Question 1

Wholesalers and retailers that buy physical products and resell them without any reprocessing are referred to as

Accepted Answer

A)  industrial firms.
B)  reseller firms.
C)  government agencies.
D)  consumer product firms.
E)  nonprofit firms.F) B) and D)
G) A) and E)

Question 2

All of the following are organizational buyers EXCEPT:

Accepted Answer

A)  industrial firms.
B)  government units.
C)  ultimate consumers.
D)  resellers.
E)  wholesalers.F) C) and E)
G) A) and E)

Question 3

The three types of organizational buy classes are

Accepted Answer

A)  industrial,reseller,and government.
B)  consumer products,industrial goods,and services.
C)  users,influencers,and deciders.
D)  straight purchase,barter,and countertrade.
E)  new buy,straight rebuy,and modified rebuy.F) C) and E)
G) C) and D)

Question 4

Starbucks is using its purchasing power to continue its quest to reduce its energy usage by a quarter by the end of 2012.Recently,the company announced plans to replace all of the traditional incandescent and halogen bulbs in its stores worldwide with more efficient light emitting diode (LED) bulbs-a move the company claims will enable it to cut energy consumption in its stores by up to 7%.Starbucks would be considered a leader in

Accepted Answer

A)  ISO 9000 certification.
B)  sustainable procurement.
C)  cause marketing.
D)  ecological procurement.
E)  sustainable development.F) C) and D)
G) A) and E)

Question 5

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

Accepted Answer

A)  consumer demand
B)  promotional incentives
C)  longevity
D)  senior management directives
E)  warranties and claim policiesF) D) and E)
G) B) and E)

Question 6

In a buying center,__________ have the formal or informal power to select or approve the supplier that receives the contract.

Accepted Answer

A)  gatekeepers
B)  deciders
C)  buyers
D)  influencers
E)  usersF) A) and B)
G) C) and D)

Question 7

A buy class situation affects buying center tendencies in different ways.If there is one person involved,the problem definition is well-defined,and the buying objective is to find the low-priced supplier,the buy class situation is a

Accepted Answer

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

Question 8

The department secretary orders pens,copy paper,and printer ink cartridges for the department from the Corporate Express catalog nearly every month.This is an example of a

Accepted Answer

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

Question 9

The deliberate effort by organizational buyers to build relationships that shape suppliers' products,services,and capabilities to fit a buyer's needs and those of its customers is referred to as

Accepted Answer

A)  buyer development.
B)  a supply partnership.
C)  a make-buy decision.
D)  supplier development.
E)  buyer-seller reciprocity.F) C) and D)
G) A) and D)

Question 10

Apple,Inc.custom orders the manufacture of microprocessors for its iMac,iPhone,and iPad.For example,Intel makes chips for the iMac,and Samsung produces Apple-designed chips for the iPhone and iPad.These two suppliers in turn rely on components from their own subcontracted suppliers.The suppliers involved in making and delivering microprocessors have adopted mutually beneficial objectives and strategies that ultimately give Apple's customers value for their money.Apple's method of doing business this way is an example of a(n)

Accepted Answer

A)  symbiotic partnership.
B)  make-buy decision.
C)  reciprocal agreement.
D)  supply partnership.
E)  exclusive dealing.F) C) and D)
G) A) and E)

Question 11

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

Accepted Answer

A)  profit responsibilities.
B)  organizational buying criteria.
C)  ecological mandates.
D)  legal authorities.
E)  buying center roles.F) None of the above
G) A) and C)

Question 12

To select a paper supplier,JCPMedia looks at its capabilities: to deliver on-time,quality and quantity of selected grades of paper,and price.This examination would be done during JCPMedia's __________ stage of the buying decision process.

Accepted Answer

A)  procurement analysis
B)  break-even analysis
C)  purchase decision
D)  information search
E)  alternative auditF) A) and B)
G) A) and C)

Question 13

Back in July 2009,Matt Kistler,a senior vice-president at Walmart,claimed the company was making progress on achieving three major goals: (1) to be supplied by 100% renewable energy; (2) to create zero-waste; and (3) to increase the sale of renewably-produced products.Walmart is focusing on

Accepted Answer

A)  practicing ecological procurement.
B)  complying with government regulations.
C)  engaging in cause marketing.
D)  using sustainable procurement.
E)  meeting ISO 9000 standards.F) A) and B)
G) A) and C) D

Question 14

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

Question 15

Organizational buyers include manufacturers,wholesalers,retailers,and government agencies that

Accepted Answer

A)  purchase exclusively from one supplier.
B)  are exempt from state and local taxes.
C)  sell directly to ultimate consumers.
D)  sell products and services for their own use.
E)  buy products and services for their own use or for resale.F) D) and E)
G) C) and D)

Question 16

The buying situation where users,influencers,or deciders want to change product specifications,price,delivery schedule,or supplier for an item that is largely the same as what was previously purchased is referred to as a

Accepted Answer

A)  secondary buy.
B)  straight rebuy.
C)  modified rebuy.
D)  adapted buy.
E)  remake buy.F) A) and E)
G) C) and D) C

Question 17

Graham-Field Health Products makes hospital beds and wheelchairs from the component parts and materials it buys.It sells these manufactured products to hospitals,nursing homes,and retailers of health care products.Graham-Field Health Products operates in a(n) __________ market.

