Question 1

Merrill Lynch and Thompson Financial had a three-year, $1 billion project that put workstations on the desks of 25,000 of Merrill Lynch's brokers. These machines put the world of investing information at brokers' fingertips. Thompson, the supplier, was obliged to not only deliver technology and services on time and on budget, but also constantly improve customer-satisfaction levels among Merrill Lynch's brokers and customers. This is an example of

Accepted Answer

A)   a reciprocity agreement.
B)   exclusive dealing.
C)   supplier alliance.
D)   a buyer-seller relationship.
E)   a tying arrangement.F) B) and C)
G) C) and D)

Question 2

In a buying center, ________ affect the buying decision, usually by helping define the specifications for what is bought.

Accepted Answer

A)   gatekeepers
B)   deciders
C)   buyers
D)   influencers
E)   usersF) All of the above
G) None of the above

Question 3

Organizational buying behavior is

Accepted Answer

A)   the actions consumers take in purchasing and using products and services, including the mental and social processes that come before and after the action.
B)   the decision-making process that organizations use to establish the need for products and services and identify, evaluate, and choose among alternative brands and suppliers.
C)   purchase behavior based upon derived demand.
D)   determining what to purchase and the quantity to purchase based upon the derived supply.
E)   the process that organizations use to purchase the raw materials and tools used in the manufacturing of a product.F) All of the above
G) C) and D)

Question 4

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their facilities, production capability, and quality control?

Accepted Answer

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

Question 5

An assistant heard his supervisor in the supply room yell, "Call Crate & Barrel. We need another case of its large coffee mugs for the conference next week." The supervisor was asking the assistant to make a

Accepted Answer

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

Question 6

The sales department's identification of an improvement made to a competitor's product would occur during which stage of the organizational buying decision process?

Accepted Answer

A)   supplier search
B)   alternative evaluation
C)   problem recognition
D)   purchase decision
E)   information searchF) None of the above
G) All of the above

Question 7

At the weekly meeting for Choice Hotels, the marketing manager said, "We need an inexpensive creative way to increase awareness of our hotels among people who travel by automobile. To do that, I want to find a different advertising medium that the other hotel chains are not using now." The purchase of this advertising on an alternative medium would be an example of

Accepted Answer

A)   a new buy.
B)   a straight rebuy.
C)   a converted rebuy.
D)   a modified rebuy.
E)   an initial buy.F) A) and E)
G) A) and D)

Question 8

Comparing the stages in a consumer and organizational purchase decision process reveals key differences. In organizations, the ________ stage is more formal, often involving a vendor rating system.

Accepted Answer

A)   problem recognition
B)   information search
C)   purchase decision
D)   postpurchase evaluation
E)   performance reviewF) B) and C)
G) A) and E)

Question 9

South Cape Ostrich Tanning (SCOT)  is a producer of fine ostrich leathers, which are sold to manufacturers that make a variety of products from shoes to car interiors. Demand for SCOT's leather is a result of consumer interest in products such as Via La Moda handbags made from this exotic and expensive leather. SCOT has ________ demand for its product.

Accepted Answer

A)   derived
B)   unitized
C)   industrial
D)   applied
E)   resellerF) All of the above
G) B) and D)

Question 10

The primary reason companies have placed an emphasis on buying from minority- and women-owned suppliers and vendors is

Accepted Answer

A)   new federal government regulations require it.
B)   they can help a firm meet or exceed its objectives in sales, profits, or customer satisfaction.
C)   it is a socially responsible action expected of leading organizations.
D)   it can attract new target markets.
E)   these companies will work harder for less money.F) C) and D)
G) A) and E)

Question 11

Cassidy is part of the buying center for a large manufacturer. Her field of expertise is logistics, and she is responsible for choosing transportation providers for the company. A sales representative for Yellow Roadway, a successful trucking firm, regularly buys Cassidy's assistant lunch. The representative does this because he views the assistant as a(n)  ________ and wants to be sure that information about his company reaches Cassidy.

Accepted Answer

A)   gatekeeper
B)   decider
C)   influencer
D)   obstructionist
E)   power brokerF) C) and E)
G) A) and B)

Question 12

In the construction industry, an independent trading community such as Buzzsaw.com or Cephren.com enables a general contractor to manage and coordinate the many suppliers, subcontractors, architects, and engineers necessary to complete a project. Buzzsaw.com and Cephren.com are examples of

Accepted Answer

A)   Webfronts.
B)   web chains.
C)   X-changes.
D)   e-syndicates.
E)   e-marketplaces.F) A) and B)
G) B) and D)

Question 13

E-marketplaces are

Accepted Answer

A)   virtual or holographic purchasing marketspaces that allow manufacturers to estimate demand based upon different changes in environmental forces.
B)   websites that allow consumers to make direct purchases from a manufacturer rather than through a traditional retail outlet.
C)   online trading communities that bring together buyers and supplier organizations to make possible the real-time exchange of information, money, products, and services.
D)   computer simulations that allow manufacturers to estimate how much inventory to keep on hand based upon different purchasing scenarios.
E)   databases co-sponsored by the U.S. Department of Commerce and the World Trade Organization (WTO)  that houses all public access records for the purpose of aiding American and global businesses.F) C) and D)
G) A) and B)

Question 14

When the Deere & Company employs engineers who work full-time with the company's suppliers to improve their efficiency and quality and reduce their costs, it is practicing

Accepted Answer

A)   buyer development.
B)   make-buy decisions.
C)   supply partnerships.
D)   supplier development.
E)   directive purchasing.F) A) and D)
G) C) and E)

