Question 1

primary buying objective for business firms is usually to

Accepted Answer

A)   increase profits through increasing costs and increasing revenues.
B)   increase profits through reducing costs and decreasing revenues.
C)   increase profits through reducing costs or increasing revenues.
D)   maintain profits through reducing costs and increasing revenues.
E)   reduce profits through reducing costs and reducing revenues.F) A) and E)
G) None of the above

Question 2

buy class situation affects buying center tendencies in different ways.If there is one person involved,the problem definition is well-defined,and the time required for a decision is short,the buy class situation is a

Accepted Answer

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

Question 3

Which of the following possible characteristics of consumer buying is LEAST LIKELY to enter into an organizational buying decision?

Accepted Answer

A)   comparison of product performance with expectations
B)   purchase decisions based on the highest overall evaluation
C)   alternatives evaluated on important criteria
D)   information gathered from internal and external searches
E)   problem recognition triggered by self-actualization motivesF) A) and D)
G) C) and D)

Question 4

Which of the following statements about organizational buying compared to consumer buying is MOST accurate?

Accepted Answer

A)   Perceived risk is lower in organizational buying.
B)   Brand loyalty exists in both organizational and consumer buying.
C)   Most organizational buying decisions are low-involvement ones.
D)   Organizational buyers are more influenced by lifestyle factors.
E)   Derived demand is more important in consumer buying.F) B) and E)
G) C) and D)

Question 5

companies have broadened their buying objectives to include an emphasis on

Accepted Answer

A)   purchasing from as many vendors as possible to avoid product shortfalls.
B)   purchasing locally-made products even if they cost more.
C)   diversifying their product lines to include seemingly noncompatible items.
D)   purchasing products from Fair Trade-certified firms around the world who practice microfinancing.
E)   proactively purchasing from minority-owned suppliers and vendors.F) A) and B)
G) A) and C)

Question 6

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

Accepted Answer

A)   Few large transactions are made over the Internet due to concerns of industrial espionage.
B)   Products must be easily adaptable in form and function to accommodate consumer tastes.
C)   Negotiations, purchases, and delivery occur in real time at an accelerated rate.
D)   Direct selling to organizational buyers is the rule, and distribution is very important.
E)   Many of the goods purchased are raw and semifinished.F) B) and E)
G) A) and E)

Question 7

buy class situation affects buying center tendencies in different ways.If there is one person involved,the problem definition is well-defined,and the buying objective is to find the low-priced supplier,the buy class situation is a

Accepted Answer

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

Question 8

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

Accepted Answer

A)   does an information search.
B)   engages in postpurchase behavior.
C)   evaluates alternatives.
D)   makes the purchase decision.
E)   recognizes the final problem.F) A) and C)
G) A) and E)

Question 9

organization buys products and services for one main reason,which is to

Accepted Answer

A)   achieve its own objectives.
B)   beat its competitors.
C)   achieve the objectives of its customers.
D)   employ people.
E)   buy inventory.F) B) and C)
G) A) and C)

Question 10

Independent e-marketplaces act as a neutral third party,provide an Internet technology trading platform,and provide a(n) __________ that enable exchanges between buyers and sellers.

Accepted Answer

A)   centralized market
B)   decentralized market
C)   segregated market
D)   integrated market
E)   noncompetitiveF) C) and E)
G) A) and B)

Question 11

supply partnership exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of

Accepted Answer

A)   putting competitors of both buyers and sellers out of business.
B)   lowering costs and increasing profits for the supplier.
C)   lowering costs or increasing value of products or services to the ultimate consumer.
D)   creating a single channel of distribution.
E)   creating an exclusionary relationship from all other buyers and sellers.F) A) and B)
G) A) and C)

Question 12

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

Question 13

practice of __________,which can affect the natural flow of the free market,is occasionally addressed in the ethics codes of companies or their purchasing policies.

Accepted Answer

A)   tying agreements
B)   just-in-time procurement
C)   quid pro quo
D)   supply partnerships
E)   reciprocityF) B) and E)
G) A) and B)

Question 14

Figure 6-1
-Based on Figure 6-1 above,what is MOST LIKELY the industry sector represented by NAICS code 51?

