Question 1

In an e-marketplace, an online auction in which a buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with each other is referred to as a

Accepted Answer

A)  vertical auction.
B)  reverse auction.
C)  horizontal auction.
D)  traditional auction.
E)  reciprocal auction.F) None of the above
G) All of the above

Question 2

Which of the following statements most closely describes the people in the buying center of a medium-sized manufacturing plant?

Accepted Answer

A)  The composition of the buying center remains constant over long periods of time.
B)  The buying center avoids cross-functional teams whenever possible.
C)  The composition of the buying center depends on the specific item being purchased.
D)  The purchasing manager is an occasional member of the buying center.
E)  Most government units use a formal buying center to arrive at buying decisions.F) B) and E)
G) C) and D)

Question 3

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their facilities?

Accepted Answer

A)  problem recognition
B)  information search
C)  purchase decision
D)  post-purchase behavior
E)  alternative evaluationF) B) and E)
G) C) and E)

Question 4

An industrial firm

Accepted Answer

A)  is one that is independently owned and takes title to the merchandise it sells.
B)  buys physical goods and resells them again without any reprocessing.
C)  deals exclusively with federal, state, and local governments.
D)  in some way reprocesses a product or service it buys before selling it again to the next buyer.
E)  only produces a product, not a service.F) D) and E)
G) A) and B)

Question 5

Organizational buying criteria serve the same purpose as __________ criteria used by consumers.

Accepted Answer

A)  consideration
B)  evaluative
C)  decision
D)  alternative
E)  prepurchaseF) All of the above
G) B) and C)

Question 6

eBay is the predominant person-to-person trading community in the world. eBay is an example of

Accepted Answer

A)  a Webfront operation.
B)  a clicks-and-mortar store.
C)  an e-marketplace.
D)  a noncompetitive market.
E)  an integrated market.F) A) and D)
G) D) and E)

Question 7

Purchasing paper for JCPMedia is one example of

Accepted Answer

A)  organizational buying.
B)  online buying.
C)  on-time delivery.
D)  derived demand.
E)  cooperative selling.F) C) and D)
G) A) and E)

Question 8

Buy classes refer to the three types of organizational buying situations:

Accepted Answer

A)  buy, lease, and rent.
B)  new buy, make, and reprocess.
C)  manufacturing contracts, consulting contracts, service contracts.
D)  new buy, straight rebuy, and modified rebuy.
E)  new buy, refurbish, and used buy.F) C) and D)
G) A) and C)

Question 9

Business-to-business electronic commerce over the Internet

Accepted Answer

A)  is nearly equivalent to consumer electronic commerce when measured by the total dollar value of all online transactions.
B)  is at least four times greater than consumer electronic commerce when measured by the total dollar value of all online transactions.
C)  has dramatically decreased since face-to-face communication between a firm's sales force and its potential customers is so important.
D)  is impossible to estimate since companies will not share information.
E)  has never been popular since timely information is unavailable or deemed to be proprietary.F) A) and C)
G) A) and E)

Question 10

What type of online auction does one buyer and many sellers typify?

Accepted Answer

A)  forward auction
B)  reverse auction
C)  traditional auction
D)  vertical auction
E)  bidder's warF) C) and D)
G) A) and B)

Question 11

Describe the three types of organizational markets and give examples of each.

Accepted Answer

There are three types of organizational ...

Question 12

Organizations face three specific kinds of buying situations. They are new buy, straight rebuy, and modified rebuy. Collectively, these situations are referred to as

Accepted Answer

A)  industrial buying behavior.
B)  reseller buying behavior.
C)  buy classes.
D)  purchase criteria.
E)  consideration sets.F) C) and E)
G) A) and E)

Question 13

For e-marketplaces, large companies tend to favor __________ that link them with their network of qualified suppliers and customers.

