Question 1

The deliberate effort by organizational buyers to build relationships that shape suppliers' products,services,and capabilities to fit a buyer's needs and those of its customers is referred to as

Accepted Answer

A)   buyer development.
B)   a supply partnership.
C)   a make-buy decision.
D)   supplier development.
E)   buyer-seller reciprocity.F) None of the above
G) A) and B)

Question 2

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 E)
G) A) and D)

Question 3

All of the following are roles in a buying center except which?

Accepted Answer

A)   specifiers
B)   deciders
C)   buyers
D)   influencers
E)   usersF) B) and C)
G) A) and E)

Question 4

Federal,state,and local agencies that buy products and services for the constituents they serve are referred to as

Accepted Answer

A)   industrial markets.
B)   reseller markets.
C)   consumer markets.
D)   government units.
E)   global markets.F) D) and E)
G) A) and B)

Question 5

Figure 5-4 
-Figure 5-4 shows the three buy classes encountered by organizational buyers.A is referred to as a

Accepted Answer

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

Question 6

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) A) and B)
G) A) and D)

Question 7

When prospective buyers observe the bids of others and decide whether or not to increase the bid price,it is called a

Accepted Answer

A)   forward auction.
B)   reverse auction.
C)   Webfront auction.
D)   traditional auction.
E)   bidder's war.F) All of the above
G) A) and B)

Question 8

Organizational buying behavior is similar to consumer behavior in some ways and different in others.Common to both is that they

Accepted Answer

A)   use the same five stages in the buying decision process.
B)   use formal vendor rating when choosing among alternative brands.
C)   are affected by derived demand.
D)   have virtually unlimited options for suppliers.
E)   rely on gatekeepers to control product information.F) A) and B)
G) A) and E)

Exam 5: Understanding Organizations As Customers

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

Correct Answer
verified

The deliberate effort by organizational buyers to build relationships that shape suppliers' products,services,and capabilities to fit a buyer's needs and those of its customers is referred to as

Correct Answer
verified

Figure 5-4 -Figure 5-4 shows the three buy classes encountered by organizational buyers.A is referred to as a

Correct Answer
verified

All of the following are roles in a buying center except which?

Correct Answer
verified

Organizational buying behavior is similar to consumer behavior in some ways and different in others.Common to both is that they

Correct Answer
verified

Federal,state,and local agencies that buy products and services for the constituents they serve are referred to as

Correct Answer
verified

When prospective buyers observe the bids of others and decide whether or not to increase the bid price,it is called a

Correct Answer
verified

Business-to-business electronic commerce over the Internet

Correct Answer
verified

Exam 5: Understanding Organizations As Customers

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

Correct AnswerverifiedShow Answer

The deliberate effort by organizational buyers to build relationships that shape suppliers' products,services,and capabilities to fit a buyer's needs and those of its customers is referred to as

Correct AnswerverifiedShow Answer

Figure 5-4 -Figure 5-4 shows the three buy classes encountered by organizational buyers.A is referred to as a

Correct AnswerverifiedShow Answer

All of the following are roles in a buying center except which?

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Organizational buying behavior is similar to consumer behavior in some ways and different in others.Common to both is that they

Correct AnswerverifiedShow Answer

Federal,state,and local agencies that buy products and services for the constituents they serve are referred to as

Correct AnswerverifiedShow Answer

When prospective buyers observe the bids of others and decide whether or not to increase the bid price,it is called a

Correct AnswerverifiedShow Answer

Business-to-business electronic commerce over the Internet

Correct AnswerverifiedShow Answer

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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