Question 1

A supply partnership exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of

Accepted Answer

A)  putting competitors of both buyers and sellers out of business.
B)  lowering costs and increasing profits for the supplier.
C)  lowering costs or increasing value of products or services to the ultimate consumer.
D)  creating a single channel of distribution.
E)  creating an exclusionary relationship from all other buyers and sellers.F) B) and C)
G) A) and B)

Question 2

Another name for an e-marketplace is a

Accepted Answer

A)  WebXChange.
B)  WebMart.
C)  2B1 marketplace.
D)  C2C market forum.
E)  B2B exchange.F) A) and C)
G) None of the above

Question 3

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

Accepted Answer

A)  Webfronts.
B)  iCommerce.
C)  e-commerce marketspaces.
D)  e-marketplaces.
E)  X-changes.F) A) and E)
G) A) and D)

Question 4

An IT engineer specifies the type of electronic shopping cart to be used on the company's new website. The engineer also chooses the supplier that receives the contract to provide the software. In the buying center, this person is the

Accepted Answer

A)  gatekeeper.
B)  decider.
C)  broker.
D)  influencer.
E)  user.F) B) and D)
G) All of the above

Question 5

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

Accepted Answer

A)  Organizational buying behavior is similar to consumer buying behavior since individuals are involved in both processes.
B)  Demand for industrial products is elastic instead of inelastic.
C)  Demand for industrial products and services is derived.
D)  Purchase orders are much more frequent and they are usually small.
E)  Forecasting is not as important in organizational buying as in consumer buying.F) A) and E)
G) A) and D)

Question 6

Business-to-business marketing refers to

Accepted Answer

A)  the marketing of goods to companies, governments, or ultimate consumers for use in the creation of goods and services.
B)  the marketing of products 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 products 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) All of the above
G) A) and E)

Question 7

The buying situation where an organization is a first-time buyer of the product or service is referred to as

Accepted Answer

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

Question 8

Milsco Manufacturing markets __________ in partnership with its customers.

Accepted Answer

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

Question 9

A buy class situation affects buying center tendencies in different ways. If there are two or three people involved, the time required for a decision is moderate, and the problem definition has only minor modifications, the buy class situation is most likely a

Accepted Answer

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

Question 10

In which type of auction does the price increase as the number of buyers increases?

Accepted Answer

A)  reverse auction
B)  horizontal auction
C)  vertical auction
D)  diagonal auction
E)  traditional auctionF) A) and E)
G) C) and E)

Question 11

Organizational buying behavior is

Accepted Answer

A)  the action a person takes in purchasing and using products and services, including the mental and social process that come before and after the action.
B)  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.
C)  purchase behavior based upon derived demand.
D)  determining what to purchase and the quantity to purchase based upon the derived supply.
E)  the process that organizations use to purchase the raw materials and tools used in the manufacturing of a product.F) B) and D)
G) A) and D)

Question 12

The people in the organization who actually consumer the product or service are referred to as __________, which is one role in the buying center.

Accepted Answer

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

Question 13

When the General Services Administration (GSA) , an agency of the federal government, purchased 116 Chevy Volts from General Motors for its vehicle fleet, it was operating as

Accepted Answer

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

Question 14

Beth is part owner of a chain of auto repair shops. Her company was considering adding tire sales in some of its facilities, and several people were slated to meet to discuss the idea. Beth gathered information about possible distributors. Her son had been laid off from a job with one of them, so she removed this company from the group she was preparing to present to the others. Here, Beth was acting in what role in the buying center?

Accepted Answer

A)  gatekeeper
B)  decider
C)  user
D)  obstructionist
E)  power brokerF) B) and E)
G) C) and E)

Question 15

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

Question 16

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 D)
G) B) and E)

Question 17

Organizational buyers are

Accepted Answer

A)  manufacturers, wholesalers, retailers, service companies, not-for-profit organizations, and government agencies that buy goods and services exclusively for resale.
B)  manufacturers, wholesalers, retailers, service companies, not-for-profit organizations, and government agencies that buy products and services for their own use or for resale.
C)  manufacturers, wholesalers, retailers, service companies, not-for-profit organizations, and government agencies that buy goods and services exclusively 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 C)
G) C) and D)

Question 18

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 19

What are the characteristics of organizational buying behavior?

Accepted Answer

Understanding the characteristics of org...

Question 20

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) B) and D)
G) A) and C)

Exam 6: Understanding Organizations As Customers

A supply partnership exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of

Correct Answer
verified

Another name for an e-marketplace is a

Correct Answer
verified

When the General Services Administration (GSA) , an agency of the federal government, purchased 116 Chevy Volts from General Motors for its vehicle fleet, it was operating as

Correct Answer
verified

The three types of organizational buy classes are

Correct Answer
verified

In which type of auction does the price increase as the number of buyers increases?

Correct Answer
verified

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

Correct Answer
verified

What are the characteristics of organizational buying behavior?

Correct Answer
verified
Understanding the characteristics of org...
View Answer

The people in the organization who actually consumer the product or service are referred to as __________, which is one role in the buying center.

Correct Answer
verified

Business-to-business marketing refers to

Correct Answer
verified

A buy class situation affects buying center tendencies in different ways. If there are two or three people involved, the time required for a decision is moderate, and the problem definition has only minor modifications, the buy class situation is most likely a

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

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

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

Correct Answer
verified

Milsco Manufacturing markets __________ in partnership with its customers.

Correct Answer
verified

Organizational buying behavior is

Correct Answer
verified

Correct Answer
verified

An IT engineer specifies the type of electronic shopping cart to be used on the company's new website. The engineer also chooses the supplier that receives the contract to provide the software. In the buying center, this person is the

Correct Answer
verified

The buying situation where an organization is a first-time buyer of the product or service is referred to as

Correct Answer
verified

Organizational buyers 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

Exam 6: Understanding Organizations As Customers

A supply partnership exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of

Correct AnswerverifiedShow Answer

Another name for an e-marketplace is a

Correct AnswerverifiedShow Answer

When the General Services Administration (GSA) , an agency of the federal government, purchased 116 Chevy Volts from General Motors for its vehicle fleet, it was operating as

Correct AnswerverifiedShow Answer

The three types of organizational buy classes are

Correct AnswerverifiedShow Answer

In which type of auction does the price increase as the number of buyers increases?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

What are the characteristics of organizational buying behavior?

Correct AnswerverifiedUnderstanding the characteristics of org...View AnswerShow Answer

The people in the organization who actually consumer the product or service are referred to as __________, which is one role in the buying center.

Correct AnswerverifiedShow Answer

Business-to-business marketing refers to

Correct AnswerverifiedShow Answer

A buy class situation affects buying center tendencies in different ways. If there are two or three people involved, the time required for a decision is moderate, and the problem definition has only minor modifications, the buy class situation is most likely a

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

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

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

Correct AnswerverifiedShow Answer

Milsco Manufacturing markets __________ in partnership with its customers.

Correct AnswerverifiedShow Answer

Organizational buying behavior is

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

An IT engineer specifies the type of electronic shopping cart to be used on the company's new website. The engineer also chooses the supplier that receives the contract to provide the software. In the buying center, this person is the

Correct AnswerverifiedShow Answer

The buying situation where an organization is a first-time buyer of the product or service is referred to as

Correct AnswerverifiedShow Answer

Organizational buyers 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

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Understanding the characteristics of org...
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A buying center is a group of individual...
View Answer

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