Question 1

university has changed and updated its logo.It now finds needs to order new stationery and business cards for departments and staff of the university.This purchase would be a

Accepted Answer

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

Question 2

in the consumer decision process,evaluation occurs in the organizational buying decision process,but it is more formalized and often more sophisticated.All items purchased are examined in a formal product acceptance process.The performance of the vendor is also monitored and recorded.This evaluation occurs during the __________ stage.

Accepted Answer

A)   problem recognition
B)   supplier audit
C)   purchase decision
D)   postpurchase behavior
E)   performance reviewF) B) and C)
G) A) and E)

Question 3

During late summer and early fall,there is a large demand for containers located in Asia that are used to ship consumer goods 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) A) and E)
G) A) and D)

Question 4

demand for industrial products and services that is driven by demand for consumer products and services is referred to as

Accepted Answer

A)   derivative marketing.
B)   derived demand.
C)   derived supply.
D)   demand elasticity.
E)   sequential demand.F) A) and D)
G) B) and D)

Question 5

is a 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 6

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 time required for a decision is moderate,the buy class situation is a

Accepted Answer

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

Question 7

are the research director of a major marketing research consulting firm.You need to select an NAICS code that gives you the most detail about the competitors in a client's industry.Which of the following levels of classification would provide the greatest detail?

Accepted Answer

A)   Code 512
B)   Code 5175
C)   Code 51721
D)   Code 517212
E)   Code 5172122F) C) and E)
G) A) and C)

Question 8

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 the salesperson 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)   influencers
C)   reciprocity managers
D)   buyers
E)   usersF) A) and E)
G) None of the above

Question 9

Archer Daniels Midland Co.(ADM) is the world's largest cocoa-bean processor.It buys cocoa beans and converts them into cocoa powder and cocoa butter,which it then sells to companies like Hershey's that manufacture consumer products containing chocolate.ADM is operating in a(n) __________ market.

Accepted Answer

A)   consumer
B)   government
C)   service
D)   reseller
E)   industrialF) C) and D)
G) A) and D)

Question 10

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 B)
G) A) and C)

Question 11

Supplier development refers to

Accepted Answer

A)   the deliberate effort by suppliers to build relationships that shape buyers' products, services, and capabilities to fit both the buyer's and seller's needs, as well as the needs of ultimate consumers.
B)   the deliberate effort by organizational buyers to build relationships that shape suppliers' products, services, and capabilities to fit a buyer's needs and those of its customers.
C)   the practice of dividing up large orders among several suppliers rather than a single one to avoid possible manufacturing delays due to bad weather, plant mishaps, union issues, etc.
D)   the practice of establishing a close relationship with one supplier rather than many to insure loyalty and preferential treatment when filling exceptionally large orders.
E)   the shift of a firm from that of supplier to manufacturer when repeated experience with a product and excellent buyer/seller relationships make the shift both more feasible and profitable.F) C) and D)
G) A) and E)

Question 12

JCPMedia buys paper,it considers suppliers' forest management and other environmental practices.A supplier's view of its __________ is an important selection criterion for JCPMedia.

Accepted Answer

A)   profit responsibility
B)   societal responsibility
C)   ecological accountability
D)   environmental autonomy
E)   stakeholder responsibilityF) B) and E)
G) A) and E)

Question 13

reorder of an existing product or service from a list of acceptable suppliers is referred to as a

Accepted Answer

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

Question 14

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

Accepted Answer

A)   flexibility and adaptability
B)   ability to meet the quality specifications required for the item
C)   adherence to governmental policies
D)   senior management directives
E)   consumer demandF) D) and E)
G) C) and D)

Question 15

People who control the flow of information in the buying center,such as technical experts and secretaries,can keep salespeople and information from reaching others in the buying center and are referred to as __________.

Accepted Answer

A)   deciders
B)   obstructionists
C)   gatekeepers
D)   power-brokers
E)   influencersF) A) and B)
G) D) and E)

Question 16

International trade statistics indicate the largest exporting industries in the United States focus on __________.

Accepted Answer

A)   ultimate consumers
B)   organizational buyers
C)   governmental agencies
D)   domestic consumers
E)   foreign consumersF) A) and E)
G) A) and B)

Question 17

has over 80 percent of its worldwide manufacturing and service facilities that are ISO 9000 certified.This certification gives 3M confidence that

Accepted Answer

A)   its suppliers' manufacturing systems and products are of consistent quality as well.
B)   suppliers will always fill 3M orders before those of other buyers.
C)   suppliers will not engage in reciprocity agreements.
D)   suppliers must also meet ISO 14000 requirements.
E)   3M will be financially compensated for any orders that fail to meet assigned criteria.F) All of the above
G) A) and C)

Question 18

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

Accepted Answer

A)   price
B)   loyalty
C)   flexibility
D)   adaptability
E)   consumer demandF) B) and E)
G) C) and E)

Question 19

Because orders in organizational buying are typically much larger than in consumer buying,buyers must often __________ when the order is above a specific amount,such as $5,000.

