Question 1

Apple Inc.custom-orders the microprocessors for its iMac,iPhone,and iPad.Intel makes chips for the iMac and Samsung produces Apple-designed chips for the iPhone and iPad.Intel and Samsung work with Apple to minimize costs for each type of chip while maximizing quality,ultimately giving customers good value for their money.These are examples of

Accepted Answer

A)   symbiotic partnerships.
B)   make-buy decisions.
C)   reciprocal agreements.
D)   supply partnerships.
E)   exclusive dealing.F) A) and E)
G) A) and B)

Question 2

The first stage in the organizational buying decision process is

Accepted Answer

A)   information search.
B)   antecedent states.
C)   alternative evaluation.
D)   purchase decision.
E)   problem recognition.F) A) and D)
G) B) and C)

Question 3

Comparing the stages in a consumer and organizational purchase decision process reveals key differences.In organizations,_____________ becomes more important for deadlines and quality control,and since a long-term relationship is anticipated.

Accepted Answer

A)   choice variety
B)   supplier audit
C)   purchase decision
D)   supplier capability
E)   performance reviewF) None of the above
G) B) and D)

Question 4

Important market characteristics in organizational buying behavior include which of the following?

Accepted Answer

A)   Organizational buying behavior is similar to consumer buying behavior since individuals are involved in both processes.
B)   Demand for industrial products is elastic instead of inelastic.
C)   Demand for industrial products and services is derived.
D)   Purchase orders are much more frequent and they are usually small.
E)   Forecasting is not as important in organizational buying as in consumer buying.F) B) and D)
G) A) and B)

Question 5

Spruceland Millworks in Canada makes wood pallets for transporting and storing new appliances such as stoves,freezers,and refrigerators.The demand for Spruceland pallets would be classified as

Accepted Answer

A)   reactive demand, which is tied to primary economic drivers like the construction industry.
B)   unitary demand, which is tied to the average income level for Spruceland and its competitors.
C)   derived demand, which is tied to the sales of appliances.
D)   inelastic demand, which is tied to the cost of the components of the pallets.
E)   elastic demand, which is tied to the cost of the components of the pallets.F) A) and E)
G) D) and E)

Question 6

Which of these statements regarding organizational buyers is most accurate?

Accepted Answer

A)   Wholesalers and retailers resell the goods they buy without reprocessing them.
B)   Wholesalers and retailers alter the goods they sell to meet the specific needs of their customers prior to resale.
C)   Manufacturers purchase processed goods and resell them to suppliers who in turn resell them to ultimate consumers.
D)   Ultimate consumers can be considered organizational buyers when they purchase in large quantities.
E)   Government agency purchases are more similar to ultimate consumer purchases than they are to wholesalers and retailers.F) A) and C)
G) None of the above

Question 7

The existence of reciprocal arrangements,the long-term contracts,and the buyer-seller relationships that can evolve into supply partnerships,are all examples of

Accepted Answer

A)   illegal activities that are a common weakness of organizational buying.
B)   illegal activities that result from collusion between buyers and sellers.
C)   activities that are strictly governed by the NAICS.
D)   the nature of relationships between buyers and sellers in organizational buying.
E)   activities that result from extreme competition between manufacturers when there are too few suppliers.F) A) and B)
G) A) and C)

Question 8

Graham-Field Health Products makes hospital beds and wheelchairs from the component parts and materials it buys.It sells these manufactured products to hospitals,nursing homes,and retailers of health care products.Graham-Field Health Products operates in __________ market.

Accepted Answer

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

Question 9

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 co-sponsored 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) C) and E)
G) A) and E)

Question 10

In the organizational buying process,important product or service characteristics include

Accepted Answer

A)   delivery time, technical assistance, and post-sale 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 post-sale service.F) None of the above
G) A) and E)

Question 11

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) A) and D)

Question 12

The predominant person-to-person trading community in the world is

Accepted Answer

A)   Facebook.
B)   Amazon.
C)   NASDAQ.
D)   Craigslist.
E)   eBay.F) A) and E)
G) B) and E)

Question 13

A software company has updated its logo.It now needs to order new letterhead and business cards.This purchase would be a

Accepted Answer

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

Question 14

Which of the following statements about marketing mix characteristics in organizational buying behavior is most accurate?

Accepted Answer

A)   Few large transactions are made over the Internet.
B)   The actual buyer retains all of the influence in the buying decision.
C)   Advertising is very simplistic in nature.
D)   Direct selling to organizational buyers is the rule.
E)   Only finished goods need a developed marketing mix; resellers need worry just about the transaction.F) A) and B)
G) A) and C)

Question 15

Within the buying center,influencers are people who

Accepted Answer

A)   have the formal authority and responsibility to select the supplier and negotiate the terms of the contract.
B)   control the flow of information in the buying center.
C)   affect the buying decision usually by helping define the specifications for what is bought.
D)   have the formal or informal power to select or approve the supplier that receives the contract.
E)   actually use and evaluate the product or service.F) A) and B)
G) A) and E)

Question 16

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 offer.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 user
C)   buyer and decider
D)   influencer and buyer
E)   influencer, gatekeeper, and deciderF) D) and E)
G) C) and D)

Question 17

What is the North American Industry Classification System (NAICS)?

