Question 1

What is the buying center? In what type of business would a buying center most likely be found?

Accepted Answer

A buying center is a group of individual...

Question 2

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

Accepted Answer

A)  that purchase exclusively from one supplier.
B)  that are exempt from state and local taxes.
C)  that sell directly to ultimate consumers.
D)  that employ at least 1000 workers.
E)  that buy goods and services for their own use or resale.F) A) and C)
G) D) and E)

Question 3

eBay is the predominant person-to-person trading community in the world.The eBay Business Web site is an example of a(n)

Accepted Answer

A)  webfront operation.
B)  clicks-and-mortar store.
C)  e-marketplace.
D)  non-competitive market.
E)  integrated market.F) All of the above
G) A) and B)

Question 4

Important product or service characteristics in organizational buying behavior include: products or services of a technical nature, purchased on the basis of specifications; a large portion of goods are purchased in a raw or semi-finished state, and

Accepted Answer

A)  a heavy emphasis on quantity price discounts, extended contracts, and customer loyalty.
B)  a heavy emphasis placed on delivery time, technical assistance, and postsale service.
C)  flexibility with delivery schedules, technical assistance, and renewable contracts.
D)  market sensitive pricing, sales incentives, and postsale service.
E)  flexibility with product specifications, limited liability, and adherence to government regulations.F) B) and E)
G) A) and B)

Question 5

These buyers purchase raw materials and parts to reprocess into the finished goods they sell.

Accepted Answer

A)  retailers
B)  wholesalers
C)  manufacturers' agents
D)  manufacturers
E)  ultimate consumersF) None of the above
G) C) and D)

Question 6

When Walmart jumps, the retail world shakes.So when Walmart says it's going to work with its suppliers partnerships to cut 20m tons of emissions from its supply chain, is it too far to say it's a leap in the __________?

Accepted Answer

A)  ISO 9000 revolution
B)  IXO 14000 revolution
C)  sustainability revolution
D)  compliancy revolution
E)  consistency codes revolutionF) A) and E)
G) A) and C)

Question 7

Explain the differences between independent e-marketplaces and private exchanges.

Accepted Answer

Both are forms of e-marketplaces.Indepen...

Question 8

A study on ethical practices in purchasing found that smaller firms frequently make agreements with other organizations to purchase each other's goods and services.(This occurs much more frequently with small firms rather than larger firms.)  This practice is referred to as

Accepted Answer

A)  exclusive dealing.
B)  review marketing.
C)  reciprocity.
D)  transactional relationships.
E)  tying arrangements.F) C) and D)
G) B) and C)

Question 9

How might a marketing manager, for a manufacturer of turboprop engines used in private jet planes, use the North American Industry Classification (NAICS)  system to help with his or her marketing planning?

Accepted Answer

A)  She could record the NAICS numbers for each of her firm's best customers, and then obtain lists of companies with the same NAICS numbers.
B)  She could go to a library to find the NAICS numbers for all government units-federal, state, and local.
C)  She could identify all NAICS numbers that reflect the classifications of her firm's customers and compare them to previous SIC codes.
D)  She could poll her field sales organization to see if her company's sales representatives know what NAICS numbers mean.
E)  She could forgo using the NAICS system because it is a dated concept that has no current usefulness.F) A) and B)
G) A) and C)

Question 10

Merrill Lynch and Thompson Financial are two years into a three-year, $1 billion project that will put workstations on the desks of 25,000 Merrill Lynch's brokers.These machines will put the world of investing information at the broker's fingertips.Thompson, the supplier, is obligated not only to deliver technology and services on time and on budget, but to constantly improve customer-satisfaction levels among Merrill's brokers and end customers.This is a(n)  example of

Accepted Answer

A)  reciprocity.
B)  exclusive dealing.
C)  review marketing.
D)  tying arrangement.
E)  long-term buyer-seller relationship.F) C) and D)
G) A) and E)

Question 11

FIGURE 6-3 
-An organization's buying center (see Figure 6-3 above) , has individuals that can play one or more of the following roles except __________.

Accepted Answer

A)  gatekeepers
B)  deciders
C)  buyers
D)  champion
E)  influencersF) A) and E)
G) C) and D)

Question 12

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 have sequential bidding.
E)  have many buyers at the start of the auction.F) A) and D)
G) B) and E)

Question 13

North American Industry Classification System (NAICS)  refers to

Accepted Answer

A)  the system that provides common industry definitions for North America, Central America, and South America, which makes it easier to measure economic activity in the three member countries involved.
B)  the system that provides common industry definitions between Canada the United States, which makes it easier to measure economic activity and releases barriers of trade for manufacturing and distribution for cross-border firms.
C)  the system that provides common industry definitions for North America, Africa, and Asia, which makes it easier to measure economic activity in the three member continents involved.
D)  the system that provides common industry definitions between Canada the United States, which makes it easier to measure economic activity and reduces barriers of trade for pharmaceuticals.
E)  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 (NAFT
A)  .F) B) and E)
G) C) and D)

Question 14

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

Accepted Answer

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

Question 15

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

Accepted Answer

A)  industrial markets.
B)  reseller markets.
C)  cooperative markets.
D)  government units.
E)  facilitating agents.F) A) and B)
G) A) and C)

Question 16

As the salesperson for West Plains band saw talked to a group from Conner Industries, he overheard one of the men on the production line saying, "This band saw has a 36-inch wheel that could really save us time, and with its adjustable height, it can be operated by someone tall like me and by some of our shorter workers.I bet this will speed up production time by 30 percent.Why don't we order this band saw?" The person the salesperson heard giving input has which buying center role?

