Question 1

Which of the following statements about Trek Bicycles is false?

Accepted Answer

A)   Trek's Eco Design initiative is an example of sustainable procurement.
B)   Trek has an extensive product line of bicycles.
C)   Trek has always been on the cutting edge, using the latest innovations in its designs.
D)   Trek views the bicycle as an important form of alternative transportation, not just as recreation.
E)   Trek's business model has evolved from manufacturing bicycles to marketing other two- and four-wheeled vehicles, such as motorcycles and all-terrain vehicles (ATVs) .F) A) and B)
G) All of the above

Question 2

The people in the organization who actually consumer the product or service are referred to as __________,which is one role in the buying center.

Accepted Answer

A)   consumers
B)   deciders
C)   buyers
D)   influencers
E)   usersF) A) and C)
G) All of the above

Question 3

Starbucks purchases from coffee growers located in more than 20 countries.It pays the coffee farmers a fair price for the beans,the coffee is grown in an ecologically sound manner,and 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) B) and E)
G) B) and C)

Question 4

What is a buying center?
 In what type of business would a buying center most likely be found?

Accepted Answer

A buying center is a group of individual...

Question 5

Archer Daniels Midland Co.(ADM) is the world's largest cocoa-bean processor.It buys cocoa beans and converts them into cocoa powder and cocoa butter,which it then sells to companies like Hershey's that manufacture consumer products containing chocolate.ADM is operating in __________ market.

Accepted Answer

A)   a consumer
B)   a government
C)   an industrial
D)   a manufacturing
E)   a resellerF) C) and D)
G) B) and C)

Question 6

What are the three types of organizational buying situations or buy classes?
 Give an example of each.

Accepted Answer

There are three types of buying situatio...

Question 7

Organizational buyers are divided into three markets,which are

Accepted Answer

A)   industrial, wholesaler, and retailer.
B)   industrial, retailer, and government.
C)   retailer, manufacturer, and government.
D)   industrial, government, and ultimate consumer.
E)   industrial, reseller, and government.F) C) and E)
G) C) and D)

Question 8

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) A) and E)

Question 9

PlasticsNet,Hospital Network.com,TextileWeb,and eBay are all examples of

Accepted Answer

A)   Webfront operations.
B)   clicks-and-mortar stores.
C)   e-marketplaces.
D)   integrated markets.
E)   iMarkets.F) A) and B)
G) B) and E)

Question 10

Among organizational markets,the reseller market includes

Accepted Answer

A)   manufacturers.
B)   logistics and supply chain providers.
C)   government agencies.
D)   end-user service providers.
E)   retailers and wholesalers.F) C) and D)
G) A) and D)

Question 11

The NAICS groups economic activity to permit studies of

Accepted Answer

A)   multi-language advertising.
B)   market share, demand, or import competition.
C)   growth potential in emerging markets.
D)   best practices for manufacturers.
E)   job outsourcing and trade flow impacts.F) A) and B)
G) All of the above

Question 12

Small businesses benefit from independent __________ like PlasticsNet,Hospital Network.com,and TextileWeb.

Accepted Answer

A)   Webfronts
B)   clicks-and-mortar
C)   e-marketplaces
D)   iMarkets
E)   integrated marketsF) None of the above
G) C) and D)

Question 13

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) None of the above
G) A) and E)

Question 14

Identify and describe the five roles an individual can play in a buying center.

Accepted Answer

There are five roles an individual can p...

Question 15

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) B) and D)

Question 16

Another name for an e-marketplace is

Accepted Answer

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

Question 17

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 is referred to as

Accepted Answer

A)   integrated marketing.
B)   institutional marketing.
C)   business-to-business marketing.
D)   reseller marketing.
E)   organizational marketing.F) A) and B)
G) B) and D)

Question 18

eBay is the predominant person-to-person trading community in the world.eBay is an example of

Accepted Answer

A)   a Webfront operation.
B)   a clicks-and-mortar store.
C)   an e-marketplace.
D)   a noncompetitive market.
E)   an integrated market.F) A) and E)
G) B) and C)

Question 19

All of the following are organizational buyers except which?

Accepted Answer

A)   industrial firms
B)   government units
C)   ultimate consumers
D)   resellers
E)   wholesalersF) B) and D)
G) D) and E)

Question 20

Which of the following types of firms are in the industrial market?

Accepted Answer

A)   retailing
B)   construction
C)   wholesaling
D)   state governments
E)   federal regulatory agenciesF) B) and D)
G) C) and E)

Exam 5: Understanding Organizations As Customers

Archer Daniels Midland Co.(ADM) is the world's largest cocoa-bean processor.It buys cocoa beans and converts them into cocoa powder and cocoa butter,which it then sells to companies like Hershey's that manufacture consumer products containing chocolate.ADM is operating in __________ market.

Correct AnswerverifiedShow Answer

The three types of organizational buy classes are

Correct AnswerverifiedShow Answer

Small businesses benefit from independent __________ like PlasticsNet,Hospital Network.com,and TextileWeb.

Correct AnswerverifiedShow Answer

What are the three types of organizational buying situations or buy classes? Give an example of each.

Correct AnswerverifiedThere are three types of buying situatio...View AnswerShow Answer

Among organizational markets,the reseller market includes

Correct AnswerverifiedShow Answer

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 is referred to as

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 AnswerverifiedShow Answer

Which of the following types of firms are in the industrial market?

Correct AnswerverifiedShow Answer

eBay is the predominant person-to-person trading community in the world.eBay is an example of

Correct AnswerverifiedShow Answer

What is a buying center? In what type of business would a buying center most likely be found?

Correct AnswerverifiedA buying center is a group of individual...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

Another name for an e-marketplace is

Correct AnswerverifiedShow Answer

All of the following are organizational buyers except which?

Correct AnswerverifiedShow Answer

PlasticsNet,Hospital Network.com,TextileWeb,and eBay are all examples of

Correct AnswerverifiedShow Answer

Organizational buyers are divided into three markets,which are

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The people in the organization who actually consumer the product or service are referred to as __________,which is one role in the buying center.

Correct AnswerverifiedShow Answer

Which of the following statements about Trek Bicycles is false?

Correct AnswerverifiedShow Answer

The NAICS groups economic activity to permit studies of

Correct AnswerverifiedShow Answer

Identify and describe the five roles an individual can play in a buying center.

Correct AnswerverifiedThere are five roles an individual can p...View AnswerShow Answer

Correct Answer
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There are three types of buying situatio...
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A buying center is a group of individual...
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There are five roles an individual can p...
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