Question 1

Derived demand refers to

Accepted Answer

A)  a graph relating the quantity sold and price,which shows the maximum number of units that will be sold at a given price.
B)  the demand for industrial products and services that is driven by the demand for consumer products and services.
C)  the relationship between total revenue and total cost to determine profitability at various levels of output.
D)  the point on a demand curve where supply and demand intersect.
E)  the percentage change in quantity demanded relative to a percentage change in price.F) C) and D)
G) A) and D)

Question 2

Mark manages a small family-owned amusement park.He believes the park can increase its profits if its owners will buy three food concession trailers.Mark has contacted three dealers of such trailers,which come fully customized to user specifications.After receiving three bids,Mark concluded that Century Industries has the best price.He will present only the Century Industries information to the family tomorrow.What buying center roles does Mark perform?

Accepted Answer

A)  gatekeeper and buyer
B)  decider and gatekeeper
C)  buyer and decider
D)  influencer and buyer
E)  influencer,gatekeeper,and deciderF) A) and B)
G) None of the above

Question 3

Identify and describe the five roles an individual can play in a buying center.

Accepted Answer

There are five roles an individual can p...

Question 4

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

Accepted Answer

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

Question 5

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) All of the above
G) A) and B)

Question 6

Mile High Frozen Foods is a distributor for McDonalds.It also bakes the buns used by McDonalds in several states.It purchases flour,yeast,and sesame seeds,manufactures the buns,and then ships them to McDonalds' stores.Mile High Frozen Foods is operating in a(n) __________ market.

Accepted Answer

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

Question 7

Because more and more companies are concerned with the depletion of natural resources,supply partnerships often include provisions for

Accepted Answer

A)  green marketing.
B)  regulatory exemptions.
C)  stakeholder procurement.
D)  ecological procurement.
E)  sustainable procurement.F) C) and D)
G) A) and E)

Question 8

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) B) and C)
G) C) and E)

Question 9

The people in the organization who actually use the product or service are referred to as __________,which is one role in the buying center.

Accepted Answer

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

Question 10

During the next-to-last stage of the organizational buying decision process,the organization

Accepted Answer

A)  drafts specifications.
B)  formally rates suppliers that were used.
C)  evaluates supplier facilities.
D)  awards the contract.
E)  recognizes a need for change.F) A) and B)
G) A) and C)

Question 11

When a seller puts an item up for sale and would-be buyers are invited to bid in competition with each other,it is referred to as a(n) __________.

Accepted Answer

A)  reverse auction
B)  traditional auction
C)  bidder's war
D)  e-auction
E)  Webfront auctionF) C) and E)
G) A) and B)

Question 12

Becca,an office manager for a small construction company met with representatives from Xerox and Minolta,along with the President and the accountant,to compare options for a new copier for the office.Since she made most of the copies,Becca wanted to see the features of the machines,though her boss would have to approve the final purchase.Becca has what role in the buying center?

Accepted Answer

A)  purchasing agent
B)  decider
C)  buyer
D)  user
E)  motivatorF) B) and C)
G) All of the above

Question 13

The size and number of JCPenney catalogs designed and mailed to consumers would determine how much paper JCPMedia would need to buy.This is an example of __________.

Accepted Answer

A)  derived demand
B)  reciprocity
C)  a tying agreement
D)  a transactional sale
E)  elastic supplyF) C) and E)
G) C) and D)

Question 14

How might a marketing manager for a manufacturer of turboprop engines,used in private jet planes,use the NAICS to help her with marketing planning?

Accepted Answer

A)  Record the NAICS numbers for each of her firm's best customers and then obtain lists of companies with the same NAICS numbers.
B)  Go to a library and find the NAICS numbers for all government units-federal,state,and local.
C)  Identify all NAICS numbers that reflect the classifications of her firm's customers and compare them to previous SIC codes.
D)  Poll her field sales organization to see if her company's sales representatives know what NAICS numbers mean.
E)  Forgo using the NAICS system because it has recently been replaced by the SIC system,which is more useful in this scenario.F) A) and B)
G) All of the above

Question 15

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) C) and E)
G) A) and E)

Question 16

Business-to-business electronic commerce over the Internet

Accepted Answer

A)  is nearly equivalent to consumer electronic commerce when measured by the total dollar value of all Internet transactions.
B)  is at least four times greater than consumer electronic commerce when measured by the total dollar value of all Internet transactions.
C)  has dramatically decreased since face-to-face communication between a firm's salesforce and its potential customers is so important.
D)  is impossible to estimate since companies will not share information.
E)  has never been popular since timely information is unavailable or deemed to be proprietary.F) C) and E)
G) C) and D)

Question 17

Firms selling consumer products or services often try to reach thousands or millions of individuals or households.Firms selling to organizations

