Question 1

Organizational buying behavior refers to

Accepted Answer

A)  the actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions.
B)  the decision-making process that organizations use to establish the need for products and services and identify, evaluate, and choose among alternative brands and suppliers.
C)  the determination of what to purchase and the quantity to purchase based upon derived demand.
D)  the determination of what to purchase and the quantity to purchase based upon the derived supply.
E)  the process that organizations use to purchase the raw materials and tools used in the manufacturing of a product.F) A) and C)
G) A) and E)

Question 2

Figure 5-5
-Figure 5-5 above summarizes how buy classes affect buying center tendencies in different ways. Identify the buy-class situations A, B, and
C.Column A is a new buy situation; B is a straight rebut situation; and C is a modified rebuy situation.

Accepted Answer

Column A is a new buy situatio...

Question 3

A business market is also referred to as

Accepted Answer

A)  a transactional market.
B)  a corporate market.
C)  a government market.
D)  a reseller market.
E)  an industrial market.F) A) and C)
G) A) and B)

Question 4

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

Accepted Answer

A)  consumer demand
B)  longevity
C)  promotional incentives
D)  technical capability
E)  senior management directivesF) B) and D)
G) C) and D)

Question 5

-In the breakdown for the NAICS code based on Figure 5-1 above, Column A represents the

Accepted Answer

A)  two-digit industry sector code.
B)  three-digit industry subsector code.
C)  four-digit industry group code.
D)  five-digit industry code.
E)  six-digit U.S. national industry codeF) C) and D)
G) B) and D)

Question 6

A buy class situation affects buying center tendencies in different ways. If there are many people involved, the problem definition is uncertain, and the buying objective is to find a good solution, the buy class situation is most likely a

Accepted Answer

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

Question 7

A buy class situation affects buying center tendencies in different ways. If there are two or three people involved, the problem definition has only minor modifications, and the buying objective is the low-priced supplier, the buy class situation is most likely a

Accepted Answer

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

Question 8

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 B)
G) C) and D)

Question 9

Concert Staging Company provides the stage, roof system, lighting and sound for outdoor concerts and theatrical events. The number of concert and theater events sponsored by various organizations determines how many times the company is hired to provide its services, which often depends on consumer willingness to buy event tickets. Demand for the services provided by Concert Staging Company is would be considered __________.

Accepted Answer

A)  derived
B)  unitized
C)  industrial
D)  applied
E)  resellerF) A) and E)
G) A) and D)

Question 10

Differentiate between traditional and reverse auctions.

Accepted Answer

In a traditional auction, there is one s...

Question 11

What is an important limitation of NAICS codes that inhibit their usefulness?

Accepted Answer

The NAICS has an important limitation. F...

Question 12

Organizational buyers include manufacturers, wholesalers, retailers, and government agencies that

Accepted Answer

A)  purchase exclusively from one supplier.
B)  are exempt from state and local taxes.
C)  sell directly to ultimate consumers.
D)  sell goods and services for their own use.
E)  buy goods and services for their own use or for resalE.Organizational buyers are those manufacturers, wholesalers, retailers, and government agencies that buy goods and services for their own use or for resale.F) A) and E)
G) A) and B)

Question 13

Online trading communities that bring together buyers and supplier organizations to make possible the real time exchange of information, money, products, and services are referred to as

Accepted Answer

A)  webfronts.
B)  iCommerce.
C)  e-commerce marketspaces.
D)  e-marketplaces.
E)  X-changes.F) All of the above
G) None of the above

Question 14

The reseller market includes

Accepted Answer

A)  manufacturers.
B)  logistics and supply chain providers.
C)  government agencies.
D)  end-user service providers.
E)  retailers and wholesalers.F) C) and D)
G) A) and D)

Question 15

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.F) D) and E)
G) None of the above

Question 16

In a buying center, __________ affect the buying decision, usually by helping define the specifications for what is bought.

Accepted Answer

A)  gatekeepers
B)  deciders
C)  buyers
D)  influencers
E)  usersF) A) and E)
G) None of the above

Question 17

For e-marketplaces, large companies tend to favor __________ that link them with their network of qualified suppliers and customers.

Accepted Answer

A)  centralized markets
B)  decentralized markets
C)  private exchanges
D)  segregated markets
E)  independent trading communitiesF) A) and C)
G) A) and E)

Question 18

-In Figure 5-6B above, 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.F) B) and E)
G) A) and B)

Question 19

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their quality control?

Accepted Answer

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

Question 20

The system that provides common industry definitions for Canada, Mexico, and the United States, which makes it easier to measure economic activity in the three member countries of the North American Free Trade Agreement (NAFTA) , is referred to as the

Accepted Answer

A)  Standard Industrial Code System (SICS) .
B)  United Nations Central Product Classification System (UNCPCS) .
C)  National Codes of Industry System (NCIS) .
D)  North American Industry Classification System (NAICS) .
E)  Federal System of International Organizations (FSIO) .F) None of the above
G) B) and C)

Exam 5: Understanding Organizations As Customers

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

Correct Answer
verified

-In Figure 5-6B above, as the number of sellers increases, the price

Correct Answer
verified

For e-marketplaces, large companies tend to favor __________ that link them with their network of qualified suppliers and customers.

