Question 1

If General Motors (GM) purchases Borg-Warner transmissions,and Borg-Warner buys trucks and cars from GM,they would be demonstrating which type of buyer-seller interaction?

Accepted Answer

A)  exclusive dealing
B)  supply partnerships
C)  tying arrangements
D)  noncompetitive bidding
E)  reciprocityF) B) and E)
G) D) and E)

Question 2

If a purchase is a new buy for a manufacturer,the seller should expect

Accepted Answer

A)  specifications to be changed many times before the buy is completed.
B)  a lot of conflict.
C)  to focus on a good solution to the problem for the buyer.
D)  to have to do some favors for the decision-makers.
E)  to avoid making concessions or compromises.F) A) and E)
G) B) and E)

Question 3

Within the buying center,influencers are people who

Accepted Answer

A)  have the formal authority and responsibility to select the supplier and negotiate the terms of the contract.
B)  control the flow of information in the buying center.
C)  affect the buying decision usually by helping define the specifications for what is bought.
D)  have the formal or informal power to select or approve the supplier that receives the contract.
E)  actually use and evaluate the product or service.F) None of the above
G) A) and B)

Question 4

When JCPenney buys paper,it considers suppliers' forest management and other sustainability practices.For JCPenney,these are important

Accepted Answer

A)  profit responsibilities.
B)  organizational buying criteria.
C)  ecological mandates.
D)  legal authorities.
E)  buying center roles.F) A) and D)
G) C) and E)

Question 5

If a purchase is a new buy for a manufacturer,the seller should

Accepted Answer

A)  expect a long time for a buying decision to be reached.
B)  neutralize a lot of conflict.
C)  expect specifications to be changed several times before the buy is completed.
D)  expect to have to do some favors for the decision makers.
E)  avoid making concessions or compromises.F) A) and E)
G) None of the above

Question 6

In the organizational buying process,important product or service characteristics include

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

Question 7

In the breakdown for the NAICS code based on Figure 6-1 above,"A" 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) A) and B)
G) C) and D)

Question 8

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

Accepted Answer

A)  flexibility
B)  ability to meet the quality specifications required for the item
C)  adherence to government regulation
D)  senior management directives
E)  consumer demandF) All of the above
G) A) and B)

Question 9

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

Accepted Answer

A)  Few large transactions are made over the Internet due to concerns of industrial espionage.
B)  Negotiations,purchases,and delivery occur in real time at an accelerated rate.
C)  There are often reciprocal arrangements and negotiations between buyers and sellers.
D)  Most purchases are made through government-licensed negotiators.
E)  Direct selling to organizational buyers is rare because it is cost-prohibitive.F) A) and B)
G) C) and D)

Question 10

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(n)

Accepted Answer

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

Question 11

The acronym of the NAICS logo above stands for

Accepted Answer

A)  National Association of Industrial Compliance Standards.
B)  National Association of Industrial Communication Systems.
C)  North American Industrial Communication Standards.
D)  North American Industry Classification System.
E)  North Atlantic Industrial Classification System.F) C) and D)
G) A) and E)

Question 12

Derived demand means the demand for industrial products and services is driven by,or derived from,the

Accepted Answer

A)  NAICS statistical models.
B)  gross national product.
C)  demand for consumer products and services.
D)  demand for other industrial products and services.
E)  demand for government products and services.F) D) and E)
G) All of the above

Question 13

Reverse auctions

Accepted Answer

A)  are seller-initiated.
B)  benefit the buyers significantly more than the sellers.
C)  have an increasing number of buyers as the auction progresses.
D)  do not have sequential bidding.
E)  have few sellers at the start of the auction.F) None of the above
G) A) and C)

Question 14

A __________ exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate consumer.

