Question 1

An industrial firm

Accepted Answer

A)  is one that is independently owned and takes title to the merchandise it sells.
B)  buys physical products and resells them again without any reprocessing.
C)  deals exclusively with federal,state,and local governments.
D)  in some way reprocesses a product or service it buys before selling it again to the next buyer.
E)  only produces a product,not a service.F) All of the above
G) B) and C)

Question 2

Which of the following types of firms comprises an industrial market?

Accepted Answer

A)  retailing
B)  transportation
C)  wholesaling
D)  state governments
E)  federal regulatory agenciesF) A) and C)
G) A) and E)

Question 3

If a purchase is a new buy for a manufacturer,the seller should be prepared to act as a consultant to the buyer,expect a long time for a buying decision to be reached,and

Accepted Answer

A)  expect to have to do some favors for the decision makers.
B)  anticipate a great deal of conflict.
C)  accommodate unlimited specification change before the buy is completed.
D)  work with technical personnel.
E)  avoid making concessions or compromises.F) C) and D)
G) None of the above

Question 4

Apex Therapeutic buys medical supplies and services from a variety of suppliers for people with hemophilia and other related blood diseases.When Apex sells directly to a person who is a hemophiliac,it would most accurately be classified as a(n) __________.

Accepted Answer

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

Question 5

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their production capacity?

Accepted Answer

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

Question 6

At which point of the organizational buying decision process would a firm use a formal vendor rating system to evaluate the quality of the vendor's product and customer service?

Accepted Answer

A)  problem recognition
B)  information search
C)  purchase decision
D)  postpurchase behavior
E)  performance reviewF) All of the above
G) B) and E)

Question 7

__________ comprise the highest percentage of firms in industrial markets.

Accepted Answer

A)  Manufacturing firms
B)  Construction firms
C)  Agricultural firms
D)  Mining companies
E)  Service companiesF) A) and E)
G) A) and B)

Question 8

In the organizational buying process,important product or service characteristics include purchases based on specifications,a predominance of raw and semi-finished goods,and heavy emphasis placed on

Accepted Answer

A)  delivery time,technical assistance,and postsale service.
B)  low price,buyer incentives,and extended contracts.
C)  buyer incentives,technical assistance,and exclusive contracts.
D)  quantity discounts,delivery time,and exclusive contracts.
E)  low price,buyer incentives,and post-sale service.F) C) and D)
G) A) and D)

Question 9

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) A) and E)
G) All of the above

Question 10

Organizational buyers can be divided into three different markets,which are

Accepted Answer

A)  industrial,wholesaler,and retailer markets.
B)  industrial,retailer,and government markets.
C)  retailer,manufacturer,and government markets.
D)  industrial,government,and ultimate consumer.
E)  industrial,reseller,and government markets.F) D) and E)
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 buying influence comes from technical or operating personnel,the buy class situation is MOST LIKELY a

Accepted Answer

A)  conditional buy.
B)  straight rebuy.
C)  new buy.
D)  modified rebuy.
E)  standard buy.F) A) and B)
G) None of the above

Question 12

All of the following are roles in a buying center EXCEPT:

Accepted Answer

A)  specifiers.
B)  deciders.
C)  buyers.
D)  influencers.
E)  users.F) C) and D)
G) B) and C)

Question 13

Many companies have broadened their buying objectives to include an emphasis on

Accepted Answer

A)  purchasing from as many vendors as possible to avoid product shortfalls.
B)  purchasing from inexperienced producers to grow the economy.
C)  diversifying their product lines to include seemingly noncompatible items.
D)  permanent pricing structures for consistent quantities.
E)  proactively purchasing from minority-owned suppliers and vendors.F) B) and D)
G) C) and E)

Question 14

All of the following people are part of the Trek buying center EXCEPT:

Accepted Answer

A)  the Trek product managers
B)  representatives from production
C)  representatives from research and development (R&
D)  
D)  representatives from quality control
E)  a purchasing managerF) C) and D)
G) A) and C)

Question 15

In a buyer-seller relationship,reciprocity refers to

Accepted Answer

A)  the practice whereby a seller requires the purchaser of one product to buy another item in the line.
B)  an industrial buying practice in which two organizations,in this case a manufacturer and a supplier,agree to purchase each other's products and services.
C)  an arrangement a manufacturer makes with a reseller to handle only its products and not those of competitors.
D)  the illegal practice of refusing to purchase a seller's products unless the seller agrees not to purchase that product or any similar products from any other buyer.
E)  when a supplier requires a buyer purchasing some of its products to also buy others.F) C) and D)
G) A) and B)

Question 16

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 time required for a decision is moderate,the buy class situation is a

Accepted Answer

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

Question 17

Purchases of sodium fluoride by Procter & Gamble for use in the manufacture of Crest toothpaste would be an example of __________ demand.