Correct Answer
verified

A buy class situation affects buying center tendencies in different ways. If there are two or three people involved, the problem definition has only minor modifications, and the buying objective is the low-priced supplier, the buy class situation is most likely a

Correct Answer
verified

The system that provides common industry definitions for Canada, Mexico, and the United States, which makes it easier to measure economic activity in the three member countries of the North American Free Trade Agreement (NAFTA) , is referred to as the

Correct Answer
verified

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

Correct Answer
verified

Organizational buying behavior refers to

Correct Answer
verified

Online trading communities that bring together buyers and supplier organizations to make possible the real time exchange of information, money, products, and services are referred to as

Correct Answer
verified

Figure 5-5 -Figure 5-5 above summarizes how buy classes affect buying center tendencies in different ways. Identify the buy-class situations A, B, and C.Column A is a new buy situation; B is a straight rebut situation; and C is a modified rebuy situation.

Correct Answer
verified
Column A is a new buy situatio...
View Answer

Differentiate between traditional and reverse auctions.

Correct Answer
verified
In a traditional auction, there is one s...
View Answer

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their quality control?

Correct Answer
verified

Organizational buyers include manufacturers, wholesalers, retailers, and government agencies that

Correct Answer
verified

Correct Answer
verified

What is an important limitation of NAICS codes that inhibit their usefulness?

Correct Answer
verified
The NAICS has an important limitation. F...
View Answer

-In the breakdown for the NAICS code based on Figure 5-1 above, Column A represents the

Correct Answer
verified

The reseller market includes

Correct Answer
verified

A buy class situation affects buying center tendencies in different ways. If there are many people involved, the problem definition is uncertain, and the buying objective is to find a good solution, the buy class situation is most likely a

Correct Answer
verified

In a buyer-seller relationship, reciprocity refers to

Correct Answer
verified

In a buying center, __________ affect the buying decision, usually by helping define the specifications for what is bought.

Correct Answer
verified

A business market is also referred to as

Correct Answer
verified

Exam 5: Understanding Organizations As Customers

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

Correct AnswerverifiedShow Answer

-In Figure 5-6B above, as the number of sellers increases, the price

Correct AnswerverifiedShow Answer

For e-marketplaces, large companies tend to favor __________ that link them with their network of qualified suppliers and customers.

Correct AnswerverifiedShow Answer

A buy class situation affects buying center tendencies in different ways. If there are two or three people involved, the problem definition has only minor modifications, and the buying objective is the low-priced supplier, the buy class situation is most likely a

Correct AnswerverifiedShow Answer

The system that provides common industry definitions for Canada, Mexico, and the United States, which makes it easier to measure economic activity in the three member countries of the North American Free Trade Agreement (NAFTA) , is referred to as the

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Organizational buying behavior refers to

Correct AnswerverifiedShow Answer

Online trading communities that bring together buyers and supplier organizations to make possible the real time exchange of information, money, products, and services are referred to as

Correct AnswerverifiedShow Answer

Figure 5-5 -Figure 5-5 above summarizes how buy classes affect buying center tendencies in different ways. Identify the buy-class situations A, B, and C.Column A is a new buy situation; B is a straight rebut situation; and C is a modified rebuy situation.

Correct AnswerverifiedColumn A is a new buy situatio...View AnswerShow Answer

Differentiate between traditional and reverse auctions.

Correct AnswerverifiedIn a traditional auction, there is one s...View AnswerShow Answer

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their quality control?

Correct AnswerverifiedShow Answer

Organizational buyers include manufacturers, wholesalers, retailers, and government agencies that

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

What is an important limitation of NAICS codes that inhibit their usefulness?

Correct AnswerverifiedThe NAICS has an important limitation. F...View AnswerShow Answer

-In the breakdown for the NAICS code based on Figure 5-1 above, Column A represents the

Correct AnswerverifiedShow Answer

The reseller market includes

Correct AnswerverifiedShow Answer

A buy class situation affects buying center tendencies in different ways. If there are many people involved, the problem definition is uncertain, and the buying objective is to find a good solution, the buy class situation is most likely a

Correct AnswerverifiedShow Answer

In a buyer-seller relationship, reciprocity refers to

Correct AnswerverifiedShow Answer

In a buying center, __________ affect the buying decision, usually by helping define the specifications for what is bought.

Correct AnswerverifiedShow Answer

A business market is also referred to as

Correct AnswerverifiedShow Answer

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Column A is a new buy situatio...
View Answer

Correct Answer
verified
In a traditional auction, there is one s...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The NAICS has an important limitation. F...
View Answer

Correct Answer
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