Accepted Answer

A)  supplier development agreement
B)  reciprocal arrangement
C)  shareholder relationship
D)  supply partnership
E)  strategic allianceF) None of the above
G) B) and D)

Question 15

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

Question 16

Business marketing refers to

Accepted Answer

A)  the marketing of goods to companies,governments,or ultimate consumers for use in the creation of goods and services.
B)  the marketing of products and services to not-for-profit organizations at a reduced fee or nominal cost for use in the creation of goods and services that they can produce and market to others.
C)  the marketing of goods and services to companies,governments,or not-for-profit organizations for use in the creation of goods and services that they can produce and market to others.
D)  the marketing of services in the area of intellectual property such as legal,financial,or creative consulting.
E)  the marketing of an idea to create interest or generate goodwill,not just for an individual brand but also for an entire industry or product class.F) A) and B)
G) C) and E)

Question 17

In Figure 6-6B above,as the number of sellers increases,the price

Accepted Answer

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

Question 18

The people in the buying center who have the authority to select a supplier and negotiate the terms of the contract are referred to as

Accepted Answer

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

Question 19

Which of the following characterizes organizational buyer-seller relationships?

Accepted Answer

A)  Purchases are often made after lengthy or complex negotiations.
B)  Purchases are usually of small dollar values.
C)  Short-term contracts are often prevalent.
D)  Reciprocal arrangements are illegal.
E)  Delivery schedules are less important than production capacity.F) C) and D)
G) B) and D)

Question 20

Mark manages a small family-owned amusement park.He believes the park can increase its profits if its owners will buy three food concession trailers.Mark has contacted three dealers of such trailers,which come fully customized to user specifications.After receiving three bids,Mark concluded that Century Industries has the best price.He will present only the Century Industries information to the family tomorrow.What buying center roles does Mark perform?

Accepted Answer

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

Exam 6: Understanding Organizations As Customers

Business marketing refers to

Correct Answer
verified

A __________ exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate consumer.

Correct Answer
verified

If General Motors (GM) purchases Borg-Warner transmissions,and Borg-Warner buys trucks and cars from GM,they would be demonstrating which type of buyer-seller interaction?

Correct Answer
verified

When JCPenney buys paper,it considers suppliers' forest management and other sustainability practices.For JCPenney,these are important

Correct Answer
verified

Correct Answer
verified

In Figure 6-6B above,as the number of sellers increases,the price

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

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

Correct Answer
verified

If a purchase is a new buy for a manufacturer,the seller should expect

Correct Answer
verified

Which of the following characterizes organizational buyer-seller relationships?

Correct Answer
verified

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

Correct Answer
verified

Reverse auctions

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(n)

Correct Answer
verified

Derived demand means the demand for industrial products and services is driven by,or derived from,the

Correct Answer
verified

In the organizational buying process,important product or service characteristics include

Correct Answer
verified

If a purchase is a new buy for a manufacturer,the seller should

Correct Answer
verified

The acronym of the NAICS logo above stands for

Correct Answer
verified

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

Correct Answer
verified

Within the buying center,influencers are people who

Correct Answer
verified

The people in the buying center who have the authority to select a supplier and negotiate the terms of the contract are referred to as

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

Business marketing refers to

Correct AnswerverifiedShow Answer

A __________ exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate consumer.

Correct AnswerverifiedShow Answer

If General Motors (GM) purchases Borg-Warner transmissions,and Borg-Warner buys trucks and cars from GM,they would be demonstrating which type of buyer-seller interaction?

Correct AnswerverifiedShow Answer

When JCPenney buys paper,it considers suppliers' forest management and other sustainability practices.For JCPenney,these are important

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

In Figure 6-6B above,as the number of sellers increases,the price

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

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

Correct AnswerverifiedShow Answer

If a purchase is a new buy for a manufacturer,the seller should expect

Correct AnswerverifiedShow Answer

Which of the following characterizes organizational buyer-seller relationships?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Reverse auctions

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(n)

Correct AnswerverifiedShow Answer

Derived demand means the demand for industrial products and services is driven by,or derived from,the

Correct AnswerverifiedShow Answer

In the organizational buying process,important product or service characteristics include

Correct AnswerverifiedShow Answer

If a purchase is a new buy for a manufacturer,the seller should

Correct AnswerverifiedShow Answer

The acronym of the NAICS logo above stands for

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Within the buying center,influencers are people who

Correct AnswerverifiedShow Answer

The people in the buying center who have the authority to select a supplier and negotiate the terms of the contract are referred to as

Correct AnswerverifiedShow Answer

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verified

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