Question 1

In an effort to make better and more efficient purchase decisions,the Ford Motor Company forms loosely organized groups of people who work together on purchase decisions.The people included in these groups change depending on the purchase situation and may include key personnel from various departments,including research and development,finance,marketing,shipping,and sales.Such a loosely organized group of people within an organization who are involved in the purchase decision is called an organizational

Accepted Answer

A)  selling committee.
B)  sustainable procurement department.
C)  purchasing unit.
D)  buying center.
E)  buying committee.F) A) and D)
G) A) and B)

Question 2

EXCEPT: A) gatekeepers. B) deciders. C) buyers. D) product champions. E) influencers." class="answers-bank-image d-inline" rel="preload" >
-As shown in buying center photo above,an organization's buying center includes individuals who can play one or more of the following roles EXCEPT:

Accepted Answer

A)  gatekeepers.
B)  deciders.
C)  buyers.
D)  product champions.
E)  influencers.F) B) and D)
G) A) and D)

Question 3

Starbucks purchases from coffee growers located in more than 20 countries.Starbucks: (1) pays the coffee farmers a fair price for the beans; (2) the coffee is grown in an ecologically sound manner; and (3) Starbucks invests in the farming communities where the coffees are produced.This is an example of

Accepted Answer

A)  green marketing.
B)  ISO 14000 certification.
C)  sustainable procurement.
D)  ecological procurement.
E)  cause marketing.F) B) and C)
G) A) and E)

Question 4

The North American Industry Classification System (NAICS)

Accepted Answer

A)  provides common industry definitions for North America,Central America,and South America to measure economic activity in these three Western Hemispheric regions.
B)  provides common industry definitions between Canada and the United States to measure economic activity and reduce barriers of trade for cross-border firms.
C)  provides a classification system for products and services that is consistent worldwide.
D)  provides a classification system for products and services that is consistent across North America,Central America,and South America to measure economic activity in these three Western Hemispheric areas.
E)  provides common industry definitions for Canada,Mexico,and the United States to measure economic activity in the three member countries.F) B) and D)
G) C) and D)

Question 5

A disadvantage of the North American Industry Classification System (NAICS) is that

Accepted Answer

A)  it only lists the top ten firms in any particular industry.
B)  it is too difficult and confusing to read.
C)  it only covers organizations with sales in excess of (US) $1 million.
D)  it makes it possible to find how the firm's customers are coded.
E)  five-digit national industry codes are not always available for all three countries.F) All of the above
G) C) and E)

Question 6

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

Accepted Answer

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

Question 7

In a buying center,__________ affect the buying decision,usually by helping define the specifications for what is bought.

Accepted Answer

A)  gatekeepers
B)  deciders
C)  buyers
D)  influencers
E)  usersF) A) and D)
G) A) and C)

Question 8

As the salesperson for West Plains Band Saw talked to a group from Conner Industries,he overheard one of the men on the production line saying,"This band saw has a 36-inch wheel that could really save us time,and with its adjustable height,it can be operated by someone tall like me and by some of our shorter workers.I bet this will speed up production time by 30 percent.Why don't we order this band saw?" The person the salesperson heard giving input has which buying center role?

Accepted Answer

A)  purchasing agent
B)  decider
C)  buyer
D)  user
E)  motivatorF) A) and E)
G) B) and C)

Question 9

The NAICS is consistent with the International Standard Industrial Classification of All Economic Activities,which is published by the __________ to facilitate measurement of global economic activity.

Accepted Answer

A)  United Nations (UN) 
B)  European Union (EU) 
C)  International Standards Organization (ISO) 
D)  North American Free Trade Agreement (NAFT
A)  
E)  North American Product Classification System (NAPCS) F) A) and C)
G) A) and E)

Question 10

A sales representative for a pharmaceutical company visits the doctor's office,hoping to explain a new drug to the doctor.However,the office receptionist explains that the doctor is with patients and will not be able to see the sales rep.The receptionist is acting as a(n) __________.

Accepted Answer

A)  user
B)  influencer
C)  buyer
D)  decider
E)  gatekeeperF) A) and D)
G) All of the above

Question 11

Marketers need to understand their firms' buying centers.A series of questions can be used to facilitate this process.Which of the following questions would be the LEAST USEFUL when trying to understand the operations of a buying center?

Accepted Answer

A)  "Which individuals are in the buying center for the product or service?"
B)  "What is the relative influence of each member of the group?"
C)  "What are the buying criteria of each member?"
D)  "How does each member of the group perceive our firm,our products and services,and our salespeople?"
E)  "What criteria were used to select the members of the buying center?"F) A) and C)
G) B) and E)

Question 12

Reverse auctions

Accepted Answer

A)  are seller-initiated.
B)  benefit the buyers significantly more than the sellers.
C)  have an increasing number of buyers as the auction progresses.
D)  do not have sequential bidding.
E)  have many buyers at the start of the auction.F) A) and B)
G) C) and D)

Question 13

Trek uses several organizational buying criteria to evaluate potential suppliers.These include all of the following EXCEPT:

Accepted Answer

A)  price
B)  environmental impact
C)  warranties and claim policies
D)  quality
E)  delivery capabilitiesF) A) and E)
G) B) and C)

Question 14

Organizations face three specific kinds of buying situations.They are new buy,straight rebuy,and modified rebuy.Collectively,these situations are referred to as

Accepted Answer

A)  industrial buying behavior.
B)  reseller buying behavior.
C)  buy classes.
D)  purchase criteria.
E)  consideration sets.F) B) and E)
G) A) and C)

Question 15

The City of Denver contracts with Solid Waste Management to provide trash collection services for its citizens.The city is operating as a(n)

Accepted Answer

A)  government unit.
B)  industrial market.
C)  business market.
D)  consumer market.
E)  service provider.F) A) and B)
G) A) and D)

Question 16

Organizational buying criteria serve the same purpose as __________ criteria used by consumers.

