C)  reseller
D)  industrial firm
E)  government agencyF) All of the above
G) B) and E)

Question 18

Reverse auctions

Accepted Answer

A)  are seller-initiated.
B)  benefit the sellers significantly more than the buyers.
C)  have an increasing number of buyers as the auction progresses.
D)  put downward pressure on prices.
E)  have many buyers.F) C) and D)
G) All of the above

Question 19

When the 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)  make-buy decisions.
C)  supply partnerships.
D)  supplier development.
E)  directive purchasing.F) A) and E)
G) None of the above

Question 20

Federal,state,and local agencies that buy products and services for the constituents they serve are referred to as

Accepted Answer

A)  industrial markets.
B)  reseller markets.
C)  consumer markets.
D)  government units.
E)  global markets.F) A) and C)
G) A) and B)

Exam 6: Understanding Organizations As Customers

A university's marketing department typically purchases backpacks with its logo embroidered on them for all incoming freshmen.This year,because they've heard complaints,marketing managers want to buy similar backpacks but want to find one that is a little more durable.This is an example of a

Correct AnswerverifiedShow Answer

As shown in buying center photo above,an organization's buying center includes individuals who can play one or more of the following roles EXCEPT:

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

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

Correct AnswerverifiedShow Answer

The North American Industry Classification System (NAICS) system designates industries with a numerical code in a defined structure.A six-digit coding system is used.The fifth digit designates a(n)

Correct AnswerverifiedShow Answer

The make-buy decision is typically made during which stage of the organizational buying decision process?

Correct AnswerverifiedShow Answer

Which type of auction does Figure 6-6A above represent?

Correct AnswerverifiedShow Answer

The primary objective for nonprofit firms and government agencies is usually to

Correct AnswerverifiedShow Answer

A buy class situation affects buying center tendencies in different ways.If there are two or three people involved,the time required for a decision is moderate,and only present suppliers are considered,the buy class situation is MOST LIKELY a

Correct AnswerverifiedShow Answer

The decision by Maytag to purchase electric motors for its clothes dryers rather than to manufacture them itself is the result of a(n)

Correct AnswerverifiedShow Answer

Federal,state,and local agencies that buy products and services for the constituents they serve are referred to as

Correct AnswerverifiedShow Answer

All of the following are roles in a buying center EXCEPT:

Correct AnswerverifiedShow Answer

Apex Therapeutic buys medical supplies and services from a variety of suppliers for people with hemophilia and other related blood diseases.When Apex sells directly to a person who is a hemophiliac,it would most LIKELY be classified as a(n) __________.

Correct AnswerverifiedShow Answer

What are the three types of organizational buying situations or buy classes? Give an example of each.

Correct AnswerverifiedThere are three types of buying situatio...View AnswerShow Answer

Small businesses benefit from independent __________ like Plastics Net,Hospital Network.com,and Textile Web.

Correct AnswerverifiedShow Answer

Reverse auctions

Correct AnswerverifiedShow Answer

Which of the following represents an organizational buyer?

Correct AnswerverifiedShow Answer

When the 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

A software company has changed and updated its logo.It now needs to order new letterhead and business cards.This purchase would be a

Correct AnswerverifiedShow Answer

The North American Industry Classification System (NAICS) provides common industry definitions to facilitate the measurement of economic activity for the member countries of the

Correct AnswerverifiedShow Answer

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There are three types of buying situatio...
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