Accepted Answer

A)  purchasing agent
B)  decider
C)  buyer
D)  motivator
E)  userF) None of the above
G) B) and C)

Question 17

In an effort to make better and more efficient purchase decisions, the Ford Motor Company forms loosely organized groups of people who work together on purchase decisions.The people included in these groups change depending on the purchase situation and may include key personnel from various departments, including research and development, finance, marketing, shipping, and sales.Such a loosely organized group of people within an organization who are involved in the purchase decision is correctly called an organizational

Accepted Answer

A)  selling committee.
B)  functional unit.
C)  purchasing unit.
D)  buying center.
E)  decision-making unit.F) B) and C)
G) C) and D)

Question 18

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

Accepted Answer

A)  binding partnership
B)  company partnership
C)  restricted relationship
D)  supply partnership
E)  symbiotic partnershipF) A) and D)
G) D) and E)

Question 19

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 fourth digit represents a(n)

Accepted Answer

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

Question 20

A computer company salesperson invites the IT managers of its top ten customers (in terms of dollar sales)  to view a demonstration of the firm's new product line so she can obtain their opinions regarding various options and configurations that could be offered.These IT managers are most likely to be the __________ of their organizations' buying centers.

Accepted Answer

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

Exam 6: Understanding Organizations As Customers

Correct Answer
verified

Correct Answer
verified

These buyers purchase raw materials and parts to reprocess into the finished goods they sell.

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

What is the buying center? In what type of business would a buying center most likely be found?

Correct Answer
verified
A buying center is a group of individual...
View Answer

Correct Answer
verified

FIGURE 6-3 -An organization's buying center (see Figure 6-3 above) , has individuals that can play one or more of the following roles except __________.

Correct Answer
verified

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

Correct Answer
verified

Explain the differences between independent e-marketplaces and private exchanges.

Correct Answer
verified
Both are forms of e-marketplaces.Indepen...
View Answer

Reverse auctions

Correct Answer
verified

eBay is the predominant person-to-person trading community in the world.The eBay Business Web site is an example of a(n)

Correct Answer
verified

When Walmart jumps, the retail world shakes.So when Walmart says it's going to work with its suppliers partnerships to cut 20m tons of emissions from its supply chain, is it too far to say it's a leap in the __________?

Correct Answer
verified

How might a marketing manager, for a manufacturer of turboprop engines used in private jet planes, use the North American Industry Classification (NAICS) system to help with his or her marketing planning?

Correct Answer
verified

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 fourth digit represents a(n)

Correct Answer
verified

Important product or service characteristics in organizational buying behavior include: products or services of a technical nature, purchased on the basis of specifications; a large portion of goods are purchased in a raw or semi-finished state, and

Correct Answer
verified

North American Industry Classification System (NAICS) refers to

Correct Answer
verified

A study on ethical practices in purchasing found that smaller firms frequently make agreements with other organizations to purchase each other's goods and services.(This occurs much more frequently with small firms rather than larger firms.) This practice is referred to as

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 of and/or increasing the value of goods and services delivered to the ultimate customer.

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

These buyers purchase raw materials and parts to reprocess into the finished goods they sell.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

What is the buying center? In what type of business would a buying center most likely be found?

Correct AnswerverifiedA buying center is a group of individual...View AnswerShow Answer

Correct AnswerverifiedShow Answer

FIGURE 6-3 -An organization's buying center (see Figure 6-3 above) , has individuals that can play one or more of the following roles except __________.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Explain the differences between independent e-marketplaces and private exchanges.

Correct AnswerverifiedBoth are forms of e-marketplaces.Indepen...View AnswerShow Answer

Reverse auctions

Correct AnswerverifiedShow Answer

eBay is the predominant person-to-person trading community in the world.The eBay Business Web site is an example of a(n)

Correct AnswerverifiedShow Answer

When Walmart jumps, the retail world shakes.So when Walmart says it's going to work with its suppliers partnerships to cut 20m tons of emissions from its supply chain, is it too far to say it's a leap in the __________?

Correct AnswerverifiedShow Answer

How might a marketing manager, for a manufacturer of turboprop engines used in private jet planes, use the North American Industry Classification (NAICS) system to help with his or her marketing planning?

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 fourth digit represents a(n)

Correct AnswerverifiedShow Answer

Important product or service characteristics in organizational buying behavior include: products or services of a technical nature, purchased on the basis of specifications; a large portion of goods are purchased in a raw or semi-finished state, and

Correct AnswerverifiedShow Answer

North American Industry Classification System (NAICS) refers to

Correct AnswerverifiedShow Answer

A study on ethical practices in purchasing found that smaller firms frequently make agreements with other organizations to purchase each other's goods and services.(This occurs much more frequently with small firms rather than larger firms.) This practice is referred to as

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 of and/or increasing the value of goods and services delivered to the ultimate customer.

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified
A buying center is a group of individual...
View Answer

Correct Answer
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Correct Answer
verified

Correct Answer
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Correct Answer
verified
Both are forms of e-marketplaces.Indepen...
View Answer

Correct Answer
verified

Correct Answer
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Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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