Question 1

Organizational buying behavior is similar to consumer behavior in some ways and different in others.Common to both is that they

Accepted Answer

A)  use the same five stages in the buying decision process.
B)  use formal vendor ratings when choosing among alternative brands.
C)  are affected by derived demand.
D)  have virtually unlimited options for suppliers.
E)  rely on gatekeepers to control product information.F) C) and D)
G) A) and B)

Question 2

Wholesalers and retailers that buy physical products and resell them without any reprocessing are referred to as

Accepted Answer

A)  industrial firms.
B)  reseller firms.
C)  government agencies.
D)  consumer product firms.
E)  nonprofit firms.F) None of the above
G) A) and B)

Question 3

Differentiate between traditional and reverse auctions.

Accepted Answer

In a traditional auction,there is one se...

Question 4

Organizational buying behavior is

Accepted Answer

A)  the actions consumers take in purchasing and using products and services,including the mental and social processes 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 E)
G) A) and E)

Question 5

Large multistore chain retailers such as 7-Eleven convenience stores,Safeway,and Target use a highly formalized buying center that is referred to as a(n)

Accepted Answer

A)  ad hoc committee.
B)  buying committee.
C)  merchandise procurement center.
D)  purchasing department.
E)  purchasing control system.F) None of the above
G) A) and B)

Question 6

For routine orders,the decider is usually

Accepted Answer

A)  the buyer or purchasing manager.
B)  the CEO.
C)  the COO.
D)  the head of R&D.
E)  the customer.F) A) and B)
G) A) and E)

Question 7

Walmart asked that Procter & Gamble (P&G) electronically link to its computerized cash register scanning system,allowing for direct electronic ordering and replenishing for all of its stores.This way,Walmart can tell P&G what merchandise it needs,along with how much,when,and to which store to deliver on a daily basis.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) None of the above
G) A) and B)

Question 8

In a buying center,________ have formal authority and responsibility to select the supplier and negotiate the terms of a contract.

Accepted Answer

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

Question 9

During the next-to-last stage of the organizational buying decision process,the organization

Accepted Answer

A)  drafts specifications.
B)  formally rates suppliers that were used.
C)  evaluates supplier facilities.
D)  awards the contract.
E)  recognizes a need for change.F) A) and C)
G) A) and B)

Question 10

Organizational buying behavior is similar to consumer behavior in some ways and different in others.One key difference is that in the organizational buying process,

Accepted Answer

A)  only four stages are used.
B)  fewer individuals are involved.
C)  firms are not affected by derived demand.
D)  the postpurchase evaluation behavior is more formalized.
E)  there is less reliance on gatekeepers to control product information.F) A) and C)
G) B) and E)

Question 11

Which of the following is a service business within the industrial market?

Accepted Answer

A)  construction
B)  mining
C)  transportation
D)  government
E)  farmingF) B) and E)
G) A) and B)

Question 12

To lower costs and reduce manufacturing time,Michelin has people work together on important purchases.These people include individuals in the roles of buyers,deciders,gatekeepers,and others,as needed.This type of cross-functional group is known as a

Accepted Answer

A)  purchasing committee.
B)  sustainable procurement panel.
C)  buying center.
D)  supply partnership.
E)  purchasing task force.F) B) and E)
G) A) and D)

Question 13

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

Question 14

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)  filters.
E)  influencers.F) A) and B)
G) C) and E)

Question 15

E-marketplace can take two different formats,which are

Accepted Answer

A)  brick-and-mortar exchanges and click-and-mortar exchanges.
B)  privately owned trading communities and open-to-the-public trading communities.
C)  networked exchanges or public trading communities.
D)  independent trading communities or private exchanges.
E)  public exchanges and networked exchanges.F) C) and D)
G) A) and E)

Question 16

Explain the differences between independent e-marketplaces and private exchanges.

Accepted Answer

Both are forms of e-marketplaces.Indepen...

Question 17

What is the last stage of the organizational buying decision process?

Accepted Answer

A)  information search
B)  postpurchase behavior
C)  alternative evaluation
D)  purchase decision
E)  purveyor reviewF) All of the above
G) B) and C)

Question 18

Reverse auctions

Accepted Answer

A)  are seller-initiated.
B)  benefit the sellers significantly more than the buyers.
C)  have an increasing number of buyers as the auction progresses.
D)  put downward pressure on prices.
E)  have many buyers.F) A) and B)
G) A) and C)

Question 19

What are the three types of organizational buying situations or buy classes? Give an example of each.