Question 15

Milsco Manufacturing has a supply partnership with its buyer Harley-Davidson to provide motorcycle

Accepted Answer

A)   motors.
B)   braking systems.
C)   transmissions.
D)   seats.
E)   customized wheels.F) B) and E)
G) None of the above

Question 16

Mining companies, farms, transportation, and legal services are all examples of companies in the

Accepted Answer

A)   consumer market
B)   cooperative market.
C)   reseller market.
D)   industrial market.
E)   government market.F) B) and E)
G) B) and D)

Question 17

A reorder of an existing product or service from a list of acceptable suppliers is referred to as a

Accepted Answer

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

Question 18

For routine orders within the buying center, the decider is usually

Accepted Answer

A)   the buyer or purchasing manager.
B)   the CEO.
C)   the COO.
D)   the head of R&D.
E)   the customer.F) A) and E)
G) D) and E)

Question 19

During late summer and early fall, there is a large demand for containers in Asia that are used to ship consumer products from Asia to the United States in time for the holiday selling season. The demand for these containers is referred to as ________ demand.

Accepted Answer

A)   unitized
B)   derived
C)   reseller
D)   applied
E)   impliedF) B) and C)
G) C) and D)

Question 20

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

Accepted Answer

A)   drafts specifications.
B)   formally rates suppliers that were used.
C)   evaluates supplier facilities.
D)   awards the contract.
E)   recognizes a need for change.F) A) and C)
G) All of the above

Exam 6: Understanding Organizations As Customers

For routine orders within the buying center, the decider is usually

Correct Answer
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Correct Answer
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An assistant heard his supervisor in the supply room yell, "Call Crate & Barrel. We need another case of its large coffee mugs for the conference next week." The supervisor was asking the assistant to make a

Correct Answer
verified

The sales department's identification of an improvement made to a competitor's product would occur during which stage of the organizational buying decision process?

Correct Answer
verified

E-marketplaces are

Correct Answer
verified

Organizational buying behavior is

Correct Answer
verified

Mining companies, farms, transportation, and legal services are all examples of companies in the

Correct Answer
verified

In the construction industry, an independent trading community such as Buzzsaw.com or Cephren.com enables a general contractor to manage and coordinate the many suppliers, subcontractors, architects, and engineers necessary to complete a project. Buzzsaw.com and Cephren.com are examples of

Correct Answer
verified

During late summer and early fall, there is a large demand for containers in Asia that are used to ship consumer products from Asia to the United States in time for the holiday selling season. The demand for these containers is referred to as ________ demand.

Correct Answer
verified

The primary reason companies have placed an emphasis on buying from minority- and women-owned suppliers and vendors is

Correct Answer
verified

When the Deere & Company employs engineers who work full-time with the company's suppliers to improve their efficiency and quality and reduce their costs, it is practicing

Correct Answer
verified

A reorder of an existing product or service from a list of acceptable suppliers is referred to as a

Correct Answer
verified

Correct Answer
verified

In a buying center, ________ affect the buying decision, usually by helping define the specifications for what is bought.

Correct Answer
verified

Correct Answer
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At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their facilities, production capability, and quality control?

Correct Answer
verified

Comparing the stages in a consumer and organizational purchase decision process reveals key differences. In organizations, the ________ stage is more formal, often involving a vendor rating system.

Correct Answer
verified

Correct Answer
verified

Milsco Manufacturing has a supply partnership with its buyer Harley-Davidson to provide motorcycle

Correct Answer
verified

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

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

For routine orders within the buying center, the decider is usually

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

An assistant heard his supervisor in the supply room yell, "Call Crate & Barrel. We need another case of its large coffee mugs for the conference next week." The supervisor was asking the assistant to make a

Correct AnswerverifiedShow Answer

The sales department's identification of an improvement made to a competitor's product would occur during which stage of the organizational buying decision process?

Correct AnswerverifiedShow Answer

E-marketplaces are

Correct AnswerverifiedShow Answer

Organizational buying behavior is

Correct AnswerverifiedShow Answer

Mining companies, farms, transportation, and legal services are all examples of companies in the

Correct AnswerverifiedShow Answer

In the construction industry, an independent trading community such as Buzzsaw.com or Cephren.com enables a general contractor to manage and coordinate the many suppliers, subcontractors, architects, and engineers necessary to complete a project. Buzzsaw.com and Cephren.com are examples of

Correct AnswerverifiedShow Answer

During late summer and early fall, there is a large demand for containers in Asia that are used to ship consumer products from Asia to the United States in time for the holiday selling season. The demand for these containers is referred to as ________ demand.

Correct AnswerverifiedShow Answer

The primary reason companies have placed an emphasis on buying from minority- and women-owned suppliers and vendors is

Correct AnswerverifiedShow Answer

When the Deere & Company employs engineers who work full-time with the company's suppliers to improve their efficiency and quality and reduce their costs, it is practicing

Correct AnswerverifiedShow Answer

A reorder of an existing product or service from a list of acceptable suppliers is referred to as a

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

In a buying center, ________ affect the buying decision, usually by helping define the specifications for what is bought.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their facilities, production capability, and quality control?

Correct AnswerverifiedShow Answer

Comparing the stages in a consumer and organizational purchase decision process reveals key differences. In organizations, the ________ stage is more formal, often involving a vendor rating system.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Milsco Manufacturing has a supply partnership with its buyer Harley-Davidson to provide motorcycle

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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