Question 1

Marketers need to understand the buying centres with which they deal. 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 centre?

Accepted Answer

A)  What are the buying criteria of each member?
B)  What selection process was used to confirm membership in the buying centre?
C)  Which individuals are in the buying centre for the product or service?
D)  What is the relative influence of each member of the group?E) B) and D)
F) All of the above

Question 2

After reaching a conclusion on the make-buy decision, the firm will likely complete a value analysis now that it has reached the_________ stage.

Accepted Answer

A)  post-purchase behaviour
B)  purchase decision
C)  alternative evaluation
D)  information searchE) A) and B)
F) A) and C)

Question 3

Organizational buyers include all the following EXCEPT:

Accepted Answer

A)  retailers.
B)  manufacturers.
C)  ultimate consumers.
D)  government.E) All of the above
F) A) and C)

Question 4

A reseller purchases products from a manufacturer and then________ before selling them to the end customer.

Accepted Answer

A)  strips them down to their parts
B)  processes them no further
C)  puts their logo on them
D)  builds them into a larger productE) A) and B)
F) None of the above

Question 5

ISO 9000 standards:

Accepted Answer

A)  are used to determine if a company can be classified as a green marketer.
B)  set the communication interfaces between computer networks for the sharing of data.
C)  govern what constitutes legal economic espionage.
D)  are used to certify that a company's quality management and assurance system meets predetermined high standards of excellence.E) C) and D)
F) B) and D)

Question 6

As the salesperson for West Plains band saw talked to a group from Conner Industries, he overheard one of the men 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 centre role?

Accepted Answer

A)  purchasing agent
B)  user
C)  buyer
D)  deciderE) All of the above
F) B) and C)

Question 7

Which of the following statements about the North American Industry Classification System (NAICS) is false?

Accepted Answer

A)  the fourth digit designates industry groups
B)  the fifth digit designates company name.
C)  the third digit designates subsectors
D)  the first two digits represent sectorsE) None of the above
F) B) and C)

Question 8

As part of the procurement team at Walmart, you are likely part of which larger organizational unit?

Accepted Answer

A)  buying centre
B)  feasibility study group
C)  purchasing agency
D)  buying committeeE) All of the above
F) A) and B)

Question 9

Using a Value Analysis is most likely to occur at which stage of the organizational buying process?

Accepted Answer

A)  problem recognition.
B)  purchase decision.
C)  alternative evaluation.
D)  information search.E) All of the above
F) B) and C)

Question 10

When Rolls Royce is trying to sell their engines to Boeing for use in the new Boeing 787, who is likely the most important person to convince?

Accepted Answer

A)  Head Purchasing Manager, Boeing Inc.
B)  Chief Executive Officer, Boeing Inc.
C)  Technical Engineering Manager, Engine Components
D)  Purchasing Manager, Engine ComponentsE) A) and C)
F) A) and B)

Question 11

Campus Living Centres offer colleges and universities student life programs and services including:

Accepted Answer

A)  student outreach and support services.
B)  student training in cleaning residences.
C)  university loyalty programs.
D)  academic advising on careers and programs.E) All of the above
F) B) and C)

Question 12

All of the following are commonly used organizational buying criteria EXCEPT:

Accepted Answer

A)  price and other financing assistance.
B)  the technical expertise of the salespeople.
C)  past performance on previous purchases.
D)  the number and distribution of retail outlets likely to carry the product.E) A) and B)
F) A) and C)

Question 13

At the weekly meeting for Choice Hotels (the company that owns Clarion Hotel, Quality Inn, Comfort Inn, Comfort Suites, Sleep Inn, and Mainstay Inn) , the marketing manager said, "Since September 11th, there has been a noticeable increase in highway traffic as travelers have abandoned the airlines and taken to the highways. We need an inexpensive, creative way to reach these people and make them aware of our hotels. I want to find some new media that the other hotel chains are not using." The purchase of this new media for the hotel chains' advertising would be an example of a:

Accepted Answer

A)  converted rebuy.
B)  new buy.
C)  straight rebuy.
D)  make-buy.E) All of the above
F) C) and D)

Question 14

Concern about terrorists using biological warfare has caused the U.S. government to create stockpiles of specific drugs. The federal government has purchased Cipro, the only drug specifically approved by the FDA to treat inhaled anthrax from Bayer, the German drug and chemical company. The U.S. government has also purchased smallpox vaccine from Acambis, a British drug company. These transactions are examples of:

