Question 1

The practice of __________,which can affect the normal operation of the free market and limit the flexibility of buyers,is occasionally addressed in the ethics codes of companies or their purchasing policies.

Accepted Answer

A)  tying agreements
B)  just-in-time procurement
C)  quid pro quo
D)  supply partnerships
E)  reciprocityF) C) and E)
G) A) and B)

Question 2

Differentiate between traditional and reverse auctions.

Accepted Answer

In a traditional auction,there is one se...

Question 3

When prospective buyers observe the bids of others and decide whether or not to increase the bid price,it is called a(n)

Accepted Answer

A)  forward auction.
B)  reverse auction.
C)  webfront auction.
D)  traditional auction.
E)  bidder's war.F) B) and E)
G) A) and E)

Question 4

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

Accepted Answer

A)  Few large transactions are made over the Internet due to concerns of industrial espionage.
B)  Negotiations,purchases,and delivery occur in real time at an accelerated rate.
C)  There are often reciprocal arrangements and negotiations between buyers and sellers.
D)  Most purchases are made through government-licensed negotiators.
E)  Direct selling to organizational buyers is rare because it is cost-prohibitive.F) A) and B)
G) B) and E)

Question 5

At which stage of the organizational buying decision process would design and production engineers draft specifications?

Accepted Answer

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

Question 6

Organizational buying behavior is similar to consumer behavior in some ways and different in others.One commonality is that both

Accepted Answer

A)  use the same five stages in the purchase decision process.
B)  use formal vendor rating when choosing among alternative brands.
C)  are affected by derived demand.
D)  have virtually unlimited options for suppliers.
E)  rely on gatekeepers to control product information.F) B) and C)
G) A) and B)

Question 7

An organization buys products and services for one main reason,which is to

Accepted Answer

A)  achieve its own objectives.
B)  beat its competitors.
C)  satisfy the needs of its suppliers.
D)  employ people.
E)  maintain inventory.F) C) and E)
G) A) and E)

Question 8

Which of the following 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) B) and C)
G) A) and B)

Question 9

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 10

Kim 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) A) and C)
G) A) and E)

Question 11

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

Accepted Answer

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

Question 12

Small businesses benefit from independent __________ like Plastics Net,Hospital Network.com,and Textile Web.

Accepted Answer

A)  Webfronts
B)  clicks-and-mortar
C)  e-marketplaces
D)  iMarkets
E)  integrated marketsF) A) and C)
G) A) and B)

Question 13

A software company has changed and updated its logo.It now needs to order new letterhead and business cards.This purchase would be a

Accepted Answer

A)  modified rebuy.
B)  straight rebuy.
C)  new buy.
D)  standard reorder.
E)  class buy.F) All of the above
G) A) and B)

Question 14

A __________ exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate customer.

Accepted Answer

A)  supplier development agreement
B)  reciprocal arrangement
C)  shareholder relationship
D)  supply partnership
E)  strategic allianceF) A) and E)
G) C) and E)

Question 15

The first stage in the organizational buying decision process is

Accepted Answer

A)  information search.
B)  antecedent states.
C)  alternative evaluation.
D)  purchase decision.
E)  problem recognition.F) A) and D)
G) A) and C)

Question 16

The 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 fifth 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) C) and D)
G) B) and D)

Question 17

The 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) A) and E)
G) A) and B)

Question 18

Although the U.S.Justice Department frowns on __________ because it restricts the normal operation of a free market,it is still legal for two companies to buy one another's products as long as there is no coercion involved.

Accepted Answer

A)  reciprocity
B)  tying agreements
C)  just-in-time procurement
D)  quid pro quo
E)  supply partnershipsF) A) and E)
G) D) and E)

Question 19

If a purchase is a new buy for a manufacturer,the seller should expect a long time for a buying decision to be reached,work with technical personnel,and

Accepted Answer

A)  expect specifications to be changed many times before the buy is completed.
B)  expect a lot of conflict.
C)  focus on a good solution to the problem for the buyer.
D)  expect to have to do some favors for the decision-makers.
E)  avoid making concessions or compromises.F) All of the above
G) A) and D)

Question 20

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 obligated to deliver not only technology and services on time and on budget,but also constantly improve customer-satisfaction levels among Merrill'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 D)
G) B) and E)

Exam 5: Understanding Organizations As Customers

A __________ exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate customer.

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.Which role in the JCPenney buying center does Ms.Nagele perform?

Correct Answer
verified

Small businesses benefit from independent __________ like Plastics Net,Hospital Network.com,and Textile Web.

Correct Answer
verified

At which stage of the organizational buying decision process would design and production engineers draft specifications?

Correct Answer
verified

The 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

If a purchase is a new buy for a manufacturer,the seller should expect a long time for a buying decision to be reached,work with technical personnel,and

Correct Answer
verified

Although the U.S.Justice Department frowns on __________ because it restricts the normal operation of a free market,it is still legal for two companies to buy one another's products as long as there is no coercion involved.

Correct Answer
verified

An organization buys products and services for one main reason,which is to

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

When prospective buyers observe the bids of others and decide whether or not to increase the bid price,it is called a(n)

Correct Answer
verified

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

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

Organizational buying behavior is similar to consumer behavior in some ways and different in others.One commonality is that both

Correct Answer
verified

Which of the following represents an organizational buyer?

Correct Answer
verified

Differentiate between traditional and reverse auctions.

Correct Answer
verified
In a traditional auction,there is one se...
View Answer

A software company has changed and updated its logo.It now needs to order new letterhead and business cards.This purchase would be a

Correct Answer
verified

Correct Answer
verified

The first stage in the organizational buying decision process is

Correct Answer
verified

The practice of __________,which can affect the normal operation of the free market and limit the flexibility of buyers,is occasionally addressed in the ethics codes of companies or their purchasing policies.

Correct Answer
verified

The 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 fifth digit designates a(n)

Correct Answer
verified

Exam 5: Understanding Organizations As Customers

A __________ exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate customer.

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.Which role in the JCPenney buying center does Ms.Nagele perform?

Correct AnswerverifiedShow Answer

Small businesses benefit from independent __________ like Plastics Net,Hospital Network.com,and Textile Web.

Correct AnswerverifiedShow Answer

At which stage of the organizational buying decision process would design and production engineers draft specifications?

Correct AnswerverifiedShow Answer

The 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

If a purchase is a new buy for a manufacturer,the seller should expect a long time for a buying decision to be reached,work with technical personnel,and

Correct AnswerverifiedShow Answer

Although the U.S.Justice Department frowns on __________ because it restricts the normal operation of a free market,it is still legal for two companies to buy one another's products as long as there is no coercion involved.

Correct AnswerverifiedShow Answer

An organization buys products and services for one main reason,which is to

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

When prospective buyers observe the bids of others and decide whether or not to increase the bid price,it is called a(n)

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

Organizational buying behavior is similar to consumer behavior in some ways and different in others.One commonality is that both

Correct AnswerverifiedShow Answer

Which of the following represents an organizational buyer?

Correct AnswerverifiedShow Answer

Differentiate between traditional and reverse auctions.

Correct AnswerverifiedIn a traditional auction,there is one se...View AnswerShow Answer

A software company has changed and updated its logo.It now needs to order new letterhead and business cards.This purchase would be a

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The first stage in the organizational buying decision process is

Correct AnswerverifiedShow Answer

The practice of __________,which can affect the normal operation of the free market and limit the flexibility of buyers,is occasionally addressed in the ethics codes of companies or their purchasing policies.

Correct AnswerverifiedShow Answer

The 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 fifth digit designates a(n)

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
In a traditional auction,there is one se...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified