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| 1 | |
Organizational buyers include all of the following EXCEPT: |
| | A) | retailers. |
| | B) | government. |
| | C) | manufacturers. |
| | D) | wholesalers. |
| | E) | ultimate consumers. |
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| 2 | |
In terms of organizational buyers, Amazon.com, Lands' End, and JCPenney would all be classified as: |
| | A) | capitalists. |
| | B) | resellers. |
| | C) | monopolies. |
| | D) | facilitating agents. |
| | E) | industrialists. |
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| 3 | |
Which of the following statements about the North American Industry Classification System (NAICS) is true? |
| | A) | The NAICS provides information for all countries in North America. |
| | B) | The SIC classification system replaced the NAICS. |
| | C) | The NAICS permits a firm to find the NAICS codes of its present customers and then obtain NAICS-coded lists for similar firms. |
| | D) | The NAICS uses a four-digit coding system. |
| | E) | The NAICS assigns multiple codes to conglomerates. |
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| 4 | |
The decision-making process organizations use to establish their need for goods and services and to identify, evaluate, and choose among alternative brands and suppliers is called: |
| | A) | the consumer purchase decision process. |
| | B) | organizational buying behavior. |
| | C) | the industrial purchase procedure. |
| | D) | facilitating behavior. |
| | E) | the reseller procurement process. |
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| 5 | |
Ball Container Company is a company that manufactures glass bottles for many consumer goods including beer. The manufacturer's beer bottles are a good example of __________ demand because demand for its bottles is so closely related to consumer demand for beer. |
| | A) | contiguous |
| | B) | pooled |
| | C) | conjoint |
| | D) | congruent |
| | E) | derived |
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| 6 | |
Which of the following possible aspects of consumer buying decisions is LEAST likely to enter into an organizational buying decision? |
| | A) | comparison of product performance with expectations |
| | B) | decision based on highest overall evaluation |
| | C) | alternatives evaluated on important criteria |
| | D) | information gathered from internal and external searches |
| | E) | problem recognition triggered by self-actualization motives |
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| 7 | |
Reverse marketing is: |
| | A) | a method consumers use to increase their influence, power, and rights when dealing with institutions. |
| | B) | the deliberate effort by organizational buyers to build relationships that shape suppliers' products, services, and capabilities to fit the buyer's needs and those of its customers. |
| | C) | a synonym for benchmarking. |
| | D) | an industrial buying practice in which organizations agree to purchase each other's products. |
| | E) | accurately defined by none of the above. |
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| 8 | |
Scandinavian Airlines System recently announced the purchase of 35 Boeing 737-600 airliners, with the option to buy another 35 for a total of $2.4 billion. SAS called Boeing "a professional and solid supplier." Deliveries have begun and will continue for some years to come. This arrangement between Boeing and SAS is an example of: |
| | A) | reciprocity. |
| | B) | exclusive dealing. |
| | C) | review marketing. |
| | D) | a long-term buyer-seller relationship. |
| | E) | a tying arrangement. |
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| 9 | |
Several people often participate in the organizational buying process. Called __________, these people share common goals, risks, and knowledge important to purchase decisions. |
| | A) | a committee |
| | B) | a feasibility study group |
| | C) | corporate obstructionists |
| | D) | a buying center |
| | E) | a cohort |
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| 10 | |
When the salesperson told the safety engineer his company needed to buy a mercury clean-up kit, the engineer promptly told the salesperson his company did not need such a thing and refused to introduce the salesperson to the company's purchasing agent. In this instance, the safety engineer acted in which buying center role? |
| | A) | liaison |
| | B) | buyer |
| | C) | user |
| | D) | information gatherer |
| | E) | gatekeeper |
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| 11 | |
Gulfstream Aerospace Corp. recently sold three Gulfstream V business jets to a government buyer for use as Special Electronic Mission Aircraft. One of the hardest jobs the Gulfstream sales team had to perform during the negotiations was to convince the __________ they should be allowed to present the information about Gulfstream planes to the other people in the buying center who were taking the role of buyers, users, deciders, and influencers. |
| | A) | gatekeepers |
| | B) | busybodies |
| | C) | whistleblowers |
| | D) | obstructionists |
| | E) | power-brokers |
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| 12 | |
Business-to-business electronic commerce over the Internet: |
| | A) | is not nearly as prevalent as consumer electronic commerce when measured by the total dollar value of all Internet transactions. |
| | B) | has dramatically cut the cost of each transaction. |
