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Multiple Choice Quiz
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1

The organizational culture of a business firm is called:
A)Organizational culture
B)Business-to-business marketing
C)Corporate culture
D)Firmographics
E)None of the Above
2

Firmographics involve both
A)Size and location of an organization
B)Demographics of the firm and industry information
C)Organization characteristics and the composition of the organization
D)Cash flow and experience
E)None of the Above
3

The general nature of organizational activity is described as:
A)Routine, complex, or technical
B)An SIC code
C)The main product category
D)Internal, external, or business-to-business
E)None of the Above
4

Regional subculture influences an individual's lifestyle and:
A)Macrosegmentation
B)An individual's self-concept
C)Organizational composition
D)Organizational culture
E)None of the Above
5

Grouping organizations with distinguishing firmographics creates:
A)Pseudosegments
B)Sub-organizational cultures
C)Microsegments
D)Macrosegments
E)None of the Above
6

Innovative organizations that derive a great deal of their success from leading change are called:
A)Lead users
B)Innovative forerunners
C)Cutting-edge Corporations
D)Technology infusers
E)None of the Above
7

Reference group infrastructure refers to:
A)Organizational membership in industry associations
B)Opinion leaders within corporations
C)The flow of purchase influence within industry
D)Positive endorsement of corporate products in a vertical chain
E)None of the Above
8

The source of acceleration for the diffusion of information through infrastructure is:
A)Trade press
B)Lead users
C)Intermediaries
D)Infrastructure reference groups
E)None of the Above
9

A situation where a lead user accelerates market adoption is called a:
A)Market pull
B)Intermediary
C)Test market
D)Market push
E)None of the Above
10

The perception process takes a different sequence for firms (as opposed to individuals) because:
A)There is no random exposure for firms
B)Multiple individual's perceive messages on the firm's behalf
C)Individual's are different than firms
D)It is not a different sequence
E)None of the Above
11

Organizational decisions tend to be just as emotional as individual decisions because:
A)A person's job may be a stake
B)Organizations are more stakeholders to consider
C)People have become emotional about employment
D)Organizational decisions tend to be less emotional
E)None of the Above
12

Decision making units are:
A)Should always represent 30% of those who will be effected by the decision
B)Made up of at least three individuals from a department that are trusted with making budgetary allocations
C)Independent groups of nonemployees that serve as consultants to purchasing decisions
D)The individuals within an organization that participate in making a given purchase decision
E)None of the Above
13

Microsegments are:
A)Groups of customers with like needs and firmographics representing segments
B)Groups of organizational customers based on similar decision making styles or units
C)Subgroups of customers that all fit into one larger segment
D)Are determined by the departmental function within an organization
E)None of the Above
14

Business-to-business markets are characterized by
A)A general governing body that works in the best interest of all firms involved
B)The size and scope of the industry
C)A barter system that decreases financial accounting
D)Firms selling products and services to each other
E)All of the Above
15

The use of the internet in business-to-business for sales is:
A)Not regarded as a profitable outlet
B)Much larger than household sales
C)Requires significant front end costs that are very hard to recover
D)Is not prevalent due to the security concerns of transacting purchases
E)None of the Above





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