Question 1

If there is a prolonged downturn in U.S.passenger air travel,a number of U.S.airlines would very likely cancel some of their orders for new planes from Boeing and Airbus,among other manufacturers.The relationship between passenger air travel and the demand for new planes is referred to as

Accepted Answer

A)  ultimate consumer demand.
B)  derived demand.
C)  manufacturer demand.
D)  reseller demand.
E)  the price-inelasticity of demand.F) All of the above
G) A) and B) B

Question 2

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) C) and E)
G) B) and E)

Question 3

Milso Manufacturing emphasizes

Accepted Answer

A)  signing lifetime contracts with suppliers to demonstrate its loyalty to them.
B)  supplier partnerships when designing products for its customers.
C)  reciprocity arrangements with its customers so that each can maximize profit.
D)  cobranding as a form of supply partnerships with customers.
E)  extending healthcare benefits to its suppliers' employees as a result of the Affordable Care Act.F) A) and D)
G) A) and E) B

Question 4

Large multistore chain retailers such as Macy's,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) B) and D)
G) B) and C) B

Question 5

Starbucks purchases from coffee growers located in more than 20 countries.Starbucks: (1) pays the coffee farmers a fair price for the beans; (2) the coffee is grown in an ecologically sound manner;and (3) Starbucks invests in the farming communities where the coffees are produced.This is an example of

Accepted Answer

A)  green marketing.
B)  ISO 14000 certification.
C)  sustainable procurement.
D)  ecological procurement.
E)  cause marketing.F) A) and B)
G) A) and C)

Question 6

During late summer and early fall,there is a large demand for containers located in Asia that are used to ship consumer products from Asia to the United States in time for the holiday selling season.The demand for these containers is referred to as __________ demand.

Accepted Answer

A)  unitized
B)  derived
C)  reseller
D)  applied
E)  impliedF) C) and E)
G) C) and D)

Question 7

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

Accepted Answer

A)  Organizational buying behavior is similar to consumer buying behavior since individuals are involved in both processes.
B)  Demand for industrial products is elastic instead of inelastic.
C)  Demand for industrial products and services is derived.
D)  Purchase orders much more frequent but they are usually small.
E)  Forecasting is not as important in organizational buying as in consumer buying.F) A) and C)
G) A) and D)

Question 8

Trek uses several organizational buying criteria to evaluate potential suppliers.These include all of the following EXCEPT:

Accepted Answer

A)  price.
B)  environmental impact.
C)  warranties and claim policies.
D)  quality.
E)  delivery capabilities.F) A) and D)
G) B) and C)

Question 9

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

Accepted Answer

A)  alternative evaluation
B)  problem recognition
C)  information search
D)  purchase decision
E)  postpurchase behaviorF) None of the above
G) B) and D)

Question 10

A buy class situation affects buying center tendencies in different ways.If there is one person involved,the time required for a decision is short,and the problem definition is well-defined,the buy class situation is MOST LIKELY a

Accepted Answer

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

Question 11

S.-based Pratt & Whitney sells aircraft engines to Europe's Airbus S.A.S. ,which in turn sells passenger airplanes to Japan Airlines that flies businesspeople around the world.This is an example of

Accepted Answer

A)  the product life cycle.
B)  reseller dynamics.
C)  a global organizational market.
D)  ISO 9000.
E)  the business cycle.F) C) and D)
G) B) and E)

Question 12

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 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) D) and E)
G) B) and C)

Question 13

A supply partnership refers to

Accepted Answer

A)  an arrangement a manufacturer makes with a reseller to handle only its products and not those of competitors.
B)  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.
C)  when a supplier requires a buyer purchasing some products from it to also buy others.
D)  a relationship that exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of lowering the cost of or increasing the value of products and services delivered to the ultimate consumer.
E)  the practice whereby a seller requires the purchaser of one product to also buy another item in the line.F) A) and D)
G) B) and E)

Question 14

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 C)

Question 15

An organization buys products and services for one main reason,which is to

Accepted Answer

A)  achieve its own objectives.
B)  beat its competitors.
C)  satisfy the needs of its suppliers.
D)  employ people.
E)  maintain inventory.F) B) and D)
G) A) and E)

Question 16

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

Accepted Answer

A)  e-hub.
B)  E-place.
C)  e-trade.
D)  E-xchange.
E)  4NXchange.F) A) and E)
G) A) and B)

Question 17

Which of the following possible characteristics of consumer buying is LEAST LIKELY to enter into an organizational buying decision?

Accepted Answer

A)  comparison of product performance with expectations
B)  purchase decisions based on the highest overall evaluation
C)  alternatives evaluated on important criteria
D)  information gathered from internal and external searches
E)  problem recognition triggered by self-actualization motivesF) B) and E)
G) None of the above

Question 18

Which of the following statements about marketing mix characteristics in organizational buying behavior is MOST ACCURATE?

