Question 1

The acronym NAICS stands for

Accepted Answer

A)   National Association of Industrial Compliance Standards.
B)   National Association of Industrial Communication Systems.
C)   North American Industrial Communication Standards.
D)   North American Industry Classification System.
E)   North Atlantic Industrial Classification System.F) B) and C)
G) A) and E)

Question 2

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

Question 3

Milsco Manufacturing markets __________ in partnership with its customers like Harley-Davidson.

Accepted Answer

A)   motors
B)   braking systems
C)   transmissions
D)   seats
E)   customized wheelsF) C) and D)
G) B) and E)

Question 4

When JCPMedia buys paper for JCPenney newspaper inserts,it considers suppliers' forest management and other sustainability practices.JCPMedia buyers consider these as part of the process to

Accepted Answer

A)   fulfill profit responsibilities.
B)   formally evaluate paper supplier capabilities.
C)   eliminate the need for online purchasing.
D)   shorten the value chain.
E)   fulfill the auditing role.F) B) and C)
G) A) and E)

Question 5

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

Accepted Answer

A)   the consumer purchase decision process.
B)   the industrial purchase procedure.
C)   organizational buying behavior.
D)   the offering purchase framework.
E)   the sustainable procurement process.F) A) and B)
G) C) and D)

Question 6

In the construction industry,an independent trading community such as Buzzsaw.com or Cephren.com enables a general contractor to manage and coordinate the many suppliers,subcontractors,architects,and engineers necessary to complete a project.Buzzsaw.com and Cephren.com are examples of

Accepted Answer

A)   Webfronts.
B)   web chains.
C)   X-changes.
D)   e-syndicates.
E)   e-marketplaces.F) A) and B)
G) A) and C)

Question 7

List seven organizational buying criteria.

Accepted Answer

Key organizational buying criteria: (1)p...

Question 8

Cassidy 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 successful trucking firm,regularly buys Cassidy's secretary lunch.The representative does this because she views the secretary as __________ and wants to be sure that information about her company reaches Cassidy.

Accepted Answer

A)   a gatekeeper
B)   a decider
C)   an influencer
D)   an obstructionist
E)   a power brokerF) B) and E)
G) B) and C)

Question 9

Insurance companies,farms,auto repair,and fisheries are all examples of companies in the

Accepted Answer

A)   consumer market.
B)   cooperative market.
C)   reseller market.
D)   industrial market.
E)   government market.F) A) and E)
G) C) and E)

Question 10

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

Accepted Answer

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

Question 11

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 fifth digit designates

Accepted Answer

A)   an industry subsector.
B)   an industry group.
C)   a specific industry.
D)   an individual country-level national industry.
E)   a sector of the economy.F) C) and E)
G) All of the above

Question 12

Organizational buyers are

Accepted Answer

A)   wholesalers, retailers, and service companies that buy goods and services exclusively for resale.
B)   any organization that buys products and services for their own use or for resale.
C)   not-for-profit organizations that buy goods and services for their own use.
D)   firms that typically buy physical goods and resell them again without any reprocessing.
E)   all buyers in a nation including ultimate consumers.F) C) and D)
G) B) and E)

Question 13

For e-marketplaces,large companies tend to favor __________ that link them with their network of qualified suppliers and customers.

Accepted Answer

A)   centralized markets
B)   decentralized markets
C)   private exchanges
D)   segregated markets
E)   independent trading communitiesF) B) and C)
G) A) and E)

Question 14

Important buying process 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)   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) B) and C)
G) B) and E)

Question 15

When Georgia State University buys new laptops for its faculty,it is operating as

Accepted Answer

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

Question 16

Which of the following exemplifies an organizational buyer?

