Question 1

Harley-Davidson emphasizes

Accepted Answer

A)  Supplier collaboration in its product design.
B)  signing lifetime contracts to demonstrate loyalty.
C)  offering their products at cost for all key supplier personnel.
D)  listing the names of all suppliers on their Harley-Davidson promotional material.
E)  extending Harley-Davidson healthcare benefits to supplier' employees.

Question 2

FIGURE 6-4 
-Which type of auction does Figure 6-4 above represent?

Accepted Answer

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

Question 3

Which of the following statements about organizational buying compared to consumer buying is most accurate?

Accepted Answer

A)  Perceived risk is lower in organizational buying.
B)  Brand loyalty exists in both organizational and consumer buying.
C)  More organizational buying decisions are lower in involvement.
D)  Organizational buyers are more influenced by lifestyle factors.
E)  Derived demand is more important in consumer buying.

Question 4

In terms of organizational buyers, Amazon.com, Lands' End, and JCPenney would all be classified as __________.

Accepted Answer

A)  capitalists
B)  resellers
C)  monopolists
D)  facilitators
E)  industrialists

Question 5

Buy classes refer to

Accepted Answer

A)  three types of organizational buying situations: buy, lease, and rent.
B)  three types of organizational buying situations: new buy, make-buy, and modified rebuy.
C)  three types of organizational buying situations: manufacturing contracts, consulting contracts, service contracts.
D)  three types of organizational buying situations: straight rebuy, new buy, and modified rebuy.
E)  three types of organizational buying situations: new buy, internal make-buy, and modified rebuy.

Question 6

E-Marketplaces refer to

Accepted Answer

A)  online trading communities that bring together buyers and supplier organizations to make possible the real time exchange of information, money, products, and services.
B)  Web sites that allow consumers to make direct purchases from a manufacturer rather than through a traditional retail outlet.
C)  simulate purchasing scenarios that allow manufacturers to estimated demand based upon different changes in environmental forces.
D)  computerize simulations that allow manufacturers to estimate how much inventory to keep on hand based upon different purchasing scenarios.
E)  a computerized database sponsored by the U.S.Government that houses all public access records for the purpose of aiding American businesses.

Question 7

In a buying center, __________ have formal authority and responsibility to select the supplier and negotiate the terms of a contract.

Accepted Answer

A)  gatekeepers
B)  deciders
C)  buyers
D)  influencers
E)  users

Question 8

A buy class situation affects buying center tendencies in different ways.If there are many people involved, the problem definition is uncertain, and the time required for a decision is long, the buy class situation most likely is a

Accepted Answer

A)  new buy.
B)  straight rebuy.
C)  conditional rebuy.
D)  modified rebuy.
E)  standard buy.

Question 9

Organizational buyers can be divided into three different markets.They are

Accepted Answer

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

Question 10

Another name for an e-marketplace is

Accepted Answer

A)  e-hub.
B)  e-place.
C)  e-trade.
D)  e-xchange.
E)  4NXchange.

Question 11

The purchasing manager of Ingram Printing has selected IBM as the supplier of its new high-speed printer and negotiated the terms of the contract.The purchasing manager is the __________ for Ingram.

Accepted Answer

A)  user
B)  buyer
C)  decider
D)  gatekeeper
E)  influencer

Question 12

In an e-marketplace, an online auction in which a buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with each other is referred to as a

Accepted Answer

A)  vertical auction.
B)  reverse auction.
C)  horizontal auction.
D)  traditional auction.
E)  reciprocal auction.

Question 13

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

Accepted Answer

A)  industrial firms.
B)  reseller firms.
C)  government firms.
D)  facilitators.
E)  non-profit firms.

Question 14

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

Accepted Answer

A)  consumer dominated
B)  government
C)  industrial
D)  sustainable
E)  renewable resource

Question 15

Which of these statements regarding organizational buyers is most accurate?

Accepted Answer

A)  Wholesalers and retailers resell the goods they buy without reprocessing them.
B)  Wholesalers and retailers alter the products they sell to meet the specific needs of their customers prior to sale.
C)  Manufacturers purchase processed goods and resell them to suppliers who in turn resell them to ultimate consumers.
D)  Ultimate consumers can be considered organizational buyers when they purchase in large quantities or they make long-term purchase agreements.
E)  Government agency purchases are more similar to ultimate consumer purchases than they are to wholesalers and retailers.

Question 16

The decision was made by General Electric to purchase electric motors for its clothes dryers rather than manufacture them.They evaluate suppliers using a formal vendor rating system and notify a supplier if the parts do not meet their quality standard.If the problem is not corrected they drop the firm as a future supplier.What stage in the buying decision process is this decision made in?

