Question 1

Plastics Net,Hospital Network.com,Textile Web,and eBay Business are all examples of

Accepted Answer

A)  Webfront operations.
B)  clicks-and-mortar stores.
C)  e-marketplaces.
D)  iMarkets.
E)  integrated markets.F) A) and E)
G) All of the above

Question 2

What are the characteristics of the organizational buying process?

Accepted Answer

Understanding the characteristics of org...

Question 3

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 first two digits designate a(n)

Accepted Answer

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

Question 4

Recently,Matt Kistler,a senior vice-president at Walmart,claimed the company was making progress on achieving three major goals: (1) to be supplied by 100% renewable energy; (2) to create zero-waste;and (3) to increase the sale of renewably-produced products.Walmart is focusing on

Accepted Answer

A)  practicing ecological procurement.
B)  complying with government regulations.
C)  engaging in cause marketing.
D)  using sustainable procurement.
E)  meeting ISO 9000 standards.F) All of the above
G) B) and E)

Question 5

There are seven commonly used organizational buying criteria.One of them is __________.

Accepted Answer

A)  consumer demand
B)  longevity
C)  promotional incentives
D)  technical capability
E)  senior management directivesF) A) and B)
G) B) and E)

Question 6

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 D)
G) A) and C)

Question 7

In a __________ situation,users,influencers,or deciders in the buying center want to change product specifications,price,delivery schedule,or suppliers,though the product is largely the same.

Accepted Answer

A)  derived buy
B)  straight rebuy
C)  make-buy
D)  rebuy class
E)  modified rebuyF) C) and D)
G) None of the above

Question 8

Mile High Frozen Foods is a distributor for McDonalds.It also bakes the buns used by McDonalds in several states.It purchases flour,yeast,and sesame seeds,manufactures the buns,and then ships them to McDonalds' stores.Mile High Frozen Foods is operating in a(n) __________ market.

Accepted Answer

A)  consumer
B)  government
C)  industrial
D)  service
E)  resellerF) B) and C)
G) D) and E)

Question 9

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 E)
G) A) and B)

Question 10

The people in the organization who actually use 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) C) and E)
G) D) and E)

Question 11

All of the following statements about the size of the purchase involved in organizational buying are true EXCEPT:

Accepted Answer

A)  the length of time required to arrive at a purchase agreement can vary.
B)  the dollar value of a single purchase made by an organization often runs into thousands or millions of dollars.
C)  it impacts who participates in the purchase decision.
D)  it impacts who makes the final decision.
E)  the size of the purchase involved in organizational buying is occasionally much larger than that in consumer buying.F) A) and B)
G) D) and E)

Question 12

Which of the following statements about e-marketplaces that act as independent trading communities is FALSE?

Accepted Answer

A)  Independent trading communities allow buyers to easily comparable offerings between a variety of sellers.
B)  Independent trading communities consist of thousands of geographically dispersed buyers and sellers.
C)  Independent trading communities charge a fee for their service.
D)  Independent trading communities are favored by large companies.
E)  Independent trading communities operate in an environment where demand and supply fluctuations cause volatile prices.F) A) and E)
G) A) and D)

Question 13

What is an important limitation of NAICS codes that inhibit their usefulness?

Accepted Answer

The NAICS has an important limitation.Fi...

Question 14

At which stage of the organizational buying decision process would design and production engineers draft specifications?

Accepted Answer

A)  problem recognition
B)  information search
C)  alternative evaluation
D)  purchase decision
E)  value analysisF) All of the above
G) None of the above

Question 15

If a purchase is a straight or modified rebuy for a manufacturer,the seller should emphasize a reliable supply and __________ in meetings with the purchasing agent.

Accepted Answer

A)  a competitive price
B)  nationwide distribution
C)  available advertising money
D)  quality product
E)  a great brand nameF) None of the above
G) A) and E)

Question 16

EBay is the predominant person-to-person trading community in the world.eBay 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) B) and D)
G) A) and D)

Question 17

Jason,an administrative assistant,made several telephone calls and received product literature from several firms for the recarpeting of the construction company's office.Just prior to the meeting to discuss the project,Jason gave Ben these brochures.Ben,one of the project managers,threw a couple brochures into a waste basket before the meeting started.He told Jason that those companies sold inferior carpet products.Jason was acting in what role in the buying center?

Accepted Answer

A)  gatekeeper
B)  decider
C)  influencer
D)  obstructionist
E)  power-brokerF) All of the above
G) B) and E)

Question 18

Once an organization passes through the problem recognition stage of the organizational buying decision process,it reaches the __________ stage.

Accepted Answer

A)  information search
B)  value analysis
C)  alternative evaluation
D)  purchase decision
E)  behavioral learningF) A) and D)
G) A) and E)

Question 19

Independent e-marketplaces act as a neutral third party,provide an Internet technology trading platform,and provide a(n) __________ market that enable exchanges between buyers and sellers.

