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There are many perfumes on the market, but only one that breaks down fragrances into elements so people can wear the particular scents with which they have emotional ties. The perfume's manufacturer is Demeter, and it makes over 150 different fragrances with names like Dirt, Lobster, Dandelion, Sugar Cookie, Brownie, Woodsmoke, Leather, and Turpentine. Demeter buys the distilled scents it mixes and bottles and sells as perfumes in America from a French manufacturer. This transaction would take place in: |
| | A) | the transactional market. |
| | B) | the ultimate market. |
| | C) | a relational enterprise. |
| | D) | the consumer market. |
| | E) | the business market. |
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| 2.
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Which of the following statements represents an organizational buying decision? |
| | A) | Mr. Crowe buys a Toyota minivan to commute to work. |
| | B) | A dentist buys a new VCR 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) | A physician takes her sick child to the doctor. |
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| 3.
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There are many perfumes on the market, but only one that breaks down fragrances into elements so people can wear the particular scents with which they have emotional ties. The perfume's manufacturer is Demeter, and it makes over 150 different fragrances with names like Dirt, Lobster, Dandelion, Sugar Cookie, Brownie, Woodsmoke, Leather, and Turpentine. Demeter perfume is available at all Henri Bendel department stores. When Demeter sells the perfume to the Henri Bendel buyer, the transaction is taking place in the __________ market. |
| | A) | reseller |
| | B) | governmental |
| | C) | psychographic |
| | D) | consumer |
| | E) | industrial |
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| 4.
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International trade statistics indicate the largest exporting industries in the United States focus on __________, not __________. |
| | A) | organizational customers; ultimate consumers |
| | B) | ultimate consumers; organizational consumers |
| | C) | governmental agencies; ultimate consumers |
| | D) | governmental agencies; organizational consumers |
| | E) | ultimate consumers; governmental agencies |
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| 5.
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Archer Daniels Midland (ADM) Company processes wheat into flour, which it sells to bakeries and pasta makers. What kind of demand is there for ADM's flour? |
| | A) | unitized |
| | B) | derived |
| | C) | consumer |
| | D) | applied |
| | E) | horizontal |
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| 6.
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The primary buying objective for business firms is usually to: |
| | A) | increase profits through increasing costs and increasing revenues. |
| | B) | increase profits through reducing costs and decreasing revenues. |
| | C) | increase profits through reducing costs or increasing revenues. |
| | D) | maintain profits through reducing costs and increasing revenues. |
| | E) | reduce profits through reducing costs and reducing revenues. |
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| 7.
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__________ are the objective attributes of the supplier's products and the capabilities of the supplier itself. |
| | A) | Consideration sets |
| | B) | Organizational buying criteria |
| | C) | Evaluative organizational standards |
| | D) | Consumer attributes |
| | E) | Organizational norms |
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| 8.
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ISO 9000 is most closely related to which of the following terms? |
| | A) | buy classes |
| | B) | reverse marketing |
| | C) | organizational buying criteria |
| | D) | buying center |
| | E) | reciprocity |
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| 9.
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__________ is an industrial buying practice in which two organizations agree to purchase each other's goods and services. |
| | A) | A tying arrangement |
| | B) | Exclusive dealing |
| | C) | Reciprocity |
| | D) | Transactional marketing |
| | E) | Noncompetitive bidding |
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| 10.
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There are many perfumes on the market, but only one that breaks down fragrances into elements so people can wear the particular scents with which they have emotional ties. The perfume's manufacturer is Demeter, and it makes over 150 different fragrances with names like Dirt, Lobster, Dandelion, Sugar Cookie, Brownie, Woodsmoke, Leather, and Turpentine. Demeter is solely owned and operated by Christopher Brosius. He is responsible for selecting the scents that it will be sold under the Demeter brand. In terms of the buying center, Brosius has the roles of: |
| | A) | influencer and user. |
| | B) | gatekeeper, buyer, decider, and influencer. |
| | C) | gatekeeper, buyer, influencer, and user. |
| | D) | decider and buyer. |
| | E) | gatekeeper, buyer, user, influencer, and decider. |
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| 11.
