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What is an important limitation of NAICS codes that inhibit their usefulness?

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The NAICS has an important limitation.Si...

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


A) adherence to governmental policies
B) regulatory support
C) past performance on previous contracts
D) consumer demand
E) senior management directives

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

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To be a Walmart supplier,a firm must be able to deliver its products to Walmart distribution centers within a 15-minute window.If the driver arrives before or after the scheduled window,the supplier will be turned away and fined.Walmart's insistence on choosing a supplier based upon its ability to provide on-time delivery is an example of a(n)


A) supplier value dimension.
B) derived demand factor.
C) evaluative criterion.
D) external performance measure.
E) organizational buying criterion.

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

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


A) buying center
B) buying cohort
C) sustainable procurement committee
D) stakeholder group
E) purchasing department

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

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The North American Industry Classification System (NAICS) system 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 B)
G) A) and E)

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Researchers who have studied organizational buying identify three types of buying situations,called __________,which include new buy,modified rebuy,and straight rebuy.


A) purchase criteria
B) buy classes
C) buying centers
D) consideration sets
E) purchase hierarchies

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

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The marketing of products 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 B)
G) B) and D)

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June Golden is part of the buying center for a large manufacturer.Her field of expertise is logistics and she is responsible for choosing transportation providers for the company.A sales representative for Yellow Roadway (a very large trucking firm) regularly buys June's secretary lunch.The representative does this because she views the secretary as a(n) __________ and wants to be sure that information about her company reaches June.


A) gatekeeper
B) decider
C) influencer
D) obstructionist
E) power-broker

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

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European Style Furniture (ESF) ,headquartered in New York,acquires fine furniture from several high quality manufacturers in Europe and enjoys exclusive distribution rights from them to sell to furniture stores throughout the U.S.In this context,ESF is most accurately classified as a


A) producer.
B) reseller.
C) service provider.
D) retailer.
E) industrial firm.

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

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

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The reseller market includes


A) manufacturers.
B) logistics and supply chain providers.
C) government agencies.
D) end-user service providers.
E) retailers and wholesalers.

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

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Business marketing refers to


A) the marketing of products to companies,governments,or ultimate consumers for use in the creation of goods and services.
B) the marketing of products and services to not-for-profit organizations at a reduced fee or nominal cost for use in the creation of goods and services that they can produce and market to others.
C) the marketing of products 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.
D) the marketing of services in the area of intellectual property such as legal,financial,or creative consulting.
E) the marketing of an idea to create interest or generate goodwill,not just for an individual brand but also for an entire industry or product class.

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

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An industrial buying practice in which two organizations agree to purchase each other's products and services is referred to as __________.


A) a tying arrangement
B) exclusive dealing
C) reciprocity
D) a supply partnership
E) noncompetitive bidding

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

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In terms of organizational buyers,Amazon.com,Lands' End,and JCPenney would all be generally classified as __________.


A) government units
B) resellers
C) manufacturers
D) wholesalers
E) industrial firms

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

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Which of the following characterizes organizational buyer-seller relationships?


A) Purchases are often made after brief negotiations if any.
B) Supply partnerships may eventually develop.
C) Short-term contracts are often prevalent.
D) Reciprocal arrangements provide the most flexibility to buyer and seller.
E) Delivery schedules are less important than production capacity.

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

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JCPMedia


A) creates the in-store signage,point-of-purchase displays,and store atmospherics for JCPenney.
B) is an in-house advertising agency for JCPenney.
C) is the print and paper purchasing arm of JCPenney.
D) is the website developer who created JCPenney's Facebook presence.
E) buys the media space to run TV ads and print ads for JCPenney.

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

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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


A) webfronts.
B) iCommerce.
C) e-commerce marketspaces.
D) e-marketplaces.
E) X-changes.

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

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The 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


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

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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.Keystone is operating in a(n) __________ market.


A) consumer
B) government
C) industrial
D) service
E) reseller

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

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The primary buying objective for business firms is usually to


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

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