Question 1

Figure 6-4
 
-A buy class situation affects buying center tendencies in different ways.If there are two or three people involved,the problem is minor modification,and the suppliers considered are the present,the buy class situation is most likely a

Accepted Answer

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

Question 2

Corning,Inc. ,which transforms an exotic blend of materials to create optical fiber capable of carrying much of the telephone traffic in the United States on a single strand,is operating in a(n) ________ market.

Accepted Answer

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

Question 3

Which of the following statements most closely describes the people in the buying center of a medium-sized manufacturing plant?

Accepted Answer

A)  The composition of the buying center remains constant over long periods of time.
B)  The buying center avoids cross-functional teams whenever possible.
C)  The composition of the buying center depends on the specific item being purchased.
D)  The purchasing manager is an occasional member of the buying center.
E)  Most government units use a formal buying center to arrive at buying decisions.F) A) and C)
G) B) and D)

Question 4

Once an organization passes through the problem recognition stage of the organizational buying decision process,it reaches the ________ stage.

Accepted Answer

A)  information search
B)  value analysis
C)  alternative evaluation
D)  purchase decision
E)  behavioral learningF) A) and B)
G) A) and C)

Question 5

Concert Staging Co.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 Co.is considered

Accepted Answer

A)  derived.
B)  unitized.
C)  industrial.
D)  applied.
E)  reseller.F) C) and E)
G) B) and C)

Question 6

Small businesses benefit from independent ________ like Amazon Business,PlasticsNet,Hospital Network.com,and TextileWeb.

Accepted Answer

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

Question 7

A computer company salesperson invites the IT managers of its top 10 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 arrangers
D)  buyers
E)  usersF) C) and D)
G) All of the above

Question 8

In the organizational buying process,heavy emphasis is placed on which product or service characteristics?

Accepted Answer

A)  delivery time,technical assistance,and postsale service
B)  low price,buyer incentives,and extended contracts
C)  buyer incentives,technical assistance,and exclusive contracts
D)  quantity discounts,delivery time,and exclusive contracts
E)  low price,buyer incentives,and postsale serviceF) B) and C)
G) B) and E)

Question 9

Keystone Foods,which invented the individual quick freeze process for beef,provides McDonald's with millions of pounds of chicken,beef,and fish annually for use in its restaurants.The firm sources the animal proteins from farms and processes them in a variety of ways,such as breading or freezing,before selling them to McDonald's.Keystone is operating in a(n) ________ market.

Accepted Answer

A)  heavy goods
B)  government
C)  service
D)  industrial
E)  resellerF) A) and E)
G) A) and D)

Question 10

Consider how buy classes affect buying center tendencies in different ways.Describe the buy-class situations,and discuss the implications for the organization of each type of buy class.

Accepted Answer

New buy.Here the organization is a first...

Question 11

At which stage of the organizational buying decision process would design and production engineers draft specifications?

Accepted Answer

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

Question 12

Figure 6-4
 
-A buy class situation affects buying center tendencies in different ways.If there are many people involved,the problem definition is uncertain,and the time required for a decision is long,the buy class situation is most likely a

Accepted Answer

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

Question 13

Which of the following characterizes organizational buyer-seller relationships?

Accepted Answer

A)  Purchases are often made after brief negotiations.
B)  Purchases are usually of small dollar values.
C)  Long-term contracts are often prevalent.
D)  Reciprocal arrangements are prohibited by the federal government.
E)  Delivery schedules are largely irrelevant.F) A) and B)
G) B) and C)

Question 14

Which of the following is indicative of the purchase decision stage of the organizational buying decision process?

Accepted Answer

A)  The purchase decision is usually quick once the information search has been completed.
B)  Even after the bid is submitted and even once accepted,terms must still be negotiated.
C)  Even if several vendors make it onto the bidder's list,ultimately only one supplier is chosen.
D)  If a supplier on the bidder's list is not selected,it is rarely told the reason it was rejected.
E)  Once an agreement has been formally reached,neither the buyer nor the seller is permitted to make changes to the terms of the contract.F) A) and B)
G) A) and C)

Question 15

Which of the following types of firms are in the industrial market?

Accepted Answer

A)  retailing
B)  construction
C)  wholesaling
D)  state governments
E)  federal regulatory agenciesF) A) and E)
G) B) and D)

Question 16

Milsco Manufacturing emphasizes

Accepted Answer

A)  signing lifetime contracts with suppliers to demonstrate its loyalty to them.
B)  supplier partnerships when designing products for its customers.
C)  reciprocity arrangements with its customers so that each can maximize profit.
D)  co-branding as a form of supply partnerships with customers.
E)  extending health care benefits to its suppliers' employees as a result of the Affordable Care Act.F) All of the above
G) B) and C)

Question 17

Manufacturers,wholesalers,retailers,service companies,not-for-profit organizations,and government agencies that buy goods and services for their own use or for resale are referred to as

Accepted Answer

A)  multinational buyers.
B)  resellers.
C)  organizational buyers.
D)  ultimate consumers.
E)  institutional buyers.F) B) and E)
G) A) and B)

Question 18

When Trek orders a seat or saddle for one of its models that has a slightly different material for the cover only,but the other components are the same as existing saddles used on other bikes,this purchase situation is known as a

Accepted Answer

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

Question 19

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) A) and E)

Question 20

Figure 6-4
 
-If a purchase is a new buy for a manufacturer,the seller should expect

Accepted Answer

A)  specifications to be changed many times before the buy is completed.
B)  a lot of conflict.
C)  many people to be involved in the purchase decision.
D)  to have to do some favors for the decision makers.
E)  to receive confirmation of a contract quickly.F) A) and B)
G) A) and C)

Exam 6: Understanding Organizations As Customers

Which of the following statements most closely describes the people in the buying center of a medium-sized manufacturing plant?

