Question 1

selecting new basketball uniforms for the 30 NBA teams,Champion,Nike,Puma,Reebok,and Starter sports apparel manufacturers were asked to submit quotes on how much each would charge to provide these NBA teams with new uniforms.These qualified sports apparel manufacturers most likely comprised the NBA's

Accepted Answer

A)   consideration set.
B)   evaluative criteria.
C)   bidder's list.
D)   supply partners.
E)   e-marketplace.F) B) and D)
G) A) and D)

Question 2

Organizational buyers can be divided into three different markets,which 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.F) A) and D)
G) C) and E)

Question 3

people in the buying center who have the authority to select a supplier and negotiate the terms of the contract are referred to as

Accepted Answer

A)   gatekeepers.
B)   deciders.
C)   buyers.
D)   influencers.
E)   users.F) B) and E)
G) A) and B)

Question 4

North American Industry Classification System (NAICS)

Accepted Answer

A)   provides common industry definitions for North America, Central America, and South America to measure economic activity in these three Western Hemispheric areas.
B)   provides common industry definitions between Canada the United States to measure economic activity and reduce barriers of trade for cross-border firms.
C)   provides a classification system for products and services that is consistent across Canada, Mexico, and the United States.
D)   provides a classification system for products and services that is consistent across North America, Central America, and South America to measure economic activity in these three Western Hemispheric areas.
E)   provides common industry definitions for Canada, Mexico, and the United States to measure economic activity in the three member countries of the North American Free Trade Agreement (NAFT
A)  .F) B) and D)
G) B) and E)

Question 5

North American Industry Classification System (NAICS) system designates industries with a numerical code in a defined structure.A six-digit coding system is used.The third digit designates a(n)

Accepted Answer

A)   industry subsector.
B)   industry group.
C)   specific industry.
D)   individual country-level national industry.
E)   sector of the economy.F) A) and E)
G) C) and D)

Question 6

a purchase is a straight or modified rebuy for a manufacturer,the seller should emphasize a reliable supply and __________ in meetings with the purchasing agent.

Accepted Answer

A)   a competitive price
B)   nationwide distribution
C)   available advertising money
D)   quality product
E)   a great brand nameF) B) and C)
G) A) and D)

Question 7

Which of the following statements represents an organizational buyer?

Accepted Answer

A)   A local baker buys sugar at the grocery store to make cookies with his children at home.
B)   A dentist buys a new Samsung SmartTV 65-inch 3D LED HDTV for her den.
C)   Mr. Langley hires a housecleaning service to clean his apartment.
D)   The owner of a fried chicken restaurant hires a snow removal service to keep the parking lot clear.
E)   The city mayor rents a tuxedo to wear to his daughter's wedding.F) All of the above
G) None of the above

Question 8

buying situation where users,influencers,or deciders want to change product specifications,price,delivery schedule,or supplier is referred to as a

Accepted Answer

A)   new buy.
B)   straight rebuy.
C)   modified rebuy.
D)   buy class.
E)   make-buy.F) A) and E)
G) None of the above

Question 9

of the following are roles in a buying center EXCEPT:

Accepted Answer

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

Question 10

Starbucks purchases from coffee growers located in more than 20 countries.Starbucks: (1) pays the coffee farmers a fair price for the beans; (2) the coffee is grown in an ecologically sound manner; and (3) 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) None of the above
G) B) and E)

Question 11

Nagele,the senior procurement agent at JCPMedia,purchases tons of publication paper annually at a cost of hundreds of millions of dollars.Which role in the JCPenney buying center does Ms.Nagele perform?

Accepted Answer

A)   user
B)   gatekeeper
C)   influencer
D)   buyer
E)   deciderF) B) and C)
G) A) and E)

Question 12

are the characteristics of the organizational buying process?

Accepted Answer

Understanding the characteristics of org...

Question 13

an organization passes through the problem recognition stage of the organizational buying decision process,it reaches the __________ stage.

Accepted Answer

A)   information search
B)   value analysis
C)   alternative evaluation
D)   purchase decision
E)   behavioral learningF) B) and D)
G) A) and D)

Question 14

services market sells diverse services such as legal advice,auto repair,and dry cleaning.Along with finance,insurance,real estate businesses,and __________,communication and public utility firms,as well as not-for-profit organizations,these firms represent about 75 percent of all industrial firms.

Accepted Answer

A)   wholesalers
B)   transportation
C)   retailers
D)   government units
E)   educational institutionsF) B) and C)
G) A) and E)

Question 15

purchasing manager of Ingram Printing has selected HP 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)   gatekeeper
C)   influencer
D)   buyer
E)   deciderF) A) and B)
G) A) and C)

Question 16

Figure 6-6b
-Which type of auction does Figure 6-6b above represent?

