Question 1

In a buying center,__________ affect the buying decision,usually by helping define the specifications for what is bought.

Accepted Answer

A)  gatekeepers
B)  deciders
C)  buyers
D)  influencers
E)  usersF) All of the above
G) D) and E)

Question 2

Organizational buying criteria serve the same purpose as __________ criteria used by consumers.

Accepted Answer

A)  consideration
B)  evaluative
C)  decision
D)  alternative
E)  prepurchaseF) B) and D)
G) A) and B)

Question 3

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 B)
G) C) and D)

Question 4

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) C) and D)

Question 5

Milso Manufacturing markets __________ in partnership with its customers.

Accepted Answer

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

Question 6

An international company that wants indisputable proof that its suppliers maintain a high level of quality management would ask the company to

Accepted Answer

A)  apply for an ISO 9000 certification.
B)  meet ISO 14000 requirements.
C)  enter into a supplier alliance.
D)  show how it is listed in the NAICS to prove its quality focus.
E)  engage in reciprocity agreements.F) B) and D)
G) A) and B)

Question 7

Identify and describe the five roles an individual can play in a buying center.

Accepted Answer

There are five roles an individual can p...

Question 8

The term __________ is used to identify a group of people within an organization who participate in the buying process and share common goals,risks,and knowledge important to a purchase decision.

Accepted Answer

A)  procurement committee
B)  purchasing department
C)  buying center
D)  gatekeepers
E)  acquisition officeF) A) and B)
G) C) and E)

Question 9

Organizational buyers refer to

Accepted Answer

A)  manufacturers,wholesalers,retailers,and government agencies that buy goods and services exclusively for resale.
B)  manufacturers,wholesalers,retailers,and government agencies that buy goods and services for their own use or for resale.
C)  manufacturers,wholesalers,retailers,and government agencies that buy goods and services exclusively for their own use.
D)  firms that buy physical goods and resell them again without any reprocessing.
E)  firms that in some way reprocess a good or service they buy before selling it again to the next buyer.F) A) and E)
G) B) and C)

Question 10

If a purchase is a straight or modified rebuy for a manufacturer,the seller would most likely emphasize a competitive price and __________ in meetings with the purchasing agent.

Accepted Answer

A)  nationwide distribution
B)  a reliable supply
C)  funds for advertising
D)  a quality product
E)  a great brand nameF) A) and B)
G) A) and E)

Question 11

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 D)
G) A) and E)

Question 12

The purchasing manager of Ingram Printing has selected HP as the supplier of its new high-speed printer and negotiated the terms of the contract.The purchasing manager is the __________ for Ingram.

Accepted Answer

A)  user
B)  gatekeeper
C)  influencer
D)  buyer
E)  deciderF) A) and D)
G) C) and D)

Question 13

People who control the flow of information in the buying center,such as technical experts and secretaries,can keep salespeople and information from reaching others in the buying center and are referred to as __________.

Accepted Answer

A)  deciders
B)  obstructionists
C)  gatekeepers
D)  power-brokers
E)  influencersF) A) and B)
G) All of the above

Question 14

In Figure 6-6A above,as the number of buyers increases,the price

Accepted Answer

A)  increases.
B)  decreases.
C)  stays the same.
D)  has no relation to the number of buyers.
E)  fluctuates depending on economic conditions.F) A) and C)
G) A) and E)

Question 15

When Louisiana State University buys new laptops for its faculty,it is operating as a(n)

Accepted Answer

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

Question 16

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 sixth digit designates a(n)

Accepted Answer

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

Question 17

In a buying center,__________ have the formal or informal power to select or approve the supplier that receives the contract.

Accepted Answer

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

Question 18

In the breakdown for the NAICS code based on Figure 6-1 above,"D" represents the

Accepted Answer

A)  two-digit industry sector code.
B)  three-digit industry subsector code.
C)  four-digit industry group code.
D)  five-digit industry code.
E)  six-digit U.S.national industry code.F) D) and E)
G) B) and C)

Question 19

Firms selected from __________ are sent a quotation request from the purchasing agent describing the desired quantity,delivery date(s) ,and specifications of the components or assemblies.

Accepted Answer

A)  the Yellow Pages
B)  an industry directory,such as Hoover's
C)  a bidder's list
D)  a NAICS databank
E)  a vendor-rating sheetF) B) and C)
G) A) and C)

Question 20

Liberty Medical Supply is a home delivery service that sells diabetes testing supplies,prescription drugs,and other supplies directly to consumers to assist them in the management of their health-related conditions.Since Liberty Medical does not make any changes to the supplies that it obtains from manufacturers,it would most LIKELY be classified as a(n) __________.