Accepted Answer

The North American Industry Classificati...

Question 18

A firm that reprocesses a product or service it buys before selling the product again to the next buyer is referred to as

Accepted Answer

A)   an industrial firm.
B)   a reseller firm.
C)   a government agency.
D)   a wholesaler.
E)   a retailer.F) All of the above
G) A) and D)

Question 19

An industrial firm

Accepted Answer

A)   is one that is independently owned and takes title to the merchandise it sells.
B)   buys physical goods and resells them again without any reprocessing.
C)   deals exclusively with federal, state, and local governments.
D)   in some way reprocesses a product or service it buys before selling it again to the next buyer.
E)   only produces a product, not a service.F) B) and D)
G) B) and E)

Question 20

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 E)

Exam 5: Understanding Organizations As Customers

Correct Answer
verified

Spruceland Millworks in Canada makes wood pallets for transporting and storing new appliances such as stoves,freezers,and refrigerators.The demand for Spruceland pallets would be classified as

Correct Answer
verified

A firm that reprocesses a product or service it buys before selling the product again to the next buyer is referred to as

Correct Answer
verified

An industrial firm

Correct Answer
verified

Which of the following statements about marketing mix characteristics in organizational buying behavior is most accurate?

Correct Answer
verified

The existence of reciprocal arrangements,the long-term contracts,and the buyer-seller relationships that can evolve into supply partnerships,are all examples of

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

Important market characteristics in organizational buying behavior include which of the following?

Correct Answer
verified

In the organizational buying process,important product or service characteristics include

Correct Answer
verified

E-marketplaces refer to

Correct Answer
verified

Comparing the stages in a consumer and organizational purchase decision process reveals key differences.In organizations,_____________ becomes more important for deadlines and quality control,and since a long-term relationship is anticipated.

Correct Answer
verified

A software company has updated its logo.It now needs to order new letterhead and business cards.This purchase would be a

Correct Answer
verified

Graham-Field Health Products makes hospital beds and wheelchairs from the component parts and materials it buys.It sells these manufactured products to hospitals,nursing homes,and retailers of health care products.Graham-Field Health Products operates in __________ market.

Correct Answer
verified

Correct Answer
verified

What is the North American Industry Classification System (NAICS)?

Correct Answer
verified
The North American Industry Classificati...
View Answer

Within the buying center,influencers are people who

Correct Answer
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The first stage in the organizational buying decision process is

Correct Answer
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Correct Answer
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The predominant person-to-person trading community in the world is

Correct Answer
verified

Which of these statements regarding organizational buyers is most accurate?

Correct Answer
verified

Exam 5: Understanding Organizations As Customers

Correct AnswerverifiedShow Answer

Spruceland Millworks in Canada makes wood pallets for transporting and storing new appliances such as stoves,freezers,and refrigerators.The demand for Spruceland pallets would be classified as

Correct AnswerverifiedShow Answer

A firm that reprocesses a product or service it buys before selling the product again to the next buyer is referred to as

Correct AnswerverifiedShow Answer

An industrial firm

Correct AnswerverifiedShow Answer

Which of the following statements about marketing mix characteristics in organizational buying behavior is most accurate?

Correct AnswerverifiedShow Answer

The existence of reciprocal arrangements,the long-term contracts,and the buyer-seller relationships that can evolve into supply partnerships,are all examples of

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

Important market characteristics in organizational buying behavior include which of the following?

Correct AnswerverifiedShow Answer

In the organizational buying process,important product or service characteristics include

Correct AnswerverifiedShow Answer

E-marketplaces refer to

Correct AnswerverifiedShow Answer

Comparing the stages in a consumer and organizational purchase decision process reveals key differences.In organizations,_____________ becomes more important for deadlines and quality control,and since a long-term relationship is anticipated.

Correct AnswerverifiedShow Answer

A software company has updated its logo.It now needs to order new letterhead and business cards.This purchase would be a

Correct AnswerverifiedShow Answer

Graham-Field Health Products makes hospital beds and wheelchairs from the component parts and materials it buys.It sells these manufactured products to hospitals,nursing homes,and retailers of health care products.Graham-Field Health Products operates in __________ market.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

What is the North American Industry Classification System (NAICS)?

Correct AnswerverifiedThe North American Industry Classificati...View AnswerShow Answer

Within the buying center,influencers are people who

Correct AnswerverifiedShow Answer

The first stage in the organizational buying decision process is

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The predominant person-to-person trading community in the world is

Correct AnswerverifiedShow Answer

Which of these statements regarding organizational buyers is most accurate?

Correct AnswerverifiedShow Answer

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The North American Industry Classificati...
View Answer

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