Question 1

Figure 6-4
 
-If a purchase is a new buy for a manufacturer,the seller should

Accepted Answer

A)  expect a long time for a buying decision to be reached.
B)  neutralize the typically high levels of conflict.
C)  maintain flexibility,since specifications are likely to be changed several times before the buy is completed.
D)  be prepared to do some favors for the decision makers.
E)  expect to be the only supplier being considered.F) B) and C)
G) A) and C)

Question 2

In which type of auction is there a downward pressure on bid prices for the buyer's business as more would-be suppliers become involved?

Accepted Answer

A)  traditional auction
B)  vertical auction
C)  reverse auction
D)  horizontal auction
E)  reciprocal auctionF) A) and D)
G) B) and D)

Question 3

The predominant person-to-person trading community in the world is

Accepted Answer

A)  Facebook.
B)  Amazon.
C)  NASDAQ.
D)  Craigslist.
E)  eBay.F) All of the above
G) D) and E)

Question 4

The demand for industrial products and services that is driven by demand for consumer products and services is referred to as

Accepted Answer

A)  secondary marketing.
B)  derived demand.
C)  reciprocal supply.
D)  demand elasticity.
E)  sequential demand.F) All of the above
G) A) and C)

Question 5

JCPenney looks at several capabilities when selecting a paper supplier.These organizational buying criteria include on-time delivery,the availability,quality and quantity of selected grades of paper,forestry management and sustainable practices,and price.This examination would be done during the ________ stage of the organizational buying decision process.

Accepted Answer

A)  procurement analysis
B)  break-even analysis
C)  purchase decision
D)  information search
E)  alternative evaluationF) C) and E)
G) A) and C)

Question 6

In the construction industry,an independent trading community such as Buzzsaw.com or Cephren.com enables a general contractor to manage and coordinate the many suppliers,subcontractors,architects,and engineers necessary to complete a project.Buzzsaw.com and Cephren.com are examples of

Accepted Answer

A)  Webfronts.
B)  web chains.
C)  X-changes.
D)  e-syndicates.
E)  e-marketplaces.F) None of the above
G) C) and D)

Question 7

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

Accepted Answer

A)  problem recognition
B)  information search
C)  purchase decision
D)  alternative evaluation
E)  post-purchase behaviorF) B) and E)
G) None of the above

Question 8

In an effort to make better and more efficient purchase decisions,the Ford Motor Co.includes various people,depending on the purchase situation.Individuals may include key personnel from various departments,including research and development,finance,marketing,shipping,and sales.This is a description of Ford's

Accepted Answer

A)  selling committee.
B)  sustainable procurement department.
C)  purchasing unit.
D)  buying center.
E)  buying committee.F) C) and D)
G) B) and E)

Question 9

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) B) and C)

Exam 6: Understanding Organizations As Customers

In the construction industry,an independent trading community such as Buzzsaw.com or Cephren.com enables a general contractor to manage and coordinate the many suppliers,subcontractors,architects,and engineers necessary to complete a project.Buzzsaw.com and Cephren.com are examples of

Correct Answer
verified

In which type of auction is there a downward pressure on bid prices for the buyer's business as more would-be suppliers become involved?

Correct Answer
verified

The predominant person-to-person trading community in the world is

Correct Answer
verified

Correct Answer
verified

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

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

Figure 6-4 -If a purchase is a new buy for a manufacturer,the seller should

Correct Answer
verified

Correct Answer
verified

The demand for industrial products and services that is driven by demand for consumer products and services is referred to as

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

In the construction industry,an independent trading community such as Buzzsaw.com or Cephren.com enables a general contractor to manage and coordinate the many suppliers,subcontractors,architects,and engineers necessary to complete a project.Buzzsaw.com and Cephren.com are examples of

Correct AnswerverifiedShow Answer

In which type of auction is there a downward pressure on bid prices for the buyer's business as more would-be suppliers become involved?

Correct AnswerverifiedShow Answer

The predominant person-to-person trading community in the world is

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

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

Figure 6-4 -If a purchase is a new buy for a manufacturer,the seller should

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The demand for industrial products and services that is driven by demand for consumer products and services is referred to as

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
verified

Correct Answer
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