Question 1

General Electric made a decision to purchase rather than manufacture electric motors for its clothes dryers.The firm used a formal vendor rating system to evaluate suppliers and notified those whose parts did not meet its quality standards.If a supplier failed to correct the problem,GE would drop the firm as a future supplier.Which stage in the organizational buying decision process would GE make this decision?

Accepted Answer

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

Question 2

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

Accepted Answer

A)   gatekeeper
B)   decider
C)   influencer
D)   obstructionist
E)   power-brokerF) B) and C)
G) D) and E)

Question 3

Unfortunately,the NAICS system will not allow marketing managers to gather information about

Accepted Answer

A)   import competition in domestic markets.
B)   geographic distribution of industries.
C)   market share in a pure competition environment.
D)   demand for goods and services.
E)   data on industries that are oligopolies.F) B) and D)
G) A) and E)

Question 4

people in the organization who actually use the product or service are referred to as __________.

Accepted Answer

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

Question 5

a purchase is a new buy for a manufacturer,the seller should expect a long time for a buying decision to be reached,work with technical personnel,and

Accepted Answer

A)   expect specifications to be changed many times before the buy is completed.
B)   expect a lot of conflict.
C)   focus on a good solution to the problem for the buyer.
D)   expect to have to do some favors for the decision-makers.
E)   avoid making concessions or compromises.F) B) and E)
G) A) and E)

Question 6

firm that reprocesses a good or service it buys before selling the product again to the next buyer is referred to as a(n)

Accepted Answer

A)   industrial firm.
B)   reseller firm.
C)   government agency.
D)   wholesaler.
E)   retailer.F) C) and D)
G) B) and E)

Question 7

Differentiate between traditional and reverse auctions.

Accepted Answer

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

Question 8

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) A) and C)
G) A) and B)

Question 9

Reverse auctions

Accepted Answer

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

Question 10

Another name for an e-marketplace is a(n)

Accepted Answer

A)   e-hub.
B)   E-place.
C)   e-trade.
D)   E-xchange.
E)   4NXchange.F) D) and E)
G) B) and E)

Question 11

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

Accepted Answer

A)   the supplier consideration set.
B)   derived demand factors.
C)   evaluative criteria.
D)   performance metrics.
E)   organizational buying criteria.F) A) and D)
G) A) and E)

Question 12

Which of the following is a service business within the industrial market?

Accepted Answer

A)   retailing
B)   mining
C)   finance
D)   government
E)   farmingF) B) and C)
G) B) and D)

Question 13

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)   integrated marketsF) A) and B)
G) C) and D)

Question 14

Derived demand means the demand for industrial products and services is driven by,or derived from,the

Accepted Answer

A)   NAICS statistical models.
B)   gross national product.
C)   demand for consumer goods and services.
D)   demand for industrial goods and services.
E)   demand for government goods and services.F) A) and E)
G) None of the above

Question 15

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

Accepted Answer

The NAICS has an important limitation.Fi...

Question 16

Concert Staging Company provides the stage,the roof system,and the lighting and sound for outdoor concerts and theaters.It is typically hired by the organization sponsoring the event.When the economy slows down,consumers are more likely to save their money for a rainy day rather than buy a concert or theater ticket.The number of concert and theater events determines how many times the company gets to provide its services.Demand for the services provided by Concert Staging Company is a result of __________ demand.