Accepted Answer

A)   traditional auction
B)   vertical auction
C)   reverse auction
D)   horizontal auction
E)   reciprocal auctionF) B) and C)
G) A) and E)

Question 17

decision by Maytag to purchase electric motors for its clothes dryers rather than to manufacture them itself is the result of a(n)

Accepted Answer

A)   value analysis.
B)   make-buy decision.
C)   rebuy decision.
D)   reciprocity agreement.
E)   sensitivity analysis.F) A) and C)
G) D) and E)

Question 18

North American Industry Classification System (NAICS) system designates industries with a numerical code in a defined structure.A six-digit coding system is used.The first two digits designate a(n)

Accepted Answer

A)   subsector of the economy.
B)   industry group.
C)   specific industry.
D)   individual country-level national industry.
E)   sector of the economy.F) B) and D)
G) A) and C)

Question 19

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 goods and services for their own use.
E)   buy goods and services for their own use or resale.F) C) and D)
G) A) and E)

Question 20

Important market characteristics in organizational buying behavior include which of the following?

Accepted Answer

A)   unlimited markets but orders are becoming progressively smaller
B)   diminishing international opportunities as more firms enter the market
C)   more customers placing progressively smaller orders
D)   fewer customers but with larger orders
E)   a market that functions independently of consumer demandF) None of the above
G) A) and B)

Exam 6: Understanding Organizations As Customers

purchasing manager of Ingram Printing has selected HP 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

people in the buying center who have the authority to select a supplier and negotiate the terms of the contract are referred to as

Correct Answer
verified

Correct Answer
verified

Figure 6-6b -Which type of auction does Figure 6-6b above represent?

Correct Answer
verified

of the following are roles in a buying center EXCEPT:

Correct Answer
verified

Important market characteristics in organizational buying behavior include which of the following?

Correct Answer
verified

Correct Answer
verified

Nagele,the senior procurement agent at JCPMedia,purchases tons of publication paper annually at a cost of hundreds of millions of dollars.Which role in the JCPenney buying center does Ms.Nagele perform?

Correct Answer
verified

North American Industry Classification System (NAICS)

Correct Answer
verified

Organizational buyers can be divided into three different markets,which are

Correct Answer
verified

decision by Maytag to purchase electric motors for its clothes dryers rather than to manufacture them itself is the result of a(n)

Correct Answer
verified

North American Industry Classification System (NAICS) system designates industries with a numerical code in a defined structure.A six-digit coding system is used.The first two digits designate a(n)

Correct Answer
verified

an organization passes through the problem recognition stage of the organizational buying decision process,it reaches the __________ stage.

Correct Answer
verified

are the characteristics of the organizational buying process?

Correct Answer
verified
Understanding the characteristics of org...
View Answer

a purchase is a straight or modified rebuy for a manufacturer,the seller should emphasize a reliable supply and __________ in meetings with the purchasing agent.

Correct Answer
verified

buying situation where users,influencers,or deciders want to change product specifications,price,delivery schedule,or supplier is referred to as a

Correct Answer
verified

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

Correct Answer
verified

Which of the following statements represents an organizational buyer?

Correct Answer
verified

services market sells diverse services such as legal advice,auto repair,and dry cleaning.Along with finance,insurance,real estate businesses,and __________,communication and public utility firms,as well as not-for-profit organizations,these firms represent about 75 percent of all industrial firms.

Correct Answer
verified

North American Industry Classification System (NAICS) system designates industries with a numerical code in a defined structure.A six-digit coding system is used.The third digit designates a(n)

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

purchasing manager of Ingram Printing has selected HP 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

people in the buying center who have the authority to select a supplier and negotiate the terms of the contract are referred to as

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Figure 6-6b -Which type of auction does Figure 6-6b above represent?

Correct AnswerverifiedShow Answer

of the following are roles in a buying center EXCEPT:

Correct AnswerverifiedShow Answer

Important market characteristics in organizational buying behavior include which of the following?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Nagele,the senior procurement agent at JCPMedia,purchases tons of publication paper annually at a cost of hundreds of millions of dollars.Which role in the JCPenney buying center does Ms.Nagele perform?

Correct AnswerverifiedShow Answer

North American Industry Classification System (NAICS)

Correct AnswerverifiedShow Answer

Organizational buyers can be divided into three different markets,which are

Correct AnswerverifiedShow Answer

decision by Maytag to purchase electric motors for its clothes dryers rather than to manufacture them itself is the result of a(n)

Correct AnswerverifiedShow Answer

North American Industry Classification System (NAICS) system designates industries with a numerical code in a defined structure.A six-digit coding system is used.The first two digits designate a(n)

Correct AnswerverifiedShow Answer

an organization passes through the problem recognition stage of the organizational buying decision process,it reaches the __________ stage.

Correct AnswerverifiedShow Answer

are the characteristics of the organizational buying process?

Correct AnswerverifiedUnderstanding the characteristics of org...View AnswerShow Answer

a purchase is a straight or modified rebuy for a manufacturer,the seller should emphasize a reliable supply and __________ in meetings with the purchasing agent.

Correct AnswerverifiedShow Answer

buying situation where users,influencers,or deciders want to change product specifications,price,delivery schedule,or supplier is referred to as a

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which of the following statements represents an organizational buyer?

Correct AnswerverifiedShow Answer

services market sells diverse services such as legal advice,auto repair,and dry cleaning.Along with finance,insurance,real estate businesses,and __________,communication and public utility firms,as well as not-for-profit organizations,these firms represent about 75 percent of all industrial firms.

Correct AnswerverifiedShow Answer

North American Industry Classification System (NAICS) system designates industries with a numerical code in a defined structure.A six-digit coding system is used.The third digit designates a(n)

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Understanding the characteristics of org...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified