Question 1

Buy classes refer to the three types of organizational buying situations:

Accepted Answer

A)   buy, lease, and rent.
B)   new buy, make, and reprocess.
C)   manufacturing contracts, consulting contracts, service contracts.
D)   new buy, straight rebuy, and modified rebuy.
E)   new buy, refurbish, and used buy.F) B) and C)
G) None of the above

Question 2

General Electric manufactures electric motors for its clothes dryers. The firm uses a formal vendor rating system to evaluate suppliers and notify those whose parts did not meet quality standards. If a supplier fails to correct the problem, GE will drop it as a future supplier. Which stage in the organizational buying decision process would GE make this evaluation?

Accepted Answer

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

Question 3

Airbus manufactures commercial aircraft that it sells to a variety of airlines worldwide. Still, demand for its products often depends on rates of air travel among consumers. Demand for Airbus products is referred to as ________ demand.

Accepted Answer

A)   unitized
B)   reseller
C)   applied
D)   implied
E)   derivedF) All of the above
G) A) and B)

Question 4

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

Accepted Answer

A)   large markets but orders become progressively smaller over time
B)   diminishing international opportunities as more firms enter the market
C)   many customers placing progressively larger orders over time
D)   fewer customers but with larger orders
E)   a market that functions independently of consumer demandF) B) and C)
G) B) and E)

Question 5

Small businesses benefit from independent ________ like Amazon Business, PlasticsNet, Hospital Network.com, and TextileWeb.

Accepted Answer

A)   webfronts
B)   clicks-and-mortar
C)   e-marketplaces
D)   iMarkets
E)   integrated marketsF) A) and D)
G) A) and B)

Question 6

Starbucks purchases from coffee growers located in more than 20 countries. It pays the coffee farmers a fair price for the beans, the coffee is grown in an ecologically sound manner, and Starbucks invests in the farming communities where its 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) D) and E)
G) All of the above

Question 7

The NAICS groups economic activity to permit studies of

Accepted Answer

A)   multi-language advertising.
B)   market share, demand, or import competition.
C)   growth potential in emerging markets.
D)   best practices for manufacturers.
E)   job outsourcing and trade flow impacts.F) C) and D)
G) B) and C)

Question 8

What is a buying center? In what type of business would a buying center most likely be found?

Accepted Answer

A buying center is a group of individual...

Question 9

Figure 6-4
-Figure 6-4 above shows the three buy classes encountered by organizational buyers. Column B is referred to as a

Accepted Answer

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

Question 10

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 first two digits designate

Accepted Answer

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

Question 11

Business-to-business buying over the Internet

Accepted Answer

A)   is nearly equivalent to consumer electronic commerce when measured by the total dollar value of all online transactions.
B)   is at least twice as large as consumer online buying when measured by the total dollar value of all online transactions.
C)   remains rare since face-to-face communication between a firm's sales force and its potential customers is so important.
D)   is impossible to estimate since companies will not share procurement information.
E)   has never been popular since it presents massive security risks for companies.F) A) and D)
G) A) and E)

Question 12

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

Accepted Answer

A)   purchase criteria
B)   buy classes
C)   buying centers
D)   consideration sets
E)   purchase hierarchiesF) B) and C)
G) All of the above

Question 13

Trek uses several organizational buying criteria to evaluate potential suppliers. These include all of the following except which?

Accepted Answer

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

Question 14

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

Question 15

Organizational buying criteria are

Accepted Answer

A)   the restrictions placed on potential solutions to a problem in a purchase decision.
B)   the specific qualifications of a potential customer based upon past performance, reliability, and consistency regarding the purchase of an organization's offerings.
C)   the qualifications of the supplier's products and services based on recommendations from competitors.
D)   the objective attributes of the supplier's products and services and the capabilities of the supplier itself.
E)   the factors that an ultimate consumer would consider that represent both the objective attributes of a brand and the subjective ones to compare different products and brands.F) All of the above
G) B) and D)

Question 16

A university's marketing department typically purchases backpacks with its logo embroidered on them for all incoming freshmen. This year, because the faculty has heard complaints, the marketing chair wants to buy similar backpacks but find one that is a little more durable. This is an example of a

Accepted Answer

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

Question 17

The three types of organizational buy classes are

Accepted Answer

A)   industrial, reseller, and government.
B)   consumer products, industrial goods, and services.
C)   users, influencers, and deciders.
D)   straight purchase, barter, and countertrade.
E)   new buy, straight rebuy, and modified rebuy.F) None of the above
G) A) and B)

