Question 1

Few purchasing managers have been able to turn over any of their order placing to computers because so few organizational purchases are routine.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following statements about organizational buying is true?

Accepted Answer

A)  A "national accounts" sales force often makes sense when firms with many facilities buy from a central location.
B)  Purchasing managers are more likely to be found in large organizations.
C)  A geographically bound salesperson can be at a real disadvantage.
D)  All these statements are true.

Question 3

U.S.manufacturers

Accepted Answer

A)  all employ many workers.
B)  are evenly spread throughout the country.
C)  tend to concentrate by industry.
D)  do not locate close to competitors.
E)  None of these answers is correct.

Question 4

Which dimension of buyer-seller relationships most significantly increases the risk that proprietary knowledge or trade secrets may leak to competitors or to the public?

Accepted Answer

A)  cooperation
B)  information sharing
C)  operational linkages
D)  legal bonds
E)  relationship-specific adaptations

Question 5

In a large company,the "buying center" refers to all the purchasing managers who work for the firm.

Accepted Answer

A) True 
 B)False

Question 6

Specialized search engines can help a business buyer search for products by description.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following identifies a concern of organizational buyers?

Accepted Answer

A)  original cost and ongoing costs of purchase
B)  impact of purchase on productivity
C)  product quality
D)  seller's ability to provide speedy maintenance and repair
E)  All these answers are correct.

Question 8

All of the following are key dimensions of relationships in business markets EXCEPT

Accepted Answer

A)  cooperation.
B)  information sharing.
C)  operational linkages.
D)  non-specific adaptations.
E)  legal bonds.

Question 9

Which of the following statements about manufacturers is true?

Accepted Answer

A)  Industrial customers are concentrated in countries that are at the more advanced stages of economic development.
B)  Manufacturing output in the U.S.is shrinking.
C)  Countries with cheap labor have a slow rate of growth.
D)  Many factories are concentrated in rural areas of the United States.
E)  Currently,U.S.manufacturing output is at its lowest point since 1980.

Question 10

Which of the following statements about manufacturers is FALSE?

Accepted Answer

A)  The majority of U.S.manufacturers are small,with three-quarters having fewer than 20 employees.
B)  Most U.S.factories operate in large metropolitan areas.
C)  The greatest growth in manufacturing has occurred in countries where labor is cheapest.
D)  NAICS codes help marketers classify different types of manufacturing businesses.
E)  Manufacturing output in the United States is shrinking.

Question 11

Buying specialists for organizations are commonly called

Accepted Answer

A)  supply agents.
B)  vendor agents.
C)  value analysts.
D)  purchasing managers.
E)  consumer buyers.

Question 12

Business and organizational customers are selective buyers who buy for the sole purpose of resale.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following is NOT an example of an organizational buyer?

Accepted Answer

A)  a government buyer purchasing a new desk for the mayor's office
B)  a woman buying cookware to sell to her friends and neighbors
C)  a sales rep buying a new necktie to make a good impression
D)  a wholesaler buying a delivery truck

Question 14

Committee buying in large retail chains

Accepted Answer

A)  makes the buyers work as a group,and thus lowers costs.
B)  allows a sales rep to avoid a difficult buyer.
C)  makes it difficult for the seller to see a buyer personally.
D)  reduces the impact of a persuasive sales rep.
E)  All these answers are correct.

Question 15

There are more final consumers than business and organizational customers,so more is purchased by final consumers.

Accepted Answer

A) True 
 B)False

Question 16

Although outright influence peddling is common in some international markets,it is not allowed under the Foreign Corrupt Practices Act.

Accepted Answer

A) True 
 B)False

Question 17

Charles Wood,purchasing manager for a company that makes golf carts,posted the purchase specifications for the seats on a new golf cart model his firm is building.Four suppliers submitted ________ that included the terms of sale each had to offer.

Accepted Answer

A)  operational linkages
B)  an auction
C)  negotiated contracts
D)  competitive bids
E)  defined sales procedures

Question 18

Purchasing specifications may be very simple (with only a brand name or part number)or very detailed (as with services).

Accepted Answer

A) True 
 B)False

Question 19

In business markets,suppliers usually want close relationships with customers; however,there's little benefit to the customer of having closer relationships with suppliers.

Accepted Answer

A) True 
 B)False

Question 20

The U.S.government reports data on the number of firms,sales volume,and number of employees by NAICS code.

Accepted Answer

A) True 
 B)False

Exam 6: Business and Organizational Customers and Their Buying Behavior

In a large company,the "buying center" refers to all the purchasing managers who work for the firm.

Correct AnswerverifiedShow Answer

U.S.manufacturers

Correct AnswerverifiedShow Answer

Few purchasing managers have been able to turn over any of their order placing to computers because so few organizational purchases are routine.

Correct AnswerverifiedShow Answer

All of the following are key dimensions of relationships in business markets EXCEPT

Correct AnswerverifiedShow Answer

Business and organizational customers are selective buyers who buy for the sole purpose of resale.

Correct AnswerverifiedShow Answer

Which of the following statements about manufacturers is true?

Correct AnswerverifiedShow Answer

Which of the following statements about organizational buying is true?

Correct AnswerverifiedShow Answer

Which of the following identifies a concern of organizational buyers?

Correct AnswerverifiedShow Answer

The U.S.government reports data on the number of firms,sales volume,and number of employees by NAICS code.

Correct AnswerverifiedShow Answer

Purchasing specifications may be very simple (with only a brand name or part number)or very detailed (as with services).

Correct AnswerverifiedShow Answer

Which dimension of buyer-seller relationships most significantly increases the risk that proprietary knowledge or trade secrets may leak to competitors or to the public?

Correct AnswerverifiedShow Answer

Which of the following statements about manufacturers is FALSE?

Correct AnswerverifiedShow Answer

There are more final consumers than business and organizational customers,so more is purchased by final consumers.

Correct AnswerverifiedShow Answer

Committee buying in large retail chains

Correct AnswerverifiedShow Answer

Specialized search engines can help a business buyer search for products by description.

Correct AnswerverifiedShow Answer

Although outright influence peddling is common in some international markets,it is not allowed under the Foreign Corrupt Practices Act.

Correct AnswerverifiedShow Answer

Charles Wood,purchasing manager for a company that makes golf carts,posted the purchase specifications for the seats on a new golf cart model his firm is building.Four suppliers submitted ________ that included the terms of sale each had to offer.

Correct AnswerverifiedShow Answer

Buying specialists for organizations are commonly called

Correct AnswerverifiedShow Answer

In business markets,suppliers usually want close relationships with customers; however,there's little benefit to the customer of having closer relationships with suppliers.

Correct AnswerverifiedShow Answer

Which of the following is NOT an example of an organizational buyer?

Correct AnswerverifiedShow Answer

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