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| 1 | |
__________ is the marketing of products to companies, governments, or not-for-profit organizations for use in the creation of goods and services that they can produce and market to others. |
| | A) | A relational enterprise |
| | B) | Institutional marketing |
| | C) | Business marketing |
| | D) | Reseller marketing |
| | E) | Agricultural marketing |
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| 2 | |
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 | |
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 | |
The largest annual purchases in the United States are made by __________, 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 | |
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 | |
The primary buying objective for business firms is usually to: |
| | A) | increase profits through increasing costs and increasing sales. |
| | B) | increase profits through reducing costs and decreasing sales. |
| | C) | increase profits through reducing costs or increasing sales. |
| | D) | maintain profits through reducing costs and increasing sales. |
| | E) | reduce profits through reducing costs and reducing sales. |
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| 7 | |
__________ 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 | |
Quality specifications would be 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 | |
__________ 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 | |
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 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 | |
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 | |
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) | decider |
| | C) | buyer |
| | D) | influencer |
| | E) | user |
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| 13 | |
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 | |
If a purchase is a new buy for a manufacturer, it is likely that many people will be involved, the decision time is long, and the: |
| | A) | problem definition has minor modifications. |
| | B) | present suppliers are the only ones considered. |
| | C) | buying influence is the purchasing agent. |
| | D) | buying objective is a good solution. |
| | E) | buyers will be entertained lavishly by the seller. |
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| 15 | |
In an effort to make better and more efficient purchase decisions, the Ford Motor Company forms loosely organized groups of people who work together on purchase decisions. The people included in these groups change depending on the purchase situation and may include key personnel from various departments, including research and development, finance, marketing, shipping, and sales. Such a loosely organized group of people within an organization who are involved in the purchase decision is correctly called an organizational: |
| | A) | selling committee. |
| | B) | functional unit. |
| | C) | purchasing unit. |
| | D) | buying center. |
| | E) | decision-making unit. |
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| 16 | |
The __________ stage in the organizational buying process may be marked by the sales or market research department discovering that a competitor has improved the competitive product. |
| | A) | problem recognition |
| | B) | information search |
| | C) | alternative evaluation |
| | D) | purchase decision |
| | E) | postpurchase behavior |
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| 17 | |
To increase a company's chances of selling products to an organization, the company should: |
| | A) | understand the structure of the buying center. |
| | B) | understand the technical and business functions represented. |
| | C) | understand the behavior of the buying center. |
| | D) | understand the influence of each member of the buying center. |
| | E) | do all of the above. |
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| 18 | |
Which one 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 are examples of a condition that must be present for the existence of an independent e-marketplace. |
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| 19 | |
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(n): |
| | A) | storefront. |
| | B) | Web stock exchange. |
| | C) | Web commerce room. |
| | D) | consortium. |
| | E) | e-marketplace. |
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| 20 | |
Which of the following statements about reverse auctions are true? |
| | A) | A buyer communicates a need for a product or service. |
| | B) | There are more buyers than sellers with a reverse auction. |
| | C) | In reverse auctions, the price increases sequentially. |
| | D) | Suppliers never like to engage in reverse auctions. |
| | E) | All of the above statements about reverse auctions are true. |
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