Accepted Answer

There are three types of buying situatio...

Question 20

Organizational buyers are divided into three markets,which are

Accepted Answer

A)  industrial,wholesaler,and retailer.
B)  industrial,retailer,and government.
C)  retailer,manufacturer,and government.
D)  industrial,government,and ultimate consumer.
E)  industrial,reseller,and government.F) C) and D)
G) B) and E)

Exam 6: Understanding Organizations As Customers

What is the last stage of the organizational buying decision process?

Correct Answer
verified

E-marketplace can take two different formats,which 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 third digit designates a(n)

Correct Answer
verified

During the next-to-last stage of the organizational buying decision process,the organization

Correct Answer
verified

Wholesalers and retailers that buy physical products and resell them without any reprocessing are referred to as

Correct Answer
verified

Correct Answer
verified

Organizational buying behavior is similar to consumer behavior in some ways and different in others.One key difference is that in the organizational buying process,

Correct Answer
verified

Organizational buying behavior is similar to consumer behavior in some ways and different in others.Common to both is that they

Correct Answer
verified

What are the three types of organizational buying situations or buy classes? Give an example of each.

Correct Answer
verified
There are three types of buying situatio...
View Answer

Which of the following is a service business within the industrial market?

Correct Answer
verified

Differentiate between traditional and reverse auctions.

Correct Answer
verified
In a traditional auction,there is one se...
View Answer

Explain the differences between independent e-marketplaces and private exchanges.

Correct Answer
verified
Both are forms of e-marketplaces.Indepen...
View Answer

In a buying center,________ have formal authority and responsibility to select the supplier and negotiate the terms of a contract.

Correct Answer
verified

To lower costs and reduce manufacturing time,Michelin has people work together on important purchases.These people include individuals in the roles of buyers,deciders,gatekeepers,and others,as needed.This type of cross-functional group is known as a

Correct Answer
verified

Organizational buyers are divided into three markets,which are

Correct Answer
verified

For routine orders,the decider is usually

Correct Answer
verified

Large multistore chain retailers such as 7-Eleven convenience stores,Safeway,and Target use a highly formalized buying center that is referred to as a(n)

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

Reverse auctions

Correct Answer
verified

Organizational buying behavior is

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

What is the last stage of the organizational buying decision process?

Correct AnswerverifiedShow Answer

E-marketplace can take two different formats,which 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 third digit designates a(n)

Correct AnswerverifiedShow Answer

During the next-to-last stage of the organizational buying decision process,the organization

Correct AnswerverifiedShow Answer

Wholesalers and retailers that buy physical products and resell them without any reprocessing are referred to as

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Organizational buying behavior is similar to consumer behavior in some ways and different in others.One key difference is that in the organizational buying process,

Correct AnswerverifiedShow Answer

Organizational buying behavior is similar to consumer behavior in some ways and different in others.Common to both is that they

Correct AnswerverifiedShow Answer

What are the three types of organizational buying situations or buy classes? Give an example of each.

Correct AnswerverifiedThere are three types of buying situatio...View AnswerShow Answer

Which of the following is a service business within the industrial market?

Correct AnswerverifiedShow Answer

Differentiate between traditional and reverse auctions.

Correct AnswerverifiedIn a traditional auction,there is one se...View AnswerShow Answer

Explain the differences between independent e-marketplaces and private exchanges.

Correct AnswerverifiedBoth are forms of e-marketplaces.Indepen...View AnswerShow Answer

In a buying center,________ have formal authority and responsibility to select the supplier and negotiate the terms of a contract.

Correct AnswerverifiedShow Answer

To lower costs and reduce manufacturing time,Michelin has people work together on important purchases.These people include individuals in the roles of buyers,deciders,gatekeepers,and others,as needed.This type of cross-functional group is known as a

Correct AnswerverifiedShow Answer

Organizational buyers are divided into three markets,which are

Correct AnswerverifiedShow Answer

For routine orders,the decider is usually

Correct AnswerverifiedShow Answer

Large multistore chain retailers such as 7-Eleven convenience stores,Safeway,and Target use a highly formalized buying center that is referred to as a(n)

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

Reverse auctions

Correct AnswerverifiedShow Answer

Organizational buying behavior is

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
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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
verified
There are three types of buying situatio...
View Answer

Correct Answer
verified

Correct Answer
verified
In a traditional auction,there is one se...
View Answer

Correct Answer
verified
Both are forms of e-marketplaces.Indepen...
View Answer

Correct Answer
verified

Correct Answer
verified

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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