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1 | |
The organizational culture of a business firm is often referred to as: |
| | A) | business entity. |
| | B) | corporate identity. |
| | C) | corporate culture. |
| | D) | corporate soul. |
| | E) | none of the above. |
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2 | |
Segmenting an organizational market based on unique needs associated with firmographics is referred to as: |
| | A) | macrosegmentation. |
| | B) | microsegmentation. |
| | C) | sector segmentation. |
| | D) | benefit segmentation. |
| | E) | none of the above. |
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3 | |
Perhaps the most powerful type of reference group in industrial markets is that of: |
| | A) | government officials. |
| | B) | intermediaries. |
| | C) | lead users. |
| | D) | trade association officials. |
| | E) | none of the above. |
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4 | |
Lead users influence the overall reference group infrastructure by: |
| | A) | increasing firms' investment in research and development. |
| | B) | impacting firms inclined to follow trends. |
| | C) | absorbing risk that others would otherwise bear. |
| | D) | providing "free" advertising and publicity. |
| | E) | none of the above. |
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5 | |
Organizational purchase decisions are: |
| | A) | devoid of emotional elements. |
| | B) | completely rational from an economic perspective. |
| | C) | based solely on profit maximization criteria. |
| | D) | all of the above. |
| | E) | none of the above. |
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6 | |
An organizational buying situation characterized by (1) major importance, (2) little task uncertainty, (3) a limited choice set, and (4) moderate buyer power typically produces a _____ purchase response. |
| | A) | routine low priority |
| | B) | judgmental new task |
| | C) | modified rebuy |
| | D) | straight rebuy |
| | E) | none of the above. |
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7 | |
Large organizations generally involve: |
| | A) | more individuals in the decision-making process. |
| | B) | less specialized purchasing roles. |
| | C) | less individuals in the decision-making process. |
| | D) | a and b. |
| | E) | none of the above. |
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8 | |
The purchase involvement situations for consumers correspond closely with the purchase situations for organizations. For example, nominal decision-making purchase involvement is closely related to the organizational purchase situation of the: |
| | A) | new task. |
| | B) | modified rebuy. |
| | C) | straight rebuy. |
| | D) | all of the above. |
| | E) | none of the above. |
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9 | |
Roles that may be played by any member of a decision-making unit include all of the following EXCEPT: |
| | A) | key influencer. |
| | B) | user. |
| | C) | decision maker. |
| | D) | information gatherer. |
| | E) | all of the above are possible roles. |
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10 | |
In high-tech markets, _____ is least likely to recognize a problem or a need to purchase. |
| | A) | the board of directors |
| | B) | the purchasing manager |
| | C) | the head of a department |
| | D) | the finance manger |
| | E) | top management |
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11 | |
An organization's composition consists of the individuals who work in the organization. |
| | A) | True |
| | B) | False |
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12 | |
Organizational activities are categorized as either routine or complex. |
| | A) | True |
| | B) | False |
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13 | |
Firmographics consist of the company size, location, and objective. |
| | A) | True |
| | B) | False |
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14 | |
Organizational structure describes the type of self-concept and lifestyle of a given organization. |
| | A) | True |
| | B) | False |
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15 | |
Purchase specifications include payments, warranties, delivery dates, and so on. |
| | A) | True |
| | B) | False |
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