Accepted Answer

A)  centralized markets
B)  decentralized markets
C)  private exchanges
D)  segregated markets
E)  independent trading communitiesF) A) and C)
G) C) and D)

Question 14

A firm that reprocesses a product or service it buys before selling the product again to the next buyer is referred to as

Accepted Answer

A)  an industrial firm.
B)  a reseller firm.
C)  a government agency.
D)  a wholesaler.
E)  a retailer.F) All of the above
G) B) and D)

Question 15

An assistant heard his supervisor in the supply room yell, "Call Crate & Barrel. We need another case of its coffee mugs for the conference next week." The supervisor was asking the assistant to make a

Accepted Answer

A)  new buy.
B)  straight rebuy.
C)  modified rebuy.
D)  make-buy.
E)  standard reorder.F) A) and B)
G) A) and C)

Question 16

Organizational buyers include manufacturers, wholesalers, retailers, service companies, not-for-profit organizations, and government agencies that

Accepted Answer

A)  purchase exclusively from one supplier.
B)  are exempt from state and local taxes.
C)  sell directly to ultimate consumers.
D)  sell goods and services for their own use.
E)  buy products and services for their own use or for resale.F) D) and E)
G) A) and E)

Exam 6: Understanding Organizations As Customers

Business-to-business electronic commerce over the Internet

Correct Answer
verified

eBay is the predominant person-to-person trading community in the world. eBay is an example of

Correct Answer
verified

Buy classes refer to the three types of organizational buying situations:

Correct Answer
verified

Describe the three types of organizational markets and give examples of each.

Correct Answer
verified
There are three types of organizational ...
View Answer

An assistant heard his supervisor in the supply room yell, "Call Crate & Barrel. We need another case of its coffee mugs for the conference next week." The supervisor was asking the assistant to make a

Correct Answer
verified

What type of online auction does one buyer and many sellers typify?

Correct Answer
verified

For e-marketplaces, large companies tend to favor __________ that link them with their network of qualified suppliers and customers.

Correct Answer
verified

Organizational buyers include manufacturers, wholesalers, retailers, service companies, not-for-profit organizations, and government agencies that

Correct Answer
verified

Organizational buying criteria serve the same purpose as __________ criteria used by consumers.

Correct Answer
verified

In an e-marketplace, an online auction in which a buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with each other is referred to as a

Correct Answer
verified

An industrial firm

Correct Answer
verified

A firm that reprocesses a product or service it buys before selling the product again to the next buyer is referred to as

Correct Answer
verified

Which of the following statements most closely describes the people in the buying center of a medium-sized manufacturing plant?

Correct Answer
verified

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their facilities?

Correct Answer
verified

Purchasing paper for JCPMedia is one example of

Correct Answer
verified

Organizations face three specific kinds of buying situations. They are new buy, straight rebuy, and modified rebuy. Collectively, these situations are referred to as

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

Business-to-business electronic commerce over the Internet

Correct AnswerverifiedShow Answer

eBay is the predominant person-to-person trading community in the world. eBay is an example of

Correct AnswerverifiedShow Answer

Buy classes refer to the three types of organizational buying situations:

Correct AnswerverifiedShow Answer

Describe the three types of organizational markets and give examples of each.

Correct AnswerverifiedThere are three types of organizational ...View AnswerShow Answer

An assistant heard his supervisor in the supply room yell, "Call Crate & Barrel. We need another case of its coffee mugs for the conference next week." The supervisor was asking the assistant to make a

Correct AnswerverifiedShow Answer

What type of online auction does one buyer and many sellers typify?

Correct AnswerverifiedShow Answer

For e-marketplaces, large companies tend to favor __________ that link them with their network of qualified suppliers and customers.

Correct AnswerverifiedShow Answer

Organizational buyers include manufacturers, wholesalers, retailers, service companies, not-for-profit organizations, and government agencies that

Correct AnswerverifiedShow Answer

Organizational buying criteria serve the same purpose as __________ criteria used by consumers.

Correct AnswerverifiedShow Answer

In an e-marketplace, an online auction in which a buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with each other is referred to as a

Correct AnswerverifiedShow Answer

An industrial firm

Correct AnswerverifiedShow Answer

A firm that reprocesses a product or service it buys before selling the product again to the next buyer is referred to as

Correct AnswerverifiedShow Answer

Which of the following statements most closely describes the people in the buying center of a medium-sized manufacturing plant?

Correct AnswerverifiedShow Answer

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their facilities?

Correct AnswerverifiedShow Answer

Purchasing paper for JCPMedia is one example of

Correct AnswerverifiedShow Answer

Organizations face three specific kinds of buying situations. They are new buy, straight rebuy, and modified rebuy. Collectively, these situations are referred to as

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
There are three types of organizational ...
View Answer

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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