Question 1

production facilities and capacity.

Accepted Answer

A)  consumer demand
B)  flexibility and adaptability
C)  technical capability
D)  promotional incentives
E)  senior management directives

Question 2

What are the characteristics of the organizational buying process?

Accepted Answer

Buying process characteristics: Technica...

Question 3

The decision-making process organizations use to establish the need for products and services and to identify, evaluate, and choose among alternative brands and suppliers is referred to as

Accepted Answer

A)  the consumer purchase decision process.
B)  organizational buying behavior.
C)  the industrial purchase procedure.
D)  facilitating behavior.
E)  the reseller procurement process.

Question 4

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 designate a(n)

Accepted Answer

A)  subsector of the economy.
B)  industry group.
C)  specific industry.
D)  individual country-level national industry.
E)  sector of the economy.

Question 5

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, NAICS was replaced by the Standard Industrial Classification (SIC system) .
B)  NAICS permits comparability across countries but does not accurately measure new or emerging industries.
C)  One drawback to NAICS is that it is inconsistent with the International Standard Industrial Classification of All Economic Activities published by the United Nations (UN) .
D)  NAICS groups economic activity to permit studies of market share, demand for goods and services, import competition in domestic markets, and similar studies.
E)  NAICS is a five digit code that allows comparison of industries even when information is limited.

Question 6

An industrial buying practice in which two organizations agree to purchase each other's products and services is referred to as __________.

Accepted Answer

A)  a tying arrangement
B)  exclusive dealing
C)  reciprocity
D)  transactional marketing
E)  noncompetitive bidding

Question 7

In the __________, users, influencers, or deciders in the buying center want to change product specifications, price, delivery schedule, or suppliers.

Accepted Answer

A)  new buy
B)  straight rebuy
C)  modified rebuy
D)  buy class
E)  make-buy

Question 8

Organizations face three kinds of specific buying situations.They are new buy, straight rebuy, and modified rebuy.Collectively, these situations are referred to as

Accepted Answer

A)  industrial buying behavior.
B)  reseller buying behavior.
C)  buy classes.
D)  purchasing classes.
E)  purchase prioritization.

Question 9

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

Accepted Answer

A)  derivative marketing.
B)  derived demand.
C)  reciprocal marketing.
D)  demand continuum.
E)  product-service exigency.

Question 10

FIGURE 6-2 
-According to Figure 6-2 above, what is the industry represented by NAICS code 51?

Accepted Answer

A)  manufacturing
B)  fisheries
C)  information
D)  publishing
E)  retailing

Question 11

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

Accepted Answer

A)  does an information search.
B)  engages in postpurchase behavior.
C)  evaluates alternatives.
D)  makes the purchase decision.
E)  recognizes the final problem.

Question 12

FIGURE 6-4 
-In Figure 6-4 above, as the number of buyers increases, the price

Accepted Answer

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

Question 13

Unfortunately, the NAICS system will not allow marketing managers to gather information about

Accepted Answer

A)  import competition in domestic markets.
B)  geographic distribution of industries.
C)  market share in a pure competition environment.
D)  demand for goods and services.
E)  data on industries that are oligopolies.

Question 14

The first stage in the organizational buying decision process is

Accepted Answer

A)  information search.
B)  antecedent states.
C)  alternative evaluation.
D)  purchase decision.
E)  problem recognition.

Question 15

Harley-Davidson (HD)  is admired by its suppliers because

Accepted Answer

A)  HD has its own financial fund making it unnecessary for suppliers to seek outside credit for purchases.
B)  HD will purchase surplus goods in order for suppliers to take advantage of economies of scale.
C)  HD tells them exactly what to do and the suppliers simply follow directions.
D)  HD builds long-term relationships with its suppliers.
E)  HD does not require suppliers to participate in planning and development.

Question 16

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 and/or increasing the value of goods and services delivered to the ultimate customer is referred to as a __________.

Accepted Answer

A)  binding partnership
B)  channel partnership
C)  restricted relationship
D)  supply partnership
E)  symbiotic partnership

Question 17

Organizational buying behavior refers to

Accepted Answer

A)  the assessment of consumer needs and the decision-making process organizations use to create the correct balance of product, price, promotion, and place.
B)  the decision-making process organizations use to establish the need for products and services and to identify, evaluate, and choose among alternative brands and suppliers.
C)  the determination of what to purchase and the quantity to purchase based upon derived demand.
D)  the determination of what to purchase and the quantity to purchase based upon different environmental forces.
E)  the process organizations use to purchase the raw materials and tools used in the manufacturing of products that will ultimately be used by other organizations in the manufacturing of their products.

Question 18

Organizational buying criteria serve the same purpose as __________ criteria used by consumers.

Accepted Answer

A)  consideration
B)  evaluative
C)  decision
D)  alternative
E)  pre-purchase

Question 19

FIGURE 6-5 
-As depicted in Figure 6-5 above, what type of online auction is typified by one buyer and many sellers?

Accepted Answer

A)  reverse auction
B)  horizontal auction
C)  traditional auction
D)  vertical auction
E)  diagonal auction

Question 20

Which of the following characterizes organizational buyer-seller relationships?

Accepted Answer

A)  Purchases are often made after brief negotiations.
B)  Purchases are usually of small dollar values.
C)  Long-term relationships are often prevalent.
D)  Reciprocal arrangements never exist.
E)  Delivery schedules are largely irrelevant.

Exam 6: Understanding Organizations As Customers

FIGURE 6-4 -In Figure 6-4 above, as the number of buyers increases, the price

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The first stage in the organizational buying decision process is

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Organizational buying behavior refers to

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What are the characteristics of the organizational buying process?

Correct AnswerverifiedBuying process characteristics: Technica...View AnswerShow Answer

In the __________, users, influencers, or deciders in the buying center want to change product specifications, price, delivery schedule, or suppliers.

Correct AnswerverifiedShow Answer

The decision-making process organizations use to establish the need for products and services and to identify, evaluate, and choose among alternative brands and suppliers is referred to as

Correct AnswerverifiedShow Answer

Unfortunately, the NAICS system will not allow marketing managers to gather information about

Correct AnswerverifiedShow Answer

Which of the following characterizes organizational buyer-seller relationships?

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FIGURE 6-2 -According to Figure 6-2 above, what is the industry represented by NAICS code 51?

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Harley-Davidson (HD) is admired by its suppliers because

Correct AnswerverifiedShow Answer

Organizational buying criteria serve the same purpose as __________ criteria used by consumers.

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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 designate a(n)

Correct AnswerverifiedShow Answer

FIGURE 6-5 -As depicted in Figure 6-5 above, what type of online auction is typified by one buyer and many sellers?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

production facilities and capacity.

Correct AnswerverifiedShow Answer

Organizations face three kinds of specific buying situations.They are new buy, straight rebuy, and modified rebuy.Collectively, these situations are referred to as

Correct AnswerverifiedShow Answer

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 and/or increasing the value of goods and services delivered to the ultimate customer is referred to as a __________.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

An industrial buying practice in which two organizations agree to purchase each other's products and services is referred to as __________.

Correct AnswerverifiedShow Answer

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Buying process characteristics: Technica...
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