Accepted Answer

A)  consumer
B)  government
C)  service
D)  industrial
E)  resellerF) B) and C)
G) A) and E)

Question 18

During the third stage of the organizational buying decision process,the organization engages in

Accepted Answer

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

Question 19

If a purchase is a new buy for a manufacturer,the seller should expect a long time for a buying decision to be reached,to work with technical personnel,and

Accepted Answer

A)  for 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 C)
G) A) and E)

Question 20

Reverse auctions

Accepted Answer

A)  are seller-initiated.
B)  benefit the sellers significantly more than the buyers.
C)  have an increasing number of buyers as the auction progresses.
D)  put downward pressure on prices.
E)  have many buyers.F) B) and E)
G) B) and C)

Exam 5: Understanding Organizations As Customers

Wholesalers and retailers that buy physical products and resell them without any reprocessing are referred to as

Correct Answer
verified

All of the following are organizational buyers EXCEPT:

Correct Answer
verified

The three types of organizational buy classes are

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

In a buying center,__________ have the formal or informal power to select or approve the supplier that receives the contract.

Correct Answer
verified

A buy class situation affects buying center tendencies in different ways.If there is one person involved,the problem definition is well-defined,and the buying objective is to find the low-priced supplier,the buy class situation is a

Correct Answer
verified

The department secretary orders pens,copy paper,and printer ink cartridges for the department from the Corporate Express catalog nearly every month.This is an example of a

Correct Answer
verified
B

The deliberate effort by organizational buyers to build relationships that shape suppliers' products,services,and capabilities to fit a buyer's needs and those of its customers is referred to as

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

To select a paper supplier,JCPMedia looks at its capabilities: to deliver on-time,quality and quantity of selected grades of paper,and price.This examination would be done during JCPMedia's __________ stage of the buying decision process.

Correct Answer
verified

Back in July 2009,Matt Kistler,a senior vice-president at Walmart,claimed the company was making progress on achieving three major goals: (1) to be supplied by 100% renewable energy; (2) to create zero-waste; and (3) to increase the sale of renewably-produced products.Walmart is focusing on

Correct Answer
verified
D

Within the buying center,influencers are people who

Correct Answer
verified

Organizational buyers include manufacturers,wholesalers,retailers,and government agencies that

Correct Answer
verified

The buying situation where users,influencers,or deciders want to change product specifications,price,delivery schedule,or supplier for an item that is largely the same as what was previously purchased is referred to as a

Correct Answer
verified
C

Graham-Field Health Products makes hospital beds and wheelchairs from the component parts and materials it buys.It sells these manufactured products to hospitals,nursing homes,and retailers of health care products.Graham-Field Health Products operates in a(n) __________ market.

Correct Answer
verified

During the third stage of the organizational buying decision process,the organization engages in

Correct Answer
verified

If a purchase is a new buy for a manufacturer,the seller should expect a long time for a buying decision to be reached,to work with technical personnel,and

Correct Answer
verified

Reverse auctions

Correct Answer
verified

Exam 5: Understanding Organizations As Customers

Wholesalers and retailers that buy physical products and resell them without any reprocessing are referred to as

Correct AnswerverifiedShow Answer

All of the following are organizational buyers EXCEPT:

Correct AnswerverifiedShow Answer

The three types of organizational buy classes are

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

In a buying center,__________ have the formal or informal power to select or approve the supplier that receives the contract.

Correct AnswerverifiedShow Answer

A buy class situation affects buying center tendencies in different ways.If there is one person involved,the problem definition is well-defined,and the buying objective is to find the low-priced supplier,the buy class situation is a

Correct AnswerverifiedShow Answer

The department secretary orders pens,copy paper,and printer ink cartridges for the department from the Corporate Express catalog nearly every month.This is an example of a

Correct AnswerverifiedB

The deliberate effort by organizational buyers to build relationships that shape suppliers' products,services,and capabilities to fit a buyer's needs and those of its customers is referred to as

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

To select a paper supplier,JCPMedia looks at its capabilities: to deliver on-time,quality and quantity of selected grades of paper,and price.This examination would be done during JCPMedia's __________ stage of the buying decision process.

Correct AnswerverifiedShow Answer

Back in July 2009,Matt Kistler,a senior vice-president at Walmart,claimed the company was making progress on achieving three major goals: (1) to be supplied by 100% renewable energy; (2) to create zero-waste; and (3) to increase the sale of renewably-produced products.Walmart is focusing on

Correct AnswerverifiedD

Within the buying center,influencers are people who

Correct AnswerverifiedShow Answer

Organizational buyers include manufacturers,wholesalers,retailers,and government agencies that

Correct AnswerverifiedShow Answer

The buying situation where users,influencers,or deciders want to change product specifications,price,delivery schedule,or supplier for an item that is largely the same as what was previously purchased is referred to as a

Correct AnswerverifiedC

Graham-Field Health Products makes hospital beds and wheelchairs from the component parts and materials it buys.It sells these manufactured products to hospitals,nursing homes,and retailers of health care products.Graham-Field Health Products operates in a(n) __________ market.

Correct AnswerverifiedShow Answer

During the third stage of the organizational buying decision process,the organization engages in

Correct AnswerverifiedShow Answer

If a purchase is a new buy for a manufacturer,the seller should expect a long time for a buying decision to be reached,to work with technical personnel,and

Correct AnswerverifiedShow Answer

Reverse auctions

Correct AnswerverifiedShow Answer

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B

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D

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C

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