Question 1

To increase security of their Internet sites and transactions,most companies now use encryption software to assign employee passwords.

Accepted Answer

A) True 
 B)False

Question 2

How might a company in the B2B market use a private exchange?

Accepted Answer

A private exchange allows comp...

Question 3

________ is a business practice in which a buyer shapes a supplier's products and operations to satisfy its needs.

Accepted Answer

A)  Reciprocity
B)  Functionalization
C)  Reverse marketing
D)  Bottom-up marketing
E)  Crowdsourcing

Question 4

Porsche purchases thousands of different parts such as stereos to manufacture their cars.Explain derived demand in this situation.

Accepted Answer

Porsche's demand for car stere...

Question 5

When a product has ________ demand,an increase or decrease in the price of the product has little or no effect on the demand for the product.

Accepted Answer

A)  elastic
B)  joint
C)  derived
D)  inelastic
E)  fixed

Question 6

A rifle manufacturer needs muzzles,trigger mechanisms,and wooden gunstocks to produce rifles.Without these items the manufacturer cannot produce its rifles.It will reduce its demand for trigger mechanisms and gunstocks if suppliers are unable to sell the muzzles it needs.This is an example of ________ demand.

Accepted Answer

A)  reverse
B)  synergistic
C)  joint
D)  reciprocal
E)  inelastic

Question 7

A(n) ________ is a system that links invited groups of suppliers and partners over the Web,allowing companies to collaborate with suppliers they trust without having to share sensitive information with others.

Accepted Answer

A)  corporate Web site
B)  search engine
C)  intranet
D)  private exchange
E)  professional network

Question 8

Why might a company use crowdsourcing?

Accepted Answer

When a company has a complex p...

Question 9

Most demand for business-to-business products is ________.

Accepted Answer

A)  derived,inelastic,fluctuating,and joint
B)  derived,elastic,fixed,and joint
C)  derived,inelastic,static,and dependent on the macroenvironment
D)  independent of all consumer market influences
E)  competitive,derived,fluctuating,and elastic

Question 10

Why is the demand in business-to-business markets mostly inelastic?

Accepted Answer

The demand in business-to-business marke...

Question 11

Which of the following is the simplest form of B2B e-commerce?

Accepted Answer

A)  online catalogs
B)  reciprocal sites
C)  intranets
D)  extranets
E)  private exchanges

Question 12

Which of the following statements about buying centers is true?

Accepted Answer

A)  The buying center is like a standing committee.
B)  The buying center roles are specified on the organizational chart.
C)  The most commonly found buying center has six employees,one to assume each of the buying center's roles.
D)  An individual's role in the buying center does not change.
E)  The members of a buying center typically participate in a cross-functional team.

Question 13

Tri Restaurant,Inc.is the parent company of three chains of restaurants.How might Tri Restaurant,Inc.utilize the company extranet?

Accepted Answer

A company uses an extranet to allow cert...

Question 14

Walmart buys toothpaste,peanuts,and shoes to sell in its stores.Walmart is a ________.

Accepted Answer

A)  producer
B)  not-for-profit organization
C)  consumer
D)  facilitator
E)  reseller

Question 15

During the ________ stage of the business buying decision process,total spending for the product is considered.

Accepted Answer

A)  request for proposal
B)  information search
C)  alternative evaluation
D)  supplier selection
E)  product selection

Question 16

Worthington Farm raises chickens.For years,it has used wooden coops to haul its poultry to market.When Bob Worthington went to reuse some of his coops,he noticed many of them could not be sufficiently cleaned for reuse and ought to be replaced.Worthington was at which stage of the business buying process?

Accepted Answer

A)  problem recognition
B)  vendor analysis
C)  information search
D)  information evaluation
E)  product selection

Question 17

Prudential Health Care's ________ allows its corporate customers to enroll new employees and check eligibility and claim status themselves.

Accepted Answer

A)  private exchange
B)  extranet
C)  intranet
D)  professional network
E)  reciprocity arrangement

Question 18

PPG Industries buys silicon and uses it to manufacture glass for windows.PPG is a ________.

Accepted Answer

A)  producer
B)  not-for-profit
C)  consumer
D)  facilitator
E)  reseller

Question 19

Organizational markets differ from consumer markets in that organizational markets ________.

Accepted Answer

A)  have a high number of purchases that are low risk and low cost
B)  have derived demand
C)  are not geographically concentrated
D)  have a single individual in the role of decision maker
E)  involve more frequent purchases

Question 20

In terms of organizational markets,discount stores are examples of ________.

Accepted Answer

A)  resellers
B)  resuppliers
C)  not-for-profit markets
D)  producers
E)  facilitating agents

Exam 6: Business-To-Business Markets: How and Why Organizations Buy

Porsche purchases thousands of different parts such as stereos to manufacture their cars.Explain derived demand in this situation.