Accepted Answer

A)  Few large transactions are made over the Internet.
B)  The actual buyer retains all of the influence in the buying decision.
C)  Advertising is very simplistic in nature.
D)  Direct selling to organizational buyers is the rule.
E)  Only finished goods are sold in this way.F) A) and E)
G) A) and D)

Question 19

Derived demand refers to

Accepted Answer

A)  a graph relating the quantity sold and price,which shows the maximum number of units that will be sold at a given price.
B)  the demand for industrial products and services that is driven by the demand for consumer products and services.
C)  the relationship between total revenue and total cost to determine profitability at various levels of output.
D)  the point on a demand curve where supply and demand intersect.
E)  the percentage change in quantity demanded relative to a percentage change in price.F) A) and B)
G) B) and D)

Question 20

As shown in Figure 6-6B above,what type of online auction does one buyer and many sellers typify?

Accepted Answer

A)  forward auction.
B)  reverse auction.
C)  traditional auction.
D)  vertical auction.
E)  bidder's war.F) A) and D)
G) None of the above

Exam 6: Understanding Organizations As Customers

If there is a prolonged downturn in U.S.passenger air travel,a number of U.S.airlines would very likely cancel some of their orders for new planes from Boeing and Airbus,among other manufacturers.The relationship between passenger air travel and the demand for new planes is referred to as

Correct Answer
verified
B

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

Correct Answer
verified

Milso Manufacturing emphasizes

Correct Answer
verified
B

Large multistore chain retailers such as Macy's,Safeway,and Target use a highly formalized buying center that is referred to as a(n)

Correct Answer
verified
B

Correct Answer
verified

During late summer and early fall,there is a large demand for containers located in Asia that are used to ship consumer products from Asia to the United States in time for the holiday selling season.The demand for these containers is referred to as __________ demand.

Correct Answer
verified

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

Correct Answer
verified

Trek uses several organizational buying criteria to evaluate potential suppliers.These include all of the following EXCEPT:

Correct Answer
verified

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

Correct Answer
verified

A buy class situation affects buying center tendencies in different ways.If there is one person involved,the time required for a decision is short,and the problem definition is well-defined,the buy class situation is MOST LIKELY a

Correct Answer
verified

S.-based Pratt & Whitney sells aircraft engines to Europe's Airbus S.A.S. ,which in turn sells passenger airplanes to Japan Airlines that flies businesspeople around the world.This is an example of

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 third digit designates a(n)

Correct Answer
verified

A supply partnership refers to

Correct Answer
verified

For routine orders,the decider is usually

Correct Answer
verified

An organization buys products and services for one main reason,which is to

Correct Answer
verified

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

Correct Answer
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Which of the following possible characteristics of consumer buying is LEAST LIKELY to enter into an organizational buying decision?

Correct Answer
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Which of the following statements about marketing mix characteristics in organizational buying behavior is MOST ACCURATE?

Correct Answer
verified

Derived demand refers to

Correct Answer
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As shown in Figure 6-6B above,what type of online auction does one buyer and many sellers typify?

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

If there is a prolonged downturn in U.S.passenger air travel,a number of U.S.airlines would very likely cancel some of their orders for new planes from Boeing and Airbus,among other manufacturers.The relationship between passenger air travel and the demand for new planes is referred to as

Correct AnswerverifiedB

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

Correct AnswerverifiedShow Answer

Milso Manufacturing emphasizes

Correct AnswerverifiedB

Large multistore chain retailers such as Macy's,Safeway,and Target use a highly formalized buying center that is referred to as a(n)

Correct AnswerverifiedB

Correct AnswerverifiedShow Answer

During late summer and early fall,there is a large demand for containers located in Asia that are used to ship consumer products from Asia to the United States in time for the holiday selling season.The demand for these containers is referred to as __________ demand.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Trek uses several organizational buying criteria to evaluate potential suppliers.These include all of the following EXCEPT:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

A buy class situation affects buying center tendencies in different ways.If there is one person involved,the time required for a decision is short,and the problem definition is well-defined,the buy class situation is MOST LIKELY a

Correct AnswerverifiedShow Answer

S.-based Pratt & Whitney sells aircraft engines to Europe's Airbus S.A.S. ,which in turn sells passenger airplanes to Japan Airlines that flies businesspeople around the world.This is an example of

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 third digit designates a(n)

Correct AnswerverifiedShow Answer

A supply partnership refers to

Correct AnswerverifiedShow Answer

For routine orders,the decider is usually

Correct AnswerverifiedShow Answer

An organization buys products and services for one main reason,which is to

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which of the following possible characteristics of consumer buying is LEAST LIKELY to enter into an organizational buying decision?

Correct AnswerverifiedShow Answer

Which of the following statements about marketing mix characteristics in organizational buying behavior is MOST ACCURATE?

Correct AnswerverifiedShow Answer

Derived demand refers to

Correct AnswerverifiedShow Answer

As shown in Figure 6-6B above,what type of online auction does one buyer and many sellers typify?

Correct AnswerverifiedShow Answer

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B

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B

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B

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