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A study on ethical practices in purchasing found that smaller firms frequently make agreements with other organizations to purchase one another's products. This practice is referred to as


A) exclusive dealing.
B) supply partnerships.
C) reciprocity.
D) strategic alliances.
E) tying arrangements.

F) B) and D)
G) None of the above

Correct Answer

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A straight rebuy is a(n) __________ while a modified rebuy is a(n) __________.


A) exchange; resale
B) routine reorder; exchange
C) first-time order; routine reorder
D) changed order; first-time order
E) routine reorder; changed order

F) None of the above
G) All of the above

Correct Answer

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


A) production facilities and capacity
B) consumer demand
C) flexibility
D) adherence to government policies
E) senior management directives

F) A) and D)
G) B) and D)

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


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

F) A) and C)
G) A) and B)

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You are a researcher for a major marketing research consulting firm. A client needs an NAICS code to get the most detail about industry competitors that operate in Canada, Mexico, and the U.S., but there are very few competitor firms in Mexico. Which of the following levels of classification would provide the greatest detail about the firms within this industry?


A) Code 51
B) Code 517
C) Code 5172
D) Code 51721
E) Code 517212

F) All of the above
G) A) and B)

Correct Answer

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


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

F) A) and E)
G) A) and D)

Correct Answer

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The buying situation where an organization is a first-time buyer of the product or service is referred to as a


A) initial buy.
B) new buy.
C) preliminary buy.
D) straight rebuy.
E) modified rebuy.

F) C) and E)
G) C) and D)

Correct Answer

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


A) consideration
B) evaluative
C) decision
D) alternative
E) prepurchase

F) A) and B)
G) B) and E)

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A buying center refers to


A) an online trading community that brings together buyers and supplier organizations to make possible the real time exchange of information, money, products, and services.
B) the department within a firm responsible for the logistics of placing, tracking, and delivering orders to other departments within the firm.
C) the department within a firm responsible for the logistics of placing, tracking, and delivering orders to ultimate consumers.
D) the group of people within an organization who participate in the buying process and share common goals, risks, and knowledge important to a purchase decision.
E) the department within a firm that allows purchases to be made from a centralized location from multiple vendors at the same time

F) None of the above
G) B) and E)

Correct Answer

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Derived demand refers to


A) a graph relating the quantity sold and price, which shows the maximum number of units that will be sold at a given price.
B) the demand for industrial products and services that is driven by the demand for consumer products and services.
C) the relationship between total revenue and total cost to determine profitability at various levels of output.
D) the point on a demand curve where supply and demand intersect.
E) the percentage change in quantity demanded relative to a percentage change in price

F) A) and B)
G) None of the above

Correct Answer

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Which of the following statements about e-marketplaces that act as independent trading communities is FALSE?


A) These trading communities allow buyers to easily compare offerings from various sellers.
B) Independent trading communities charge a fee for their service.
C) Independent trading communities often consist of thousands of geographically dispersed buyers and sellers.
D) This independent type of trading community is favored by large companies.
E) Independent trading communities often operate in an environment where demand and supply fluctuations cause volatile prices.

F) B) and D)
G) A) and B)

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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


A) green marketing.
B) ISO 14000 certification.
C) sustainable procurement.
D) ecological procurement.
E) cause marketing.

F) B) and D)
G) A) and D)

Correct Answer

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What is the last stage of the organizational buying decision process?


A) information search
B) postpurchase behavior
C) alternative evaluation
D) purchase decision
E) purveyor review

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

Correct Answer

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Organizational buying behavior is similar to consumer behavior in some ways and different in others. One key difference is that in the organizational buying process,


A) only four stages are used.
B) fewer individuals are involved.
C) firms are not affected by derived demand.
D) the postpurchase evaluation behavior is more formalized.
E) there is less reliance on gatekeepers to control product information.

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

Correct Answer

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Independent e-marketplaces act as a neutral third party, provide an Internet technology trading platform, and provide a(n) __________ market that enable exchanges between buyers and sellers.


A) centralized
B) deconsolidated
C) segregated
D) integrated
E) noncompetitive

F) A) and E)
G) A) and C)

Correct Answer

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A buy class situation affects buying center tendencies in different ways. If there are two or three people involved, the time required for a decision is moderate, and only present suppliers are considered, the buy class situation is most likely a


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

F) All of the above
G) A) and D)

Correct Answer

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Firms selling consumer products or services often try to reach thousands or millions of individuals or households. Firms selling to organizations


A) try to reach tens of millions of wholesalers, retailers, and government units.
B) are restricted to far fewer buyers.
C) hope to obtain similar numbers of business customers, or even more.
D) do not have customers, per se.
E) simultaneously purchase from organizational buyers and ultimate consumers.

F) A) and B)
G) A) and C)

Correct Answer

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Researchers who have studied organizational buying identify three types of buying situations, called __________, which include new buy, modified rebuy, and straight rebuy.


A) purchase criteria
B) buy classes
C) buying centers
D) consideration sets
E) purchase hierarchies

F) D) and E)
G) C) and D)

Correct Answer

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__________ comprise the highest percentage of firms in industrial markets.


A) Manufacturing firms
B) Construction firms
C) Agricultural firms
D) Mining companies
E) Service companies

F) A) and D)
G) A) and C)

Correct Answer

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The NAICS is consistent with the International Standard Industrial Classification of All Economic Activities, which is published by the __________ to facilitate measurement of global economic activity.


A) United Nations (UN)
B) European Union (EU)
C) International Standards Organization (ISO)
D) North American Free Trade Agreement (NAFTA)
E) North American Product Classification System (NAPCS)

F) B) and E)
G) C) and D)

Correct Answer

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Showing 41 - 60 of 249

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