Correct Answer
verified
Porsche's demand for car stere...
View Answer

Organizational markets differ from consumer markets in that organizational markets ________.

Correct Answer
verified

Why is the demand in business-to-business markets mostly inelastic?

Correct Answer
verified
The demand in business-to-business marke...
View Answer

Which of the following statements about buying centers is true?

Correct Answer
verified

Tri Restaurant,Inc.is the parent company of three chains of restaurants.How might Tri Restaurant,Inc.utilize the company extranet?

Correct Answer
verified
A company uses an extranet to allow cert...
View Answer

Which of the following is the simplest form of B2B e-commerce?

Correct Answer
verified

To increase security of their Internet sites and transactions,most companies now use encryption software to assign employee passwords.

Correct Answer
verified

PPG Industries buys silicon and uses it to manufacture glass for windows.PPG is a ________.

Correct Answer
verified

Most demand for business-to-business products is ________.

Correct Answer
verified

Walmart buys toothpaste,peanuts,and shoes to sell in its stores.Walmart is a ________.

Correct Answer
verified

________ is a business practice in which a buyer shapes a supplier's products and operations to satisfy its needs.

Correct Answer
verified

In terms of organizational markets,discount stores are examples of ________.

Correct Answer
verified

How might a company in the B2B market use a private exchange?

Correct Answer
verified
A private exchange allows comp...
View Answer

Prudential Health Care's ________ allows its corporate customers to enroll new employees and check eligibility and claim status themselves.

Correct Answer
verified

Why might a company use crowdsourcing?

Correct Answer
verified
When a company has a complex p...
View Answer

When a product has ________ demand,an increase or decrease in the price of the product has little or no effect on the demand for the product.

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

A(n) ________ is a system that links invited groups of suppliers and partners over the Web,allowing companies to collaborate with suppliers they trust without having to share sensitive information with others.

Correct Answer
verified

During the ________ stage of the business buying decision process,total spending for the product is considered.

Correct Answer
verified

Exam 6: Business-To-Business Markets: How and Why Organizations Buy

Porsche purchases thousands of different parts such as stereos to manufacture their cars.Explain derived demand in this situation.

Correct AnswerverifiedPorsche's demand for car stere...View AnswerShow Answer

Organizational markets differ from consumer markets in that organizational markets ________.

Correct AnswerverifiedShow Answer

Why is the demand in business-to-business markets mostly inelastic?

Correct AnswerverifiedThe demand in business-to-business marke...View AnswerShow Answer

Which of the following statements about buying centers is true?

Correct AnswerverifiedShow Answer

Tri Restaurant,Inc.is the parent company of three chains of restaurants.How might Tri Restaurant,Inc.utilize the company extranet?

Correct AnswerverifiedA company uses an extranet to allow cert...View AnswerShow Answer

Which of the following is the simplest form of B2B e-commerce?

Correct AnswerverifiedShow Answer

To increase security of their Internet sites and transactions,most companies now use encryption software to assign employee passwords.

Correct AnswerverifiedShow Answer

PPG Industries buys silicon and uses it to manufacture glass for windows.PPG is a ________.

Correct AnswerverifiedShow Answer

Most demand for business-to-business products is ________.

Correct AnswerverifiedShow Answer

Walmart buys toothpaste,peanuts,and shoes to sell in its stores.Walmart is a ________.

Correct AnswerverifiedShow Answer

________ is a business practice in which a buyer shapes a supplier's products and operations to satisfy its needs.

Correct AnswerverifiedShow Answer

In terms of organizational markets,discount stores are examples of ________.

Correct AnswerverifiedShow Answer

How might a company in the B2B market use a private exchange?

Correct AnswerverifiedA private exchange allows comp...View AnswerShow Answer

Prudential Health Care's ________ allows its corporate customers to enroll new employees and check eligibility and claim status themselves.

Correct AnswerverifiedShow Answer

Why might a company use crowdsourcing?

Correct AnswerverifiedWhen a company has a complex p...View AnswerShow Answer

When a product has ________ demand,an increase or decrease in the price of the product has little or no effect on the demand for the product.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

A(n) ________ is a system that links invited groups of suppliers and partners over the Web,allowing companies to collaborate with suppliers they trust without having to share sensitive information with others.

Correct AnswerverifiedShow Answer

During the ________ stage of the business buying decision process,total spending for the product is considered.

Correct AnswerverifiedShow Answer

Correct Answer
verified
Porsche's demand for car stere...
View Answer

Correct Answer
verified

Correct Answer
verified
The demand in business-to-business marke...
View Answer

Correct Answer
verified

Correct Answer
verified
A company uses an extranet to allow cert...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
A private exchange allows comp...
View Answer

Correct Answer
verified

Correct Answer
verified
When a company has a complex p...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified