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An industrial firm


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 E)
G) None of the above

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Swiss specialty chemical company Ciba is the primary producer of the chemical triclosan, the antibacterial agent in many household products like liquid soap. Consumers may have heard about research suggesting environmental and health risks associated with the cumulative effects of antibacterial agents. Changing consumer purchases provide an example of __________ demand for Ciba's triclosan product.


A) applied
B) unitized
C) industrial
D) derived
E) consumer

F) D) and E)
G) None of the above

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A buy class situation affects buying center tendencies in different ways. If there are many people involved, the problem definition is uncertain, and the buying influence comes from technical or operating personnel, the buy class situation is most likely a


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

F) B) and D)
G) B) and C)

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A supply partnership refers to


A) an arrangement a manufacturer makes with a reseller to handle only its products and not those of competitors.
B) 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.
C) when a supplier requires a buyer purchasing some products from it to also buy others.
D) a relationship that exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost of or increasing the value of products and services delivered to the ultimate consumer.
E) the practice whereby a seller requires the purchaser of one product to also buy another item in the line

F) B) and E)
G) C) and D)

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Most large multistore chain resellers use __________ that are highly formalized to arrive at buying decisions.


A) buying committees
B) merchandise procurement centers
C) sustainable procurement committees
D) stakeholder groups
E) purchasing divisions

F) A) and C)
G) B) and E)

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The NAICS provides common industry definitions for


A) Canada, England, and the United States.
B) North America, Asia, and Europe.
C) North America, Central America, and South America.
D) Canada, England, Australia.
E) Canada, Mexico, and the United States.

F) D) and E)
G) A) and D)

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


A) Few large transactions are made over the Internet due to concerns of industrial espionage.
B) Negotiations, purchases, and delivery occur in real time at an accelerated rate.
C) There are often reciprocal arrangements and negotiations between buyers and sellers.
D) Most purchases are made through government-licensed negotiators.
E) Direct selling to organizational buyers is rare because it is cost-prohibitive

F) All of the above
G) A) and E)

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-Which type of auction does Figure 5-6B above represent? A) traditional auction B) vertical auction C) reverse auction D) horizontal auction E) reciprocal auction -Which type of auction does Figure 5-6B above represent?


A) traditional auction
B) vertical auction
C) reverse auction
D) horizontal auction
E) reciprocal auction

F) D) and E)
G) All of the above

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The marketing of goods and services to companies, governments, or not-for-profit organizations for use in the creation of goods and services that they can produce and market to others, is referred to as __________.


A) integrated marketing
B) institutional marketing
C) business marketing
D) reseller marketing
E) organizational marketing

F) A) and E)
G) A) and B)

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


A) unlimited markets but orders become progressively smaller over time
B) diminishing international opportunities as more firms enter the market
C) many customers placing progressively larger orders over time
D) fewer customers but with larger orders
E) a market that functions independently of consumer demand

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

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Starbucks is using its purchasing power to continue its quest to reduce its energy usage. Recently, the company announced plans to replace all of the traditional incandescent and halogen bulbs in its stores worldwide with more efficient light emitting diode (LED) bulbs - a move the company claims will enable it to cut energy consumption in its stores by up to 7%. Starbucks would be considered a leader in


A) ISO 9000 certification.
B) sustainable procurement.
C) cause marketing.
D) ecological procurement.
E) sustainable development.

F) A) and C)
G) A) and B)

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


A) Webfront operation.
B) clicks-and-mortar store.
C) e-marketplace.
D) noncompetitive market.
E) integrated market.

F) C) and D)
G) A) and B)

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The North American Industry Classification System (NAICS) designates industries with a numerical code in a defined structure. A six-digit coding system is used. The sixth digit designates a(n)


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

F) A) and E)
G) B) and E)

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Walmart asked that Procter & Gamble (P&G) electronically link to its computerized cash register scanning system, allowing for direct electronic ordering and replenishing for all of its stores. This way, Walmart can tell P&G what merchandise it needs, along with how much, when, and to which store to deliver on a daily basis. Walmart is engaged in __________.


A) ISO 9000 certification
B) ISO 14000 certification
C) a supply partnership
D) sustainable development
E) cause marketing

F) A) and D)
G) A) and C)

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


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

F) A) and B)
G) A) and D)

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The three types of organizational buy classes are


A) industrial, reseller, and government.
B) consumer products, industrial goods, and services.
C) users, influencers, and deciders.
D) straight purchase, barter, and countertrade.
E) new buy, straight rebuy, and modified rebuy.

F) A) and B)
G) D) and E)

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Which of the following represents an organizational buyer?


A) A local baker buys sugar at the grocery store to make cookies with his children at home.
B) A dentist buys a new LG SmartTV 55-inch 3D OLED HDTV for her den.
C) Mr. Langley hires a housecleaning service to clean his apartment.
D) The owner of a sushi restaurant hires a window washing service to clean exterior windows.
E) The city mayor rents a tuxedo to wear to his daughter's wedding.

F) None of the above
G) A) and C)

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If a purchase is a new buy for a manufacturer, the seller should expect


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 avoid making concessions or compromises.

F) B) and D)
G) A) and B)

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Plastics Net, Hospital Network.com, Textile Web, and eBay Business are all examples of


A) Webfront operations.
B) clicks-and-mortar stores.
C) e-marketplaces.
D) integrated markets.
E) iMarkets.

F) None of the above
G) B) and C)

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Another name for an e-marketplace is a(n)


A) e-hub.
B) E-place.
C) e-trade.
D) E-xchange.
E) 4NXchange

F) B) and C)
G) C) and D)

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