Correct Answer
verified

Which of the following types of firms are in the industrial market?

Correct Answer
verified

At which stage of the organizational buying decision process would design and production engineers draft specifications?

Correct Answer
verified

In a buyer-seller relationship,reciprocity refers to

Correct Answer
verified

Which of the following is indicative of the purchase decision stage of the organizational buying decision process?

Correct Answer
verified

Which of the following characterizes organizational buyer-seller relationships?

Correct Answer
verified

Correct Answer
verified

In the organizational buying process,heavy emphasis is placed on which product or service characteristics?

Correct Answer
verified

Figure 6-4 -A buy class situation affects buying center tendencies in different ways.If there are two or three people involved,the problem is minor modification,and the suppliers considered are the present,the buy class situation is most likely a

Correct Answer
verified

Milsco Manufacturing emphasizes

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Corning,Inc. ,which transforms an exotic blend of materials to create optical fiber capable of carrying much of the telephone traffic in the United States on a single strand,is operating in a(n) ________ market.

Correct Answer
verified

Small businesses benefit from independent ________ like Amazon Business,PlasticsNet,Hospital Network.com,and TextileWeb.

Correct Answer
verified

When Trek orders a seat or saddle for one of its models that has a slightly different material for the cover only,but the other components are the same as existing saddles used on other bikes,this purchase situation is known as a

Correct Answer
verified

Consider how buy classes affect buying center tendencies in different ways.Describe the buy-class situations,and discuss the implications for the organization of each type of buy class.

Correct Answer
verified
New buy.Here the organization is a first...
View Answer

Once an organization passes through the problem recognition stage of the organizational buying decision process,it reaches the ________ stage.

Correct Answer
verified

Figure 6-4 -A buy class situation affects buying center tendencies in different ways.If there are many people involved,the problem definition is uncertain,and the time required for a decision is long,the buy class situation is most likely a

Correct Answer
verified

Manufacturers,wholesalers,retailers,service companies,not-for-profit organizations,and government agencies that buy goods and services for their own use or for resale are referred to as

Correct Answer
verified

Figure 6-4 -If a purchase is a new buy for a manufacturer,the seller should expect

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

Which of the following statements most closely describes the people in the buying center of a medium-sized manufacturing plant?

Correct AnswerverifiedShow Answer

Which of the following types of firms are in the industrial market?

Correct AnswerverifiedShow Answer

At which stage of the organizational buying decision process would design and production engineers draft specifications?

Correct AnswerverifiedShow Answer

In a buyer-seller relationship,reciprocity refers to

Correct AnswerverifiedShow Answer

Which of the following is indicative of the purchase decision stage of the organizational buying decision process?

Correct AnswerverifiedShow Answer

Which of the following characterizes organizational buyer-seller relationships?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

In the organizational buying process,heavy emphasis is placed on which product or service characteristics?

Correct AnswerverifiedShow Answer

Figure 6-4 -A buy class situation affects buying center tendencies in different ways.If there are two or three people involved,the problem is minor modification,and the suppliers considered are the present,the buy class situation is most likely a

Correct AnswerverifiedShow Answer

Milsco Manufacturing emphasizes

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Corning,Inc. ,which transforms an exotic blend of materials to create optical fiber capable of carrying much of the telephone traffic in the United States on a single strand,is operating in a(n) ________ market.

Correct AnswerverifiedShow Answer

Small businesses benefit from independent ________ like Amazon Business,PlasticsNet,Hospital Network.com,and TextileWeb.

Correct AnswerverifiedShow Answer

When Trek orders a seat or saddle for one of its models that has a slightly different material for the cover only,but the other components are the same as existing saddles used on other bikes,this purchase situation is known as a

Correct AnswerverifiedShow Answer

Consider how buy classes affect buying center tendencies in different ways.Describe the buy-class situations,and discuss the implications for the organization of each type of buy class.

Correct AnswerverifiedNew buy.Here the organization is a first...View AnswerShow Answer

Once an organization passes through the problem recognition stage of the organizational buying decision process,it reaches the ________ stage.

Correct AnswerverifiedShow Answer

Figure 6-4 -A buy class situation affects buying center tendencies in different ways.If there are many people involved,the problem definition is uncertain,and the time required for a decision is long,the buy class situation is most likely a

Correct AnswerverifiedShow Answer

Manufacturers,wholesalers,retailers,service companies,not-for-profit organizations,and government agencies that buy goods and services for their own use or for resale are referred to as

Correct AnswerverifiedShow Answer

Figure 6-4 -If a purchase is a new buy for a manufacturer,the seller should expect

Correct AnswerverifiedShow Answer

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New buy.Here the organization is a first...
View Answer

Correct Answer
verified

Correct Answer
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Correct Answer
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