Accepted Answer

A)  applied
B)  unitized
C)  industrial
D)  derived
E)  consumerF) None of the above
G) A) and B)

Question 18

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 D)
G) A) and C)

Question 19

A buy class situation affects buying center tendencies in different ways.If there are two or three people involved,only present suppliers are considered,and the time required for a decision is moderate,the buy class situation is a

Accepted Answer

A)  new buy.
B)  straight rebuy.
C)  modified rebuy.
D)  conditional rebuy.
E)  standard reorder.F) None of the above
G) B) and C)

Question 20

Recently,Walmart asked that Procter & Gamble (P&G) to link its computerized cash register scanning equipment and direct electronic ordering and replenishing systems to all its stores.This way,Walmart can tell P&G what merchandise it needs to replenish,along with how much,when,and to which store to deliver it on a daily basis.From this description,Walmart is engaged in __________.

Accepted Answer

A)  ISO 9000 certification.
B)  ISO 14000 certification.
C)  a supply partnership.
D)  sustainable development.
E)  cause marketing.F) A) and E)
G) A) and D)

Exam 5: Understanding Organizations As Customers

Correct Answer
verified

__________ comprise the highest percentage of firms in industrial markets.

Correct Answer
verified

Apex Therapeutic buys medical supplies and services from a variety of suppliers for people with hemophilia and other related blood diseases.When Apex sells directly to a person who is a hemophiliac,it would most accurately be classified as a(n) __________.

Correct Answer
verified

In the organizational buying process,important product or service characteristics include purchases based on specifications,a predominance of raw and semi-finished goods,and heavy emphasis placed on

Correct Answer
verified

In a buyer-seller relationship,reciprocity refers to

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 buying influence comes from technical or operating personnel,the buy class situation is MOST LIKELY a

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

Many companies have broadened their buying objectives to include an emphasis on

Correct Answer
verified

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 time required for a decision is moderate,the buy class situation is a

Correct Answer
verified

Purchases of sodium fluoride by Procter & Gamble for use in the manufacture of Crest toothpaste would be an example of __________ demand.

Correct Answer
verified

Which of the following types of firms comprises an industrial market?

Correct Answer
verified

If a purchase is a new buy for a manufacturer,the seller should be prepared to act as a consultant to the buyer,expect a long time for a buying decision to be reached,and

Correct Answer
verified

At which point of the organizational buying decision process would a firm use a formal vendor rating system to evaluate the quality of the vendor's product and customer service?

Correct Answer
verified

Organizational buyers can be divided into three different markets,which are

Correct Answer
verified

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their production capacity?

Correct Answer
verified

A buy class situation affects buying center tendencies in different ways.If there are two or three people involved,only present suppliers are considered,and the time required for a decision is moderate,the buy class situation is a

Correct Answer
verified

All of the following are roles in a buying center EXCEPT:

Correct Answer
verified

An industrial firm

Correct Answer
verified

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

Correct Answer
verified

All of the following people are part of the Trek buying center EXCEPT:

Correct Answer
verified

Exam 5: Understanding Organizations As Customers

Correct AnswerverifiedShow Answer

__________ comprise the highest percentage of firms in industrial markets.

Correct AnswerverifiedShow Answer

Apex Therapeutic buys medical supplies and services from a variety of suppliers for people with hemophilia and other related blood diseases.When Apex sells directly to a person who is a hemophiliac,it would most accurately be classified as a(n) __________.

Correct AnswerverifiedShow Answer

In the organizational buying process,important product or service characteristics include purchases based on specifications,a predominance of raw and semi-finished goods,and heavy emphasis placed on

Correct AnswerverifiedShow Answer

In a buyer-seller relationship,reciprocity refers to

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 buying influence comes from technical or operating personnel,the buy class situation is MOST LIKELY a

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

Many companies have broadened their buying objectives to include an emphasis on

Correct AnswerverifiedShow 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 time required for a decision is moderate,the buy class situation is a

Correct AnswerverifiedShow Answer

Purchases of sodium fluoride by Procter & Gamble for use in the manufacture of Crest toothpaste would be an example of __________ demand.

Correct AnswerverifiedShow Answer

Which of the following types of firms comprises an industrial market?

Correct AnswerverifiedShow Answer

If a purchase is a new buy for a manufacturer,the seller should be prepared to act as a consultant to the buyer,expect a long time for a buying decision to be reached,and

Correct AnswerverifiedShow Answer

At which point of the organizational buying decision process would a firm use a formal vendor rating system to evaluate the quality of the vendor's product and customer service?

Correct AnswerverifiedShow Answer

Organizational buyers can be divided into three different markets,which are

Correct AnswerverifiedShow Answer

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their production capacity?

Correct AnswerverifiedShow Answer

A buy class situation affects buying center tendencies in different ways.If there are two or three people involved,only present suppliers are considered,and the time required for a decision is moderate,the buy class situation is a

Correct AnswerverifiedShow Answer

All of the following are roles in a buying center EXCEPT:

Correct AnswerverifiedShow Answer

An industrial firm

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

All of the following people are part of the Trek buying center EXCEPT:

Correct AnswerverifiedShow Answer

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