Accepted Answer

A)  industrial service provider
B)  health care manufacturer
C)  industrial firm
D)  reseller
E)  government agencyF) C) and D)
G) A) and B)

Exam 6: Understanding Organizations As Customers

When Louisiana State University buys new laptops for its faculty,it is operating as a(n)

Correct Answer
verified

The purchasing manager of Ingram Printing has selected HP as the supplier of its new high-speed printer and negotiated the terms of the contract.The purchasing manager is the __________ for Ingram.

Correct Answer
verified

The three types of organizational buy classes are

Correct Answer
verified

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 sixth digit designates a(n)

Correct Answer
verified

Firms selected from __________ are sent a quotation request from the purchasing agent describing the desired quantity,delivery date(s) ,and specifications of the components or assemblies.

Correct Answer
verified

In the breakdown for the NAICS code based on Figure 6-1 above,"D" represents the

Correct Answer
verified

Correct Answer
verified

Organizational buyers refer to

Correct Answer
verified

The term __________ is used to identify a group of people within an organization who participate in the buying process and share common goals,risks,and knowledge important to a purchase decision.

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

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

People who control the flow of information in the buying center,such as technical experts and secretaries,can keep salespeople and information from reaching others in the buying center and are referred to as __________.

Correct Answer
verified

In Figure 6-6A above,as the number of buyers increases,the price

Correct Answer
verified

If a purchase is a straight or modified rebuy for a manufacturer,the seller would most likely emphasize a competitive price and __________ in meetings with the purchasing agent.

Correct Answer
verified

In a buying center,__________ affect the buying decision,usually by helping define the specifications for what is bought.

Correct Answer
verified

Organizational buying criteria serve the same purpose as __________ criteria used by consumers.

Correct Answer
verified

Identify and describe the five roles an individual can play in a buying center.

Correct Answer
verified
There are five roles an individual can p...
View Answer

In a buying center,__________ have the formal or informal power to select or approve the supplier that receives the contract.

Correct Answer
verified

Milso Manufacturing markets __________ in partnership with its customers.

Correct Answer
verified

An international company that wants indisputable proof that its suppliers maintain a high level of quality management would ask the company to

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

When Louisiana State University buys new laptops for its faculty,it is operating as a(n)

Correct AnswerverifiedShow Answer

The purchasing manager of Ingram Printing has selected HP as the supplier of its new high-speed printer and negotiated the terms of the contract.The purchasing manager is the __________ for Ingram.

Correct AnswerverifiedShow Answer

The three types of organizational buy classes are

Correct AnswerverifiedShow Answer

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 sixth digit designates a(n)

Correct AnswerverifiedShow Answer

Firms selected from __________ are sent a quotation request from the purchasing agent describing the desired quantity,delivery date(s) ,and specifications of the components or assemblies.

Correct AnswerverifiedShow Answer

In the breakdown for the NAICS code based on Figure 6-1 above,"D" represents the

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Organizational buyers refer to

Correct AnswerverifiedShow Answer

The term __________ is used to identify a group of people within an organization who participate in the buying process and share common goals,risks,and knowledge important to a purchase decision.

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

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

People who control the flow of information in the buying center,such as technical experts and secretaries,can keep salespeople and information from reaching others in the buying center and are referred to as __________.

Correct AnswerverifiedShow Answer

In Figure 6-6A above,as the number of buyers increases,the price

Correct AnswerverifiedShow Answer

If a purchase is a straight or modified rebuy for a manufacturer,the seller would most likely emphasize a competitive price and __________ in meetings with the purchasing agent.

Correct AnswerverifiedShow Answer

In a buying center,__________ affect the buying decision,usually by helping define the specifications for what is bought.

Correct AnswerverifiedShow Answer

Organizational buying criteria serve the same purpose as __________ criteria used by consumers.

Correct AnswerverifiedShow Answer

Identify and describe the five roles an individual can play in a buying center.

Correct AnswerverifiedThere are five roles an individual can p...View AnswerShow Answer

In a buying center,__________ have the formal or informal power to select or approve the supplier that receives the contract.

Correct AnswerverifiedShow Answer

Milso Manufacturing markets __________ in partnership with its customers.

Correct AnswerverifiedShow Answer

An international company that wants indisputable proof that its suppliers maintain a high level of quality management would ask the company to

Correct AnswerverifiedShow Answer

Correct Answer
verified

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There are five roles an individual can p...
View Answer

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Correct Answer
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