| | C) | has dramatically decreased since face-to-face time is so important. |
| | D) | is impossible to estimate since companies will not share information. |
| | E) | has decreased since timely information is unavailable. |
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| 13 | |
The safety engineer for a manufacturer of pesticides submitted a request to the company's purchasing agent to buy two-way radios for each manager in the production area. The engineer believes he could provide a higher level of service for the manufacturer's employees if he could be in frequent contact with the production area. There are twelve supervisors who would be eligible for the radios. Since the company has never tried to use any kind of wireless internal communication system before, this would be an example of a: |
| | A) | new buy. |
| | B) | straight rebuy. |
| | C) | conditional rebuy. |
| | D) | make-buy. |
| | E) | modified rebuy. |
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| 14 | |
Russ Ross, the owner of a construction company specializing in single family homes, was faced with a problem. His workers relied on Black & Decker brand air-powered hammers to reduce construction time. Recently, the workers informed him several of the hammers were worn out and needed to be replaced. After talking with other members of the buying center, Mr. Ross decided to purchase Dewalt brand air hammers because of their reduced weight and the longer warranties offered by Dewalt. Ross and the other members of the organizational buying center were engaged in what type of organizational buying decision? |
| | A) | straight-rebuy |
| | B) | new task buy |
| | C) | modified new task buy |
| | D) | modified rebuy |
| | E) | straight new buy |
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| 15 | |
The Responder Plus Level A vapor protective suit is state-of-the-art. The $790 orange suit will protect the individual wearing it from a broad group of harmful vapors and spills. When the safety engineer noticed a tear in the one that the company has employees wear when cleaning toxic storage bins, he alerted the purchasing agent that the current suit was no longer useable. In terms of the organizational buying process, this is the __________ stage. |
| | A) | information search |
| | B) | postpurchase behavior |
| | C) | alternative evaluation |
| | D) | purchase decision |
| | E) | problem recognition |
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| 16 | |
Andersen Windows is a manufacturer of high-quality, energy-efficient windows for homes and offices. The number of windows sold is directly linked to the number of new homes being built. When the economy is strong and many homes are being built, Andersen sells lots of windows; when few homes are being built, few windows are sold. This is an example of: |
| | A) | derived demand. |
| | B) | the price-quality relationship. |
| | C) | the acceleration principle. |
| | D) | price-elasticity. |
| | E) | price-inelasticity. |
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| 17 | |
Online buying is prominent for three major reasons: (1) organizational buyers depend heavily on timely supplier information that is available on the Internet, (2) the cost of a transaction has been substantially reduced using online technology and (3) __________. |
| | A) | it is essential to keep up with consumer online usage. |
| | B) | sales representatives are not doing a good job. |
| | C) | buyers enjoy browsing the Internet. |
| | D) | Internet technology can reduce marketing costs. |
| | E) | Internet technology narrows their potential customer base. |
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| 18 | |
HotOffTheWire.com is a Web wholesaling environment where small and medium-sized retailers can purchase consumer goods merchandise. While retailers use the site to purchase consumer goods for their stores, manufacturers use the site to offer their products to retailers. This __________ provides capabilities and benefits to both buyers and sellers equally. |
| | A) | storefront |
| | B) | Web stock exchange |
| | C) | Web commerce room |
| | D) | consortium |
| | E) | e-marketplace |
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| 19 | |
HotOffTheWire.com is a Web wholesaling environment where small and medium-sized retailers can purchase consumer goods merchandise. While retailers use the site to purchase consumer goods for their stores, manufacturers use the site to offer their products to retailers. Because hotoffthewire.com is an independent trading community, you know that: |
| | A) | it charges a fee for its services. |
| | B) | it deals with thousands of geographically dispersed buyers and sellers. |
| | C) | its product offerings are time sensitive due to potential perishability and obsolescence. |
| | D) | its buyers find its offerings and its suppliers easily comparable. |
| | E) | all of the above are true. |
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| 20 | |
If a company wanted to get rid of excess wooden pallets by attracting the greatest number of potential buyers online, it could use a(n) __________ to locate the company that was willing to pay the highest amount for the used pallets. |
| | A) | storefront operation |
| | B) | traditional auction |
| | C) | Japanese auction |
| | D) | English auction |
| | E) | reverse auction |
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