Accepted Answer

A)  centralized
B)  deconsolidated
C)  segregated
D)  integrated
E)  noncompetitiveF) All of the above
G) C) and E)

Question 20

A buy class situation affects buying center tendencies in different ways.If there are two or three people involved,the problem definition has only minor modifications,and the buying objective is the low-priced supplier,the buy class situation is MOST LIKELY a

Accepted Answer

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

Exam 6: Understanding Organizations As Customers

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 first two digits designate a(n)

Correct Answer
verified

What are the characteristics of the organizational buying process?

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

Mile High Frozen Foods is a distributor for McDonalds.It also bakes the buns used by McDonalds in several states.It purchases flour,yeast,and sesame seeds,manufactures the buns,and then ships them to McDonalds' stores.Mile High Frozen Foods is operating in a(n) __________ market.

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

There are seven commonly used organizational buying criteria.One of them is __________.

Correct Answer
verified

What is an important limitation of NAICS codes that inhibit their usefulness?

Correct Answer
verified
The NAICS has an important limitation.Fi...
View Answer

A buy class situation affects buying center tendencies in different ways.If there are two or three people involved,the problem definition has only minor modifications,and the buying objective is the low-priced supplier,the buy class situation is MOST LIKELY a

Correct Answer
verified

Correct Answer
verified

If a purchase is a straight or modified rebuy for a manufacturer,the seller should emphasize a reliable supply and __________ in meetings with the purchasing agent.

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

Recently,Matt Kistler,a senior vice-president at Walmart,claimed the company was making progress on achieving three major goals: (1) to be supplied by 100% renewable energy; (2) to create zero-waste;and (3) to increase the sale of renewably-produced products.Walmart is focusing on

Correct Answer
verified

All of the following statements about the size of the purchase involved in organizational buying are true EXCEPT:

Correct Answer
verified

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

Correct Answer
verified

At which stage of the organizational buying decision process would design and production engineers draft specifications?

Correct Answer
verified

Plastics Net,Hospital Network.com,Textile Web,and eBay Business are all examples of

Correct Answer
verified

Which of the following statements about e-marketplaces that act as independent trading communities is FALSE?

Correct Answer
verified

Independent e-marketplaces act as a neutral third party,provide an Internet technology trading platform,and provide a(n) __________ market that enable exchanges between buyers and sellers.

Correct Answer
verified

In a __________ situation,users,influencers,or deciders in the buying center want to change product specifications,price,delivery schedule,or suppliers,though the product is largely the same.

Correct Answer
verified

Once an organization passes through the problem recognition stage of the organizational buying decision process,it reaches the __________ stage.

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

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 first two digits designate a(n)

Correct AnswerverifiedShow Answer

What are the characteristics of the organizational buying process?

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

Mile High Frozen Foods is a distributor for McDonalds.It also bakes the buns used by McDonalds in several states.It purchases flour,yeast,and sesame seeds,manufactures the buns,and then ships them to McDonalds' stores.Mile High Frozen Foods is operating in a(n) __________ market.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

There are seven commonly used organizational buying criteria.One of them is __________.

Correct AnswerverifiedShow Answer

What is an important limitation of NAICS codes that inhibit their usefulness?

Correct AnswerverifiedThe NAICS has an important limitation.Fi...View AnswerShow Answer

A buy class situation affects buying center tendencies in different ways.If there are two or three people involved,the problem definition has only minor modifications,and the buying objective is the low-priced supplier,the buy class situation is MOST LIKELY a

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

If a purchase is a straight or modified rebuy for a manufacturer,the seller should emphasize a reliable supply and __________ in meetings with the purchasing agent.

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

Recently,Matt Kistler,a senior vice-president at Walmart,claimed the company was making progress on achieving three major goals: (1) to be supplied by 100% renewable energy; (2) to create zero-waste;and (3) to increase the sale of renewably-produced products.Walmart is focusing on

Correct AnswerverifiedShow Answer

All of the following statements about the size of the purchase involved in organizational buying are true EXCEPT:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

At which stage of the organizational buying decision process would design and production engineers draft specifications?

Correct AnswerverifiedShow Answer

Plastics Net,Hospital Network.com,Textile Web,and eBay Business are all examples of

Correct AnswerverifiedShow Answer

Which of the following statements about e-marketplaces that act as independent trading communities is FALSE?

Correct AnswerverifiedShow Answer

Independent e-marketplaces act as a neutral third party,provide an Internet technology trading platform,and provide a(n) __________ market that enable exchanges between buyers and sellers.

Correct AnswerverifiedShow Answer

In a __________ situation,users,influencers,or deciders in the buying center want to change product specifications,price,delivery schedule,or suppliers,though the product is largely the same.

Correct AnswerverifiedShow Answer

Once an organization passes through the problem recognition stage of the organizational buying decision process,it reaches the __________ stage.

Correct AnswerverifiedShow Answer

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

Correct Answer
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Correct Answer
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Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The NAICS has an important limitation.Fi...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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