Accepted Answer

A)   pay estimated sales taxes in advance
B)   move up the time required to execute a purchase agreement
C)   get competitive bids from at least three prospective suppliers
D)   forgo the purchase
E)   forgo identifying the members of the supplying center and their roles in the selling processF) C) and D)
G) A) and B)

Question 20

__________ comprise the highest percentage of firms in industrial markets.

Accepted Answer

A)   Manufacturing firms
B)   Construction firms
C)   Agricultural firms
D)   Mining companies
E)   Service companiesF) C) and D)
G) A) and E)

Exam 6: Understanding Organizations As Customers

Correct Answer
verified

International trade statistics indicate the largest exporting industries in the United States focus on __________.

Correct Answer
verified

has over 80 percent of its worldwide manufacturing and service facilities that are ISO 9000 certified.This certification gives 3M confidence that

Correct Answer
verified

Correct Answer
verified

People who control the flow of information in the buying center,such as technical experts and secretaries,can keep salespeople and information from reaching others in the buying center and are referred to as __________.

Correct Answer
verified

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

Correct Answer
verified

demand for industrial products and services that is driven by demand for consumer products and services is referred to as

Correct Answer
verified

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

Correct Answer
verified

Because orders in organizational buying are typically much larger than in consumer buying,buyers must often __________ when the order is above a specific amount,such as $5,000.

Correct Answer
verified

reorder of an existing product or service from a list of acceptable suppliers is referred to as a

Correct Answer
verified

university has changed and updated its logo.It now finds needs to order new stationery and business cards for departments and staff of the university.This purchase would be a

Correct Answer
verified

__________ comprise the highest percentage of firms in industrial markets.

Correct Answer
verified

Archer Daniels Midland Co.(ADM) is the world's largest cocoa-bean processor.It buys cocoa beans and converts them into cocoa powder and cocoa butter,which it then sells to companies like Hershey's that manufacture consumer products containing chocolate.ADM is operating in a(n) __________ market.

Correct Answer
verified

JCPMedia buys paper,it considers suppliers' forest management and other environmental practices.A supplier's view of its __________ is an important selection criterion for JCPMedia.

Correct Answer
verified

Supplier development refers to

Correct Answer
verified

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 time required for a decision is moderate,the buy class situation is a

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 goods 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

is a 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

are the research director of a major marketing research consulting firm.You need to select an NAICS code that gives you the most detail about the competitors in a client's industry.Which of the following levels of classification would provide the greatest detail?

Correct Answer
verified

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

Exam 6: Understanding Organizations As Customers

Correct AnswerverifiedShow Answer

International trade statistics indicate the largest exporting industries in the United States focus on __________.

Correct AnswerverifiedShow Answer

has over 80 percent of its worldwide manufacturing and service facilities that are ISO 9000 certified.This certification gives 3M confidence that

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

People who control the flow of information in the buying center,such as technical experts and secretaries,can keep salespeople and information from reaching others in the buying center and are referred to as __________.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

demand for industrial products and services that is driven by demand for consumer products and services is referred to as

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Because orders in organizational buying are typically much larger than in consumer buying,buyers must often __________ when the order is above a specific amount,such as $5,000.

Correct AnswerverifiedShow Answer

reorder of an existing product or service from a list of acceptable suppliers is referred to as a

Correct AnswerverifiedShow Answer

university has changed and updated its logo.It now finds needs to order new stationery and business cards for departments and staff of the university.This purchase would be a

Correct AnswerverifiedShow Answer

__________ comprise the highest percentage of firms in industrial markets.

Correct AnswerverifiedShow Answer

Archer Daniels Midland Co.(ADM) is the world's largest cocoa-bean processor.It buys cocoa beans and converts them into cocoa powder and cocoa butter,which it then sells to companies like Hershey's that manufacture consumer products containing chocolate.ADM is operating in a(n) __________ market.

Correct AnswerverifiedShow Answer

JCPMedia buys paper,it considers suppliers' forest management and other environmental practices.A supplier's view of its __________ is an important selection criterion for JCPMedia.

Correct AnswerverifiedShow Answer

Supplier development refers to

Correct AnswerverifiedShow Answer

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 time required for a decision is moderate,the buy class situation is a

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 goods 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

is a 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

are the research director of a major marketing research consulting firm.You need to select an NAICS code that gives you the most detail about the competitors in a client's industry.Which of the following levels of classification would provide the greatest detail?

Correct AnswerverifiedShow Answer

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

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

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Correct Answer
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