Accepted Answer

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 Smart TV 55-inch 3D OLED HDTV for her den.
C)   An architect 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 mayor rents a tuxedo to wear to his daughter's wedding.F) A) and D)
G) D) and E)

Question 17

E-marketplace can take two different formats,which are

Accepted Answer

A)   bricks-and-mortar exchanges and clicks-and-mortar exchanges.
B)   privately owned trading communities and open-to-the-public trading communities.
C)   networked exchanges or public trading communities.
D)   independent trading communities or private exchanges.
E)   public exchanges and networked exchanges.F) B) and C)
G) None of the above

Question 18

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 company, our products and services, and our salespeople?
E)   What criteria were used to select the members of the buying center?F) A) and E)
G) A) and C)

Question 19

At the weekly meeting for Choice Hotels,the marketing manager said,"We need an inexpensive creative way to increase awareness of our hotels among people who travel by automobile.To do that,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

Accepted Answer

A)   a new buy.
B)   a straight rebuy.
C)   a converted rebuy.
D)   a modified rebuy.
E)   an initial buy.F) D) and E)
G) C) and E)

Question 20

Although not strictly illegal,the U.S.Justice Department frowns on reciprocity because the practice

Accepted Answer

A)   gives an unfair advantage to smaller companies.
B)   gives an unfair advantage to larger corporations.
C)   reduces the amount of taxes paid by the parties involved.
D)   restricts the normal operation of the free market.
E)   encourages free trade.F) None of the above
G) B) and E)

Exam 5: Understanding Organizations As Customers

Although not strictly illegal,the U.S.Justice Department frowns on reciprocity because the practice

Correct Answer
verified

Milsco Manufacturing markets __________ in partnership with its customers like Harley-Davidson.

Correct Answer
verified

The acronym NAICS stands for

Correct Answer
verified

List seven organizational buying criteria.

Correct Answer
verified
Key organizational buying criteria: (1)p...
View Answer

Correct Answer
verified

Which of the following exemplifies an organizational buyer?

Correct Answer
verified

Organizational buyers are

Correct Answer
verified

When JCPMedia buys paper for JCPenney newspaper inserts,it considers suppliers' forest management and other sustainability practices.JCPMedia buyers consider these as part of the process to

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

Correct Answer
verified

Insurance companies,farms,auto repair,and fisheries are all examples of companies in the

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

Correct Answer
verified

E-marketplace can take two different formats,which are

Correct Answer
verified

For e-marketplaces,large companies tend to favor __________ that link them with their network of qualified suppliers and customers.

Correct Answer
verified

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

Correct Answer
verified

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 fifth digit designates

Correct Answer
verified

In the construction industry,an independent trading community such as Buzzsaw.com or Cephren.com enables a general contractor to manage and coordinate the many suppliers,subcontractors,architects,and engineers necessary to complete a project.Buzzsaw.com and Cephren.com are examples of

Correct Answer
verified

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

Correct Answer
verified

When Georgia State University buys new laptops for its faculty,it is operating as

Correct Answer
verified

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

Correct Answer
verified

Exam 5: Understanding Organizations As Customers

Although not strictly illegal,the U.S.Justice Department frowns on reciprocity because the practice

Correct AnswerverifiedShow Answer

Milsco Manufacturing markets __________ in partnership with its customers like Harley-Davidson.

Correct AnswerverifiedShow Answer

The acronym NAICS stands for

Correct AnswerverifiedShow Answer

List seven organizational buying criteria.

Correct AnswerverifiedKey organizational buying criteria: (1)p...View AnswerShow Answer

Correct AnswerverifiedShow Answer

Which of the following exemplifies an organizational buyer?

Correct AnswerverifiedShow Answer

Organizational buyers are

Correct AnswerverifiedShow Answer

When JCPMedia buys paper for JCPenney newspaper inserts,it considers suppliers' forest management and other sustainability practices.JCPMedia buyers consider these as part of the process to

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

Correct AnswerverifiedShow Answer

Insurance companies,farms,auto repair,and fisheries are all examples of companies in the

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

Correct AnswerverifiedShow Answer

E-marketplace can take two different formats,which are

Correct AnswerverifiedShow Answer

For e-marketplaces,large companies tend to favor __________ that link them with their network of qualified suppliers and customers.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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 fifth digit designates

Correct AnswerverifiedShow Answer

In the construction industry,an independent trading community such as Buzzsaw.com or Cephren.com enables a general contractor to manage and coordinate the many suppliers,subcontractors,architects,and engineers necessary to complete a project.Buzzsaw.com and Cephren.com are examples of

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

When Georgia State University buys new laptops for its faculty,it is operating as

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct Answer
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verified
Key organizational buying criteria: (1)p...
View Answer

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verified

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