Accepted Answer

A)  postpurchase behavior
B)  purchase decision
C)  alternative evaluation
D)  information search
E)  sensitivity analysis

Question 17

Kim Nagele, the senior procurement agent at JCPMedia purchases tons of publication paper annually at a cost of hundreds of millions of dollars.In the buying center, Kim Nagele performs the role of the

Accepted Answer

A)  user.
B)  gatekeeper.
C)  influencer.
D)  buyer.
E)  decider.

Question 18

Sun Microelectronics custom orders processors, chips, and circuit boards for Sun's desktop, server, and storage products.Sun doesn't actually make any of its microelectronic gear itself.Sun contracts the work to outside manufacturers, who in turn rely on components from their own subcontracted suppliers.The 150 suppliers involved in making and delivering Sun products have adopted mutually beneficial objectives and strategies that give Sun's customers value for their money.Sun's method of doing business is an example of a(n)

Accepted Answer

A)  symbiotic partnership.
B)  legal but unethical partnership.
C)  manufacturer-dominated relationship.
D)  supply partnership.
E)  supplier-dominated relationship.

Question 19

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

Accepted Answer

There are three types of buying situatio...

Question 20

A business market is also referred to as

Accepted Answer

A)  the transactional market.
B)  the ultimate market.
C)  a relational enterprise.
D)  entrepreneurship.
E)  an industrial market.

Exam 6: Understanding Organizations As Customers

A business market is also referred to as

Correct Answer
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Correct Answer
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Wholesalers and retailers that buy physical products and resell them without any reprocessing are

Correct Answer
verified

Buy classes refer to

Correct Answer
verified

FIGURE 6-4 -Which type of auction does Figure 6-4 above represent?

Correct Answer
verified

The purchasing manager of Ingram Printing has selected IBM as the supplier of its new high-speed printer and negotiated the terms of the contract.The purchasing manager is the __________ for Ingram.

Correct Answer
verified

Kim Nagele, the senior procurement agent at JCPMedia purchases tons of publication paper annually at a cost of hundreds of millions of dollars.In the buying center, Kim Nagele performs the role of the

Correct Answer
verified

In an e-marketplace, an online auction in which a buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with each other is referred to as a

Correct Answer
verified

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

Correct Answer
verified
There are three types of buying situatio...
View Answer

Organizational buyers can be divided into three different markets.They are

Correct Answer
verified

In terms of organizational buyers, Amazon.com, Lands' End, and JCPenney would all be classified as __________.

Correct Answer
verified

In a buying center, __________ have formal authority and responsibility to select the supplier and negotiate the terms of a contract.

Correct Answer
verified

E-Marketplaces refer to

Correct Answer
verified

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

Correct Answer
verified

Which of the following statements about organizational buying compared to consumer buying is most accurate?

Correct Answer
verified

A buy class situation affects buying center tendencies in different ways.If there are many people involved, the problem definition is uncertain, and the time required for a decision is long, the buy class situation most likely is a

Correct Answer
verified

Which of these statements regarding organizational buyers is most accurate?

Correct Answer
verified

Another name for an e-marketplace is

Correct Answer
verified

Correct Answer
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Harley-Davidson emphasizes

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

A business market is also referred to as

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Buy classes refer to

Correct AnswerverifiedShow Answer

FIGURE 6-4 -Which type of auction does Figure 6-4 above represent?

Correct AnswerverifiedShow Answer

The purchasing manager of Ingram Printing has selected IBM as the supplier of its new high-speed printer and negotiated the terms of the contract.The purchasing manager is the __________ for Ingram.

Correct AnswerverifiedShow Answer

Kim Nagele, the senior procurement agent at JCPMedia purchases tons of publication paper annually at a cost of hundreds of millions of dollars.In the buying center, Kim Nagele performs the role of the

Correct AnswerverifiedShow Answer

In an e-marketplace, an online auction in which a buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with each other is referred to as a

Correct AnswerverifiedShow Answer

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

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

Organizational buyers can be divided into three different markets.They are

Correct AnswerverifiedShow Answer

In terms of organizational buyers, Amazon.com, Lands' End, and JCPenney would all be classified as __________.

Correct AnswerverifiedShow Answer

In a buying center, __________ have formal authority and responsibility to select the supplier and negotiate the terms of a contract.

Correct AnswerverifiedShow Answer

E-Marketplaces refer to

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which of the following statements about organizational buying compared to consumer buying is most accurate?

Correct AnswerverifiedShow Answer

A buy class situation affects buying center tendencies in different ways.If there are many people involved, the problem definition is uncertain, and the time required for a decision is long, the buy class situation most likely is a

Correct AnswerverifiedShow Answer

Which of these statements regarding organizational buyers is most accurate?

Correct AnswerverifiedShow Answer

Another name for an e-marketplace is

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Harley-Davidson emphasizes

Correct AnswerverifiedShow Answer

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There are three types of buying situatio...
View Answer

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