Accepted Answer

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

Question 17

E-Marketplaces refer to

Accepted Answer

A)   virtual or holographic purchasing marketspaces that allow manufacturers to estimate demand based upon different changes in environmental forces.
B)   websites that allow consumers to make direct purchases from a manufacturer rather than through a traditional retail outlet.
C)   online trading communities that bring together buyers and supplier organizations to make possible the real time exchange of information, money, products, and services.
D)   computer simulations that allow manufacturers to estimate how much inventory to keep on hand based upon different purchasing scenarios.
E)   a computer database cosponsored by the U.S. Department of Commerce and the World Trade Organization (WTO)  that houses all public access records for the purpose of aiding American and global businesses.F) B) and E)
G) B) and D)

Question 18

Large multi-store chain retailers such as Sears,Safeway,and Target use a highly formalized buying center referred to as a(n)

Accepted Answer

A)   ad hoc committee.
B)   buying committee.
C)   central control unit.
D)   purchasing department.
E)   purchasing control system.F) A) and B)
G) A) and C)

Question 19

office of SFX Entertainment,a talent promoter,needs a new fax machine that will print at three seconds a page (instead of five seconds per page like the one it is using now) and has both local and network printing capabilities.The purchase of a replacement fax machine would be an example of a

Accepted Answer

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

Question 20

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 subjective attributes of the supplier's products and services and the capabilities of the supplier itself.
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.F) A) and C)
G) A) and D)

Exam 6: Understanding Organizations As Customers

people in the organization who actually use the product or service are referred to as __________.

Correct Answer
verified

Large multi-store chain retailers such as Sears,Safeway,and Target use a highly formalized buying center referred to as a(n)

Correct Answer
verified

Organizational buying criteria refer to

Correct Answer
verified

Unfortunately,the NAICS system will not allow marketing managers to gather information about

Correct Answer
verified

Correct Answer
verified

Another name for an e-marketplace is a(n)

Correct Answer
verified

Reverse auctions

Correct Answer
verified

Derived demand means the demand for industrial products and services is driven by,or derived from,the

Correct Answer
verified

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

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

Correct Answer
verified

Large companies tend to favor __________ that link them with their network of qualified suppliers and customers.

Correct Answer
verified

firm that reprocesses a good or service it buys before selling the product again to the next buyer is referred to as a(n)

Correct Answer
verified

Correct Answer
verified

office of SFX Entertainment,a talent promoter,needs a new fax machine that will print at three seconds a page (instead of five seconds per page like the one it is using now) and has both local and network printing capabilities.The purchase of a replacement fax machine would be an example of a

Correct Answer
verified

a purchase is a new buy for a manufacturer,the seller should expect a long time for a buying decision to be reached,work with technical personnel,and

Correct Answer
verified

Which of the following is a service business within the industrial market?

Correct Answer
verified

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

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

Differentiate between traditional and reverse auctions.

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

E-Marketplaces refer to

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

people in the organization who actually use the product or service are referred to as __________.

Correct AnswerverifiedShow Answer

Large multi-store chain retailers such as Sears,Safeway,and Target use a highly formalized buying center referred to as a(n)

Correct AnswerverifiedShow Answer

Organizational buying criteria refer to

Correct AnswerverifiedShow Answer

Unfortunately,the NAICS system will not allow marketing managers to gather information about

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Another name for an e-marketplace is a(n)

Correct AnswerverifiedShow Answer

Reverse auctions

Correct AnswerverifiedShow Answer

Derived demand means the demand for industrial products and services is driven by,or derived from,the

Correct AnswerverifiedShow Answer

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

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

Correct AnswerverifiedShow Answer

Large companies tend to favor __________ that link them with their network of qualified suppliers and customers.

Correct AnswerverifiedShow Answer

firm that reprocesses a good or service it buys before selling the product again to the next buyer is referred to as a(n)

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

office of SFX Entertainment,a talent promoter,needs a new fax machine that will print at three seconds a page (instead of five seconds per page like the one it is using now) and has both local and network printing capabilities.The purchase of a replacement fax machine would be an example of a

Correct AnswerverifiedShow Answer

a purchase is a new buy for a manufacturer,the seller should expect a long time for a buying decision to be reached,work with technical personnel,and

Correct AnswerverifiedShow Answer

Which of the following is a service business within the industrial market?

Correct AnswerverifiedShow Answer

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

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

Differentiate between traditional and reverse auctions.

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

E-Marketplaces refer to

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

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

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

Correct Answer
verified