Accepted Answer

A)   manufacturing
B)   fisheries
C)   information
D)   publishing
E)   retailingF) B) and E)
G) A) and C)

Question 15

decision-making process that organizations use to establish the need for products and services and identify,evaluate,and choose among alternative brands and suppliers is referred to as

Accepted Answer

A)   the consumer purchase decision process.
B)   organizational buying behavior.
C)   the industrial purchase procedure.
D)   the offering purchase framework.
E)   the sustainable procurement process.F) None of the above
G) C) and D)

Question 16

Harley-Davidson emphasizes

Accepted Answer

A)   supplier collaboration in its product design.
B)   signing lifetime contracts to demonstrate loyalty.
C)   offering their products at cost for all key supplier personnel.
D)   listing the names of all suppliers on their Harley-Davidson promotional material.
E)   extending Harley-Davidson health care benefits to supplier' employees.F) A) and B)
G) A) and C)

Question 17

Several people often participate in the organizational buying process.Called a __________,these people share common goals,risks,and knowledge important to a purchase decision.

Accepted Answer

A)   buying center
B)   buying cohort
C)   sustainable procurement committee
D)   stakeholder group
E)   purchasing departmentF) A) and B)
G) A) and C)

Question 18

select a paper supplier,JCPMedia looks at its capabilities to deliver-on-time-selected grades of paper,the availability of specific types of paper,and price.This examination would be done during JCPMedia's __________.

Accepted Answer

A)   procurement analysis
B)   break-even analysis
C)   value analysis
D)   database search
E)   social auditF) C) and D)
G) C) and E)

Question 19

During the third stage of the organizational buying decision process,the organization engages in

Accepted Answer

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

Question 20

in July 2009,Matt Kistler,a senior vice-president at Walmart,claimed the company was making progress on achieving three major goals: (1) to be supplied by 100% renewable energy; (2) to create zero-waste; and (3) to increase the sale of renewably-produced products.Walmart is focusing on

Accepted Answer

A)   practicing ecological procurement.
B)   complying with government regulations.
C)   engaging in cause marketing.
D)   using sustainable procurement.
E)   meeting ISO 9000 standards.F) B) and D)
G) A) and D)

Exam 6: Understanding Organizations As Customers

organization buys products and services for one main reason,which is to

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buy class situation affects buying center tendencies in different ways.If there is one person involved,the problem definition is well-defined,and the buying objective is to find the low-priced supplier,the buy class situation is a

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buy class situation affects buying center tendencies in different ways.If there is one person involved,the problem definition is well-defined,and the time required for a decision is short,the buy class situation is a

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Within the buying center,influencers are people who

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Which of the following possible characteristics of consumer buying is LEAST LIKELY to enter into an organizational buying decision?

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decision-making process that organizations use to establish the need for products and services and identify,evaluate,and choose among alternative brands and suppliers is referred to as

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

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primary buying objective for business firms is usually to

Correct AnswerverifiedShow Answer

in July 2009,Matt Kistler,a senior vice-president at Walmart,claimed the company was making progress on achieving three major goals: (1) to be supplied by 100% renewable energy; (2) to create zero-waste; and (3) to increase the sale of renewably-produced products.Walmart is focusing on

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During the third stage of the organizational buying decision process,the organization engages in

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Which of the following statements about organizational buying compared to consumer buying is MOST accurate?

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

Correct AnswerverifiedShow Answer

practice of __________,which can affect the natural flow of the free market,is occasionally addressed in the ethics codes of companies or their purchasing policies.

Correct AnswerverifiedShow Answer

Independent e-marketplaces act as a neutral third party,provide an Internet technology trading platform,and provide a(n) __________ that enable exchanges between buyers and sellers.

Correct AnswerverifiedShow Answer

companies have broadened their buying objectives to include an emphasis on

Correct AnswerverifiedShow Answer

select a paper supplier,JCPMedia looks at its capabilities to deliver-on-time-selected grades of paper,the availability of specific types of paper,and price.This examination would be done during JCPMedia's __________.

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supply partnership exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of

Correct AnswerverifiedShow Answer

Several people often participate in the organizational buying process.Called a __________,these people share common goals,risks,and knowledge important to a purchase decision.

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Figure 6-1 -Based on Figure 6-1 above,what is MOST LIKELY the industry sector represented by NAICS code 51?

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Harley-Davidson emphasizes

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