Question 1

Mining companies,farms,financial services,and fisheries are all examples of

Accepted Answer

A)  consumer markets.
B)  cooperative markets.
C)  reseller markets.
D)  industrial markets.
E)  government markets.F) B) and D)
G) A) and D)

Question 2

General Electric manufactures electric motors for its clothes dryers.The firm uses a formal vendor rating system to evaluate suppliers and notify those whose parts did not meet its quality standards.If a supplier fails to correct the problem,GE will drop the firm as a future supplier.Which stage in the organizational buying decision process would GE make this evaluation?

Accepted Answer

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

Question 3

The North American Industry Classification System (NAICS) permits a firm to

Accepted Answer

A)  find the NAICS codes of its present customers and then obtain NAICS-coded lists for similar firms.
B)  learn the names of the purchasing agents of all prospective customers.
C)  sell to any company within North America as long as it is not a monopoly.
D)  engage in benchmarking with companies manufacturing and/or marketing similar products.
E)  conduct an industry-wide SWOT analysis to determine internal strengths and weaknesses of current and prospective competitors.F) A) and B)
G) D) and E)

Question 4

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

Question 5

Tracy is part of the buying center for a large manufacturer.Her field of expertise is logistics and she is responsible for choosing transportation providers for the company.A sales representative for Yellow Roadway (a very large trucking firm) calls on Tracy; however,her administrative assistant thinks he is quite rude and announces that Tracy is not available.The administrative assistant is acting in the role of __________ for the buying center.

Accepted Answer

A)  gatekeeper
B)  decider
C)  buyer
D)  influencer
E)  userF) A) and B)
G) A) and C)

Question 6

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

Question 7

A university's marketing department typically purchases backpacks with its logo embroidered on them for all incoming freshmen.This year,because they've heard complaints,marketing managers want to buy similar backpacks but want to find one that is a little more durable.This is an example of a

Accepted Answer

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

Question 8

Concert Staging Company provides the stage,the roof system,and the lighting and sound for outdoor concerts and theaters.It is typically hired by the organization sponsoring the event.When the economy slows down,consumers are more likely to save their money for a rainy day rather than buy a concert or theater ticket.The number of concert and theater events determines how many times the company gets to provide its services.Demand for the services provided by Concert Staging Company is a result of __________ demand.

Accepted Answer

A)  derived
B)  unitized
C)  industrial
D)  applied
E)  resellerF) B) and C)
G) B) and D)

Question 9

Reverse auctions

Accepted Answer

A)  are buyer-initiated.
B)  benefit the sellers significantly more than the buyers.
C)  have an increasing number of buyers as the auction progresses.
D)  do not allow sequential bidding.
E)  have many buyers at the start of the auction.F) A) and C)
G) A) and B)

Question 10

Which of the following statements about the North American Industry Classification System (NAICS) is most accurate?

Accepted Answer

A)  After being used for more than 50 years,the NAICS was replaced by the Standard Industrial Classification (SI
C)  system.
B)  The NAICS permits comparability across countries but does not accurately measure new or emerging industries.
C)  One drawback to the NAICS is that its industry classifications are inconsistent with the International Standards Organization.
D)  The NAICS groups economic activity to permit studies of market share,demand for products and services,import competition in domestic markets,and similar studies.
E)  The NAICS is a five-digit code that allows comparison of industries even when information is limited.F) C) and D)
G) A) and B)

Question 11

Which of the following statements most accurately describes the people in the buying center of a medium-sized manufacturing plant?

Accepted Answer

A)  The composition of the buying center remains constant over long periods of time.
B)  The buying center avoids cross-functional teams whenever possible.
C)  The composition of the buying center depends on the specific item being purchased.
D)  It's easy to locate and reach the people who comprise the buying center.
E)  Most government units use a formal buying center to arrive at buying decisions.F) A) and B)
G) B) and E)

Question 12

An IT engineer specifies the type of plug-in to be used on the company's new website.The engineer also chooses the supplier who 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)  userF) A) and D)
G) C) and D)

Question 13

A buy class situation affects buying center tendencies in different ways.If there are many people involved,both new and present suppliers are considered,and the buying objective is a good solution,the buy class situation is MOST LIKELY a

Accepted Answer

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

Question 14

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

Accepted Answer

A)  price
B)  loyalty
C)  flexibility
D)  adaptability
E)  consumer demandF) B) and C)
G) None of the above

Question 15

What is the North American Industry Classification System (NAICS)?