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Cards of Wood, Inc. is a company that makes and markets micro-thin wood veneer business cards primarily to people in different facets of the woodworking business. A salesperson for Cards of Wood who calls on a company that makes cabinets would have the highest probability of making a sale if he is able to determine who is the __________ in the company's buying center. |
| | A) | influencer |
| | B) | buyer |
| | C) | decider |
| | D) | user |
| | E) | gatekeeper |
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| 12.
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The screenwriter walked into the production company office expecting to talk to an executive of the company about producing the writer's idea for a new television situation comedy. As he entered the office, the receptionist said, "I'm sorry, you can't see my boss. Please leave your manuscript and I'll read it. If it's any good, I'll show it to Ms. Friedman who will then get back to you." The receptionist was assuming which buying center role? |
| | A) | gatekeeper |
| | B) | buyer |
| | C) | decider |
| | D) | influencer |
| | E) | user |
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| 13.
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There are many perfumes on the market, but only one that breaks down fragrances into elements so people can wear the particular scents with which they have emotional ties. The perfume's manufacturer is Demeter, and it makes over 150 different fragrances with names like Dirt, Lobster, Dandelion, Sugar Cookie, Brownie, Woodsmoke, Leather, and Turpentine. Demeter buys the distilled scents it mixes and bottles and sells as perfumes in America from a French manufacturer. One of the first perfumes ever sold under the Demeter brand was Fresh Water. When Christopher Brosius, the owner of the company, reorders the distilled scents needed to make another batch of Fresh Water perfume, it would most likely be an example of a: |
| | A) | new buy. |
| | B) | straight rebuy. |
| | C) | conditional rebuy. |
| | D) | make-buy. |
| | E) | standard buy. |
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| 14.
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If the purchase is a new buy for a manufacturer, the seller should be prepared to act as a consultant to the buyer, work with technical personnel, and: |
| | A) | expect a long time for a buying decision to be reached. |
| | B) | expect a lot of conflict. |
| | C) | expect specifications to be changed many times before the buy is completed. |
| | D) | expect to have to do some favors for the decision-makers. |
| | E) | entertain lavishly. |
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| 15.
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Which of the following statements about a value analysis is true? |
| | A) | A value analysis must be performed systematically. |
| | B) | The function of a value analysis is to reduce purchase costs. |
| | C) | Value analysis is typically performed in the information search stage of the organizational buying process. |
| | D) | Value analyses looks at products' design, performance, and quality. |
| | E) | All of the above statements accurately describe a value analysis. |
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| 16.
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The __________ in the organizational buying process is the equivalent of the consideration set in the consumer purchase decision process. |
| | A) | reciprocal agreement |
| | B) | organizational buying criterion |
| | C) | information search stage |
| | D) | bidder's list |
| | E) | the problem recognition stage |
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| 17.
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To increase a company's chances of selling products to an organization, the company should: |
| | A) | understand the organization's needs. |
| | B) | get on the right bidder's list. |
| | C) | find the right people in the buying center. |
| | D) | provide value to organizational buyers. |
| | E) | do all of the above. |
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| 18.
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Which of the following conditions must be present for the existence of an independent e-marketplace? |
| | A) | thousands of geographically dispersed buyers and sellers |
| | B) | volatile prices caused by demand and supply fluctuations |
| | C) | time sensitivity due to perishable offerings and changing technologies |
| | D) | easily comparable offerings between a variety of suppliers |
| | E) | all of the above |
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| 19.
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Bell Zinc is a division of Bell Telephone in Canada. It operates BellZinc.ca, a private exchange that offers goods and services to small- and medium-sized Canadian businesses. It works with approximately 200,000 Canadian businesses. BellZinc.ca is an example of a: |
| | A) | storefront. |
| | B) | Web stock exchange. |
| | C) | Web commerce room. |
| | D) | consortium. |
| | E) | e-marketplace. |
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| 20.
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Which of the following statements about reverse auctions are true? |
| | A) | Reverse auctions are seldom conducted online. |
| | B) | There are more buyers than sellers with a reverse auction. |
| | C) | In reverse auctions, the price increases sequentially. |
| | D) | Reverse auctions benefit organizational buyers. |
| | E) | All of the above statements about reverse auctions are true. |
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