Accepted Answer

A)  organizational clusters.
B)  the circular flow of products.
C)  market dynamics.
D)  global organizational markets.E) C) and D)
F) A) and D)

Question 15

A company that runs its trucks on a mixture of petroleum and ethanol buys its ethanol from Archer Daniels Midland (ADM) Company because it is the only large supplier of ethanol that has an ethanol manufacturing facility in Illinois and is able to meet the trucking company's delivery schedules. The selection of ADM to provide the ethanol was based on a(n) :

Accepted Answer

A)  organizational buying criterion.
B)  derived demand factor.
C)  supplier value dimension.
D)  evaluative criterion.E) B) and C)
F) All of the above

Question 16

A relationship that exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost and/or increasing the value of products and services delivered to the ultimate consumers is known as:

Accepted Answer

A)  supply partnership.
B)  a reciprocal arrangement.
C)  exclusive dealing.
D)  review marketing.E) A) and C)
F) A) and B)

Question 17

Differentiate between traditional and reverse auctions.

Accepted Answer

The answer of Differentiate between traditional and reverse auctions....

Question 18

Scandinavian Airlines recently announced the purchase of 35 Boeing 737-600 airliners, with the option to buy another 35 for a total of $2.4 billion. SAS called Boeing "a professional and solid supplier." Deliveries began in late 1998 and will continue for some years to come. This arrangement between Boeing and SAS is an example of:

Accepted Answer

A)  reciprocity.
B)  review marketing.
C)  supply partnership.
D)  exclusive dealing.E) None of the above
F) A) and C)

Exam 6: Understanding Organizations As Customers

Marketers need to understand the buying centres with which they deal. 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 centre?

Correct Answer
verified

Differentiate between traditional and reverse auctions.

Correct Answer
verified

ISO 9000 standards:

Correct Answer
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As part of the procurement team at Walmart, you are likely part of which larger organizational unit?

Correct Answer
verified

Campus Living Centres offer colleges and universities student life programs and services including:

Correct Answer
verified

A reseller purchases products from a manufacturer and then________ before selling them to the end customer.

Correct Answer
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Correct Answer
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Correct Answer
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Organizational buyers include all the following EXCEPT:

Correct Answer
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Which of the following statements about the North American Industry Classification System (NAICS) is false?

Correct Answer
verified

Correct Answer
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Using a Value Analysis is most likely to occur at which stage of the organizational buying process?

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

After reaching a conclusion on the make-buy decision, the firm will likely complete a value analysis now that it has reached the_________ stage.

Correct Answer
verified

When Rolls Royce is trying to sell their engines to Boeing for use in the new Boeing 787, who is likely the most important person to convince?

Correct Answer
verified

A relationship that exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost and/or increasing the value of products and services delivered to the ultimate consumers is known as:

Correct Answer
verified

All of the following are commonly used organizational buying criteria EXCEPT:

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

Marketers need to understand the buying centres with which they deal. 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 centre?

Correct AnswerverifiedShow Answer

Differentiate between traditional and reverse auctions.

Correct AnswerverifiedShow Answer

ISO 9000 standards:

Correct AnswerverifiedShow Answer

As part of the procurement team at Walmart, you are likely part of which larger organizational unit?

Correct AnswerverifiedShow Answer

Campus Living Centres offer colleges and universities student life programs and services including:

Correct AnswerverifiedShow Answer

A reseller purchases products from a manufacturer and then________ before selling them to the end customer.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Organizational buyers include all the following EXCEPT:

Correct AnswerverifiedShow Answer

Which of the following statements about the North American Industry Classification System (NAICS) is false?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Using a Value Analysis is most likely to occur at which stage of the organizational buying process?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

After reaching a conclusion on the make-buy decision, the firm will likely complete a value analysis now that it has reached the_________ stage.

Correct AnswerverifiedShow Answer

When Rolls Royce is trying to sell their engines to Boeing for use in the new Boeing 787, who is likely the most important person to convince?

Correct AnswerverifiedShow Answer

A relationship that exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost and/or increasing the value of products and services delivered to the ultimate consumers is known as:

Correct AnswerverifiedShow Answer

All of the following are commonly used organizational buying criteria EXCEPT:

Correct AnswerverifiedShow Answer

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Correct Answer
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