Question 18

A buy-class situation affects buying center tendencies in different ways. If there are many people involved, the problem definition is uncertain, and the time required for a decision is long, the buy-class situation is most likely a

Accepted Answer

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

Question 19

The deliberate effort by organizational buyers to build relationships that shape suppliers' products, services, and capabilities to fit a buyer's needs and those of its customers is referred to as

Accepted Answer

A)   buyer development.
B)   a supply partnership.
C)   a make-buy decision.
D)   supplier development.
E)   buyer-seller reciprocity.F) A) and D)
G) B) and C)

Question 20

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 B)
G) A) and C)

Exam 6: Understanding Organizations As Customers

A university's marketing department typically purchases backpacks with its logo embroidered on them for all incoming freshmen. This year, because the faculty has heard complaints, the marketing chair wants to buy similar backpacks but find one that is a little more durable. This is an example of a

Correct Answer
verified

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

Correct Answer
verified

What is a buying center? In what type of business would a buying center most likely be found?

Correct Answer
verified
A buying center is a group of individual...
View Answer

The NAICS groups economic activity to permit studies of

Correct Answer
verified

Business-to-business buying over the Internet

Correct Answer
verified

Buy classes refer to the three types of organizational buying situations:

Correct Answer
verified

Correct Answer
verified

The three types of organizational buy classes are

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 time required for a decision is long, the buy-class situation is most likely a

Correct Answer
verified

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

Correct Answer
verified

Organizational buying criteria are

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

The deliberate effort by organizational buyers to build relationships that shape suppliers' products, services, and capabilities to fit a buyer's needs and those of its customers is referred to as

Correct Answer
verified

Small businesses benefit from independent ________ like Amazon Business, PlasticsNet, Hospital Network.com, and TextileWeb.

Correct Answer
verified

Starbucks purchases from coffee growers located in more than 20 countries. It pays the coffee farmers a fair price for the beans, the coffee is grown in an ecologically sound manner, and Starbucks invests in the farming communities where its coffees are produced. This is an example of

Correct Answer
verified

Trek uses several organizational buying criteria to evaluate potential suppliers. These include all of the following except which?

Correct Answer
verified

Figure 6-4 -Figure 6-4 above shows the three buy classes encountered by organizational buyers. Column B is referred to as a

Correct Answer
verified

Organizational buyers are

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 first two digits designate

Correct Answer
verified

Airbus manufactures commercial aircraft that it sells to a variety of airlines worldwide. Still, demand for its products often depends on rates of air travel among consumers. Demand for Airbus products is referred to as ________ demand.

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

A university's marketing department typically purchases backpacks with its logo embroidered on them for all incoming freshmen. This year, because the faculty has heard complaints, the marketing chair wants to buy similar backpacks but find one that is a little more durable. This is an example of a

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

What is a buying center? In what type of business would a buying center most likely be found?

Correct AnswerverifiedA buying center is a group of individual...View AnswerShow Answer

The NAICS groups economic activity to permit studies of

Correct AnswerverifiedShow Answer

Business-to-business buying over the Internet

Correct AnswerverifiedShow Answer

Buy classes refer to the three types of organizational buying situations:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The three types of organizational buy classes are

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 time required for a decision is long, the buy-class situation is most likely a

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Organizational buying criteria are

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

The deliberate effort by organizational buyers to build relationships that shape suppliers' products, services, and capabilities to fit a buyer's needs and those of its customers is referred to as

Correct AnswerverifiedShow Answer

Small businesses benefit from independent ________ like Amazon Business, PlasticsNet, Hospital Network.com, and TextileWeb.

Correct AnswerverifiedShow Answer

Starbucks purchases from coffee growers located in more than 20 countries. It pays the coffee farmers a fair price for the beans, the coffee is grown in an ecologically sound manner, and Starbucks invests in the farming communities where its coffees are produced. This is an example of

Correct AnswerverifiedShow Answer

Trek uses several organizational buying criteria to evaluate potential suppliers. These include all of the following except which?

Correct AnswerverifiedShow Answer

Figure 6-4 -Figure 6-4 above shows the three buy classes encountered by organizational buyers. Column B is referred to as a

Correct AnswerverifiedShow Answer

Organizational buyers are

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 first two digits designate

Correct AnswerverifiedShow Answer

Airbus manufactures commercial aircraft that it sells to a variety of airlines worldwide. Still, demand for its products often depends on rates of air travel among consumers. Demand for Airbus products is referred to as ________ demand.

Correct AnswerverifiedShow Answer

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A buying center is a group of individual...
View Answer

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