Accepted Answer

A)  try to reach tens of millions of wholesalers,retailers,and government units.
B)  are restricted to far fewer buyers.
C)  hope to obtain similar numbers of business customers,or even more.
D)  do not have customers,per se.
E)  simultaneously purchase from organizational buyers and ultimate consumers.F) All of the above
G) C) and E)

Question 18

The buying situation where an organization is a first-time buyer of the product or service is referred to as a

Accepted Answer

A)  initial buy.
B)  new buy.
C)  preliminary buy.
D)  straight rebuy.
E)  modified rebuy.F) A) and D)
G) A) and C)

Question 19

Purchasing that aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the impact on human health and the physical environment is referred to as

Accepted Answer

A)  ecological procurement.
B)  sustainable procurement.
C)  green marketing.
D)  supplier partnership.
E)  stakeholder procurement.F) C) and D)
G) A) and D)

Question 20

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) C) and D)
G) C) and E)

Exam 5: Understanding Organizations As Customers

Because more and more companies are concerned with the depletion of natural resources,supply partnerships often include provisions for

Correct Answer
verified

When a seller puts an item up for sale and would-be buyers are invited to bid in competition with each other,it is referred to as a(n) __________.

Correct Answer
verified

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

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

Identify and describe the five roles an individual can play in a buying center.

Correct Answer
verified
There are five roles an individual can p...
View Answer

Which of the following characterizes organizational buyer-seller relationships?

Correct Answer
verified

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

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

Correct Answer
verified

Purchasing that aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the impact on human health and the physical environment is referred to as

Correct Answer
verified

The buying situation where an organization is a first-time buyer of the product or service is referred to as a

Correct Answer
verified

The people in the organization who actually use the product or service are referred to as __________,which is one role in the buying center.

Correct Answer
verified

Mile High Frozen Foods is a distributor for McDonalds.It also bakes the buns used by McDonalds in several states.It purchases flour,yeast,and sesame seeds,manufactures the buns,and then ships them to McDonalds' stores.Mile High Frozen Foods is operating in a(n) __________ market.

Correct Answer
verified

Firms selling consumer products or services often try to reach thousands or millions of individuals or households.Firms selling to organizations

Correct Answer
verified

Correct Answer
verified

During the next-to-last stage of the organizational buying decision process,the organization

Correct Answer
verified

Business-to-business electronic commerce over the Internet

Correct Answer
verified

Correct Answer
verified

The size and number of JCPenney catalogs designed and mailed to consumers would determine how much paper JCPMedia would need to buy.This is an example of __________.

Correct Answer
verified

Derived demand refers to

Correct Answer
verified

How might a marketing manager for a manufacturer of turboprop engines,used in private jet planes,use the NAICS to help her with marketing planning?

Correct Answer
verified

Exam 5: Understanding Organizations As Customers

Because more and more companies are concerned with the depletion of natural resources,supply partnerships often include provisions for

Correct AnswerverifiedShow Answer

When a seller puts an item up for sale and would-be buyers are invited to bid in competition with each other,it is referred to as a(n) __________.

Correct AnswerverifiedShow Answer

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

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

Identify and describe the five roles an individual can play in a buying center.

Correct AnswerverifiedThere are five roles an individual can p...View AnswerShow Answer

Which of the following characterizes organizational buyer-seller relationships?

Correct AnswerverifiedShow 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

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

Correct AnswerverifiedShow Answer

Purchasing that aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the impact on human health and the physical environment is referred to as

Correct AnswerverifiedShow Answer

The buying situation where an organization is a first-time buyer of the product or service is referred to as a

Correct AnswerverifiedShow Answer

The people in the organization who actually use the product or service are referred to as __________,which is one role in the buying center.

Correct AnswerverifiedShow Answer

Mile High Frozen Foods is a distributor for McDonalds.It also bakes the buns used by McDonalds in several states.It purchases flour,yeast,and sesame seeds,manufactures the buns,and then ships them to McDonalds' stores.Mile High Frozen Foods is operating in a(n) __________ market.

Correct AnswerverifiedShow Answer

Firms selling consumer products or services often try to reach thousands or millions of individuals or households.Firms selling to organizations

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

During the next-to-last stage of the organizational buying decision process,the organization

Correct AnswerverifiedShow Answer

Business-to-business electronic commerce over the Internet

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The size and number of JCPenney catalogs designed and mailed to consumers would determine how much paper JCPMedia would need to buy.This is an example of __________.

Correct AnswerverifiedShow Answer

Derived demand refers to

Correct AnswerverifiedShow Answer

How might a marketing manager for a manufacturer of turboprop engines,used in private jet planes,use the NAICS to help her with marketing planning?

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
There are five roles an individual can p...
View 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