Accepted Answer

A)  consideration
B)  evaluative
C)  decision
D)  alternative
E)  prepurchaseF) B) and D)
G) A) and B)

Question 17

The objective attributes of the supplier's products and services and the capabilities of the supplier itself are collectively referred to as

Accepted Answer

A)  the supplier consideration set.
B)  derived demand factors.
C)  evaluative criteria.
D)  performance metrics.
E)  organizational buying criteria.F) A) and E)
G) C) and E)

Question 18

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 fourth digit designates a(n)

Accepted Answer

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 D)

Question 19

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 objective is to find a good solution,the buy class situation is MOST LIKELY a

Accepted Answer

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

Question 20

At which stage of the organizational buying decision process would a firm use key organizational buying criteria such as price,quality,delivery time,and technical capability to select a supplier?

Accepted Answer

A)  problem recognition
B)  information search
C)  purchase decision
D)  purchase review
E)  alternative evaluationF) A) and B)
G) B) and E)

Exam 5: Understanding Organizations As Customers

Trek uses several organizational buying criteria to evaluate potential suppliers.These include all of the following EXCEPT:

Correct Answer
verified

In a buying center,__________ affect the buying decision,usually by helping define the specifications for what is bought.

Correct Answer
verified

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 fourth digit designates a(n)

Correct Answer
verified

Correct Answer
verified

At which stage of the organizational buying decision process would a firm use key organizational buying criteria such as price,quality,delivery time,and technical capability to select a supplier?

Correct Answer
verified

Reverse auctions

Correct Answer
verified

The North American Industry Classification System (NAICS)

Correct Answer
verified

The objective attributes of the supplier's products and services and the capabilities of the supplier itself are collectively referred to as

Correct Answer
verified

A sales representative for a pharmaceutical company visits the doctor's office,hoping to explain a new drug to the doctor.However,the office receptionist explains that the doctor is with patients and will not be able to see the sales rep.The receptionist is acting as a(n) __________.

Correct Answer
verified

The NAICS is consistent with the International Standard Industrial Classification of All Economic Activities,which is published by the __________ to facilitate measurement of global economic activity.

Correct Answer
verified

Marketers need to understand their firms' buying centers.A series of questions can be used to facilitate this process.Which of the following questions would be the LEAST USEFUL when trying to understand the operations of a buying center?

Correct Answer
verified

The City of Denver contracts with Solid Waste Management to provide trash collection services for its citizens.The city is operating as a(n)

Correct Answer
verified

Organizational buying criteria serve the same purpose as __________ criteria used by consumers.

Correct Answer
verified

-As shown in buying center photo above,an organization's buying center includes individuals who can play one or more of the following roles EXCEPT:

Correct Answer
verified

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

Correct Answer
verified

A disadvantage of the North American Industry Classification System (NAICS) is that

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Organizations face three specific kinds of buying situations.They are new buy,straight rebuy,and modified rebuy.Collectively,these situations are referred to as

Correct Answer
verified

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 objective is to find a good solution,the buy class situation is MOST LIKELY a

Correct Answer
verified

Exam 5: Understanding Organizations As Customers

Trek uses several organizational buying criteria to evaluate potential suppliers.These include all of the following EXCEPT:

Correct AnswerverifiedShow Answer

In a buying center,__________ affect the buying decision,usually by helping define the specifications for what is bought.

Correct AnswerverifiedShow Answer

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 fourth digit designates a(n)

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

At which stage of the organizational buying decision process would a firm use key organizational buying criteria such as price,quality,delivery time,and technical capability to select a supplier?

Correct AnswerverifiedShow Answer

Reverse auctions

Correct AnswerverifiedShow Answer

The North American Industry Classification System (NAICS)

Correct AnswerverifiedShow Answer

The objective attributes of the supplier's products and services and the capabilities of the supplier itself are collectively referred to as

Correct AnswerverifiedShow Answer

A sales representative for a pharmaceutical company visits the doctor's office,hoping to explain a new drug to the doctor.However,the office receptionist explains that the doctor is with patients and will not be able to see the sales rep.The receptionist is acting as a(n) __________.

Correct AnswerverifiedShow Answer

The NAICS is consistent with the International Standard Industrial Classification of All Economic Activities,which is published by the __________ to facilitate measurement of global economic activity.

Correct AnswerverifiedShow Answer

Marketers need to understand their firms' buying centers.A series of questions can be used to facilitate this process.Which of the following questions would be the LEAST USEFUL when trying to understand the operations of a buying center?

Correct AnswerverifiedShow Answer

The City of Denver contracts with Solid Waste Management to provide trash collection services for its citizens.The city is operating as a(n)

Correct AnswerverifiedShow Answer

Organizational buying criteria serve the same purpose as __________ criteria used by consumers.

Correct AnswerverifiedShow Answer

-As shown in buying center photo above,an organization's buying center includes individuals who can play one or more of the following roles EXCEPT:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

A disadvantage of the North American Industry Classification System (NAICS) is that

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Organizations face three specific kinds of buying situations.They are new buy,straight rebuy,and modified rebuy.Collectively,these situations are referred to as

Correct AnswerverifiedShow Answer

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 objective is to find a good solution,the buy class situation is MOST LIKELY a

Correct AnswerverifiedShow Answer

Correct Answer
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