Accepted Answer

The North American Industry Classificati...

Question 16

Another name for an e-marketplace is a(n)

Accepted Answer

A)  WebXChange.
B)  WebMart.
C)  B2B exchange.
D)  2B1 marketplace.
E)  C2C market forum.F) C) and E)
G) All of the above

Question 17

Swiss specialty chemical company Ciba is the primary producer of the chemical triclosan,the antibacterial agent in many household products like liquid soap.Consumers may have heard about research suggesting environmental and health risks associated with the cumulative effects of antibacterial agents.Changing consumer purchases provide an example of __________ demand for Ciba's product.

Accepted Answer

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

Question 18

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 other producers,it would most accurately be classified as a(n) __________.

Accepted Answer

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

Question 19

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

Accepted Answer

A)  unlimited markets but orders become progressively smaller over time
B)  diminishing international opportunities as more firms enter the market
C)  many customers placing progressively larger orders over time
D)  fewer customers but with larger orders
E)  a market that functions independently of consumer demandF) B) and E)
G) A) and E)

Question 20

The demand for industrial products and services that is driven by demand for consumer products and services is referred to as

Accepted Answer

A)  derivative marketing.
B)  derived demand.
C)  derived supply.
D)  demand elasticity.
E)  sequential demand.F) B) and C)
G) A) and B)

Exam 5: Understanding Organizations As Customers

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Correct Answer
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What is the North American Industry Classification System (NAICS)?

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The North American Industry Classificati...
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Mining companies,farms,financial services,and fisheries are all examples of

Correct Answer
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Reverse auctions

Correct Answer
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An IT engineer specifies the type of plug-in to be used on the company's new website.The engineer also chooses the supplier who receives the contract to provide the software.In the buying center,this person is the __________.

Correct Answer
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The demand for industrial products and services that is driven by demand for consumer products and services is referred to as

Correct Answer
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Which of the following statements about the North American Industry Classification System (NAICS) is most accurate?

Correct Answer
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The North American Industry Classification System (NAICS) permits a firm to

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

Correct Answer
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Another name for an e-marketplace is a(n)

Correct Answer
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A buy class situation affects buying center tendencies in different ways.If there are many people involved,both new and present suppliers are considered,and the buying objective is a good solution,the buy class situation is MOST LIKELY a

Correct Answer
verified

A university's marketing department typically purchases backpacks with its logo embroidered on them for all incoming freshmen.This year,because they've heard complaints,marketing managers want to buy similar backpacks but want to find one that is a little more durable.This is an example of a

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

Which of the following statements most accurately describes the people in the buying center of a medium-sized manufacturing plant?

Correct Answer
verified

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

Correct Answer
verified

Exam 5: Understanding Organizations As Customers

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

What is the North American Industry Classification System (NAICS)?

Correct AnswerverifiedThe North American Industry Classificati...View AnswerShow Answer

Mining companies,farms,financial services,and fisheries are all examples of

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Reverse auctions

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An IT engineer specifies the type of plug-in to be used on the company's new website.The engineer also chooses the supplier who receives the contract to provide the software.In the buying center,this person is the __________.

Correct AnswerverifiedShow Answer

The demand for industrial products and services that is driven by demand for consumer products and services is referred to as

Correct AnswerverifiedShow Answer

Which of the following statements about the North American Industry Classification System (NAICS) is most accurate?

Correct AnswerverifiedShow Answer

The North American Industry Classification System (NAICS) permits a firm to

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Another name for an e-marketplace is a(n)

Correct AnswerverifiedShow Answer

A buy class situation affects buying center tendencies in different ways.If there are many people involved,both new and present suppliers are considered,and the buying objective is a good solution,the buy class situation is MOST LIKELY a

Correct AnswerverifiedShow Answer

A university's marketing department typically purchases backpacks with its logo embroidered on them for all incoming freshmen.This year,because they've heard complaints,marketing managers want to buy similar backpacks but want to find one that is a little more durable.This is an example of a

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which of the following statements most accurately describes the people in the buying center of a medium-sized manufacturing plant?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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The North American Industry Classificati...
View Answer

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