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127) In terms of personality, an introvert is likely to display each of the following characteristics
within the buying center except:
A) spend less time talking within the buying center.
B) become more involved in the buying process.
C) will not ask important questions because of timidity.
D) will listen carefully to others in the group.
Question Tag: Critical Thinking
AACSB Category: Reflective thinking
Objective: 3-4
128) Roles and perceived roles, motivational levels, and attitudes toward risk are examples of
which factor that affect members of business buying centers?
A) Organizational
B) Individual
C) Cultural
D) Economic
Question Tag: Definition (Concept)
AACSB Category: Written and oral communication
Objective: 3-4
129) A person's level of power in the buying process depends on each of the following except:
A) his or her role in the buying center.
B) his or her official position in the company.
C) the impact of the purchase decision on a his or her job.
D) the level of cognitive involvement.
Question Tag: Critical Thinking
AACSB Category: Diverse and multicultural work environments
Objective: 3-4
130) Buying center members with higher levels of cognitive involvement will:
A) use the purchasing process to further personal power goals.
B) ask more questions during the purchasing process.
C) have no opinion about purchase risk.
D) be most inclined to base a purchase decision on nepotism.
Question Tag: Definition (Concept)
AACSB Category: Diverse and multicultural work environments
Objective: 3-4
31
131) Individuals with high levels of cognitive involvement will display all of the following
characteristics except:
A) want more information prior to making a decision.
B) ask more questions during the purchase process.
C) spend less time deliberating prior to making a decision.
D) want clear message arguments.
Question Tag: Critical Thinking
AACSB Category: Diverse and multicultural work environments
Objective: 3-4
132) The business buying center consists of the individuals in the purchasing office of a firm
who make purchases on behalf of a company.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-4
133) The gatekeeper is the individual in the business buying center who makes the eventual
purchasing decision.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-4
134) In the business buying center, buyers are given formal responsibility for making the
purchase while deciders are the individuals who authorize those decisions.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-4
135) Individuals within the buying center who shape the purchasing decision by providing
information or criteria that should be used in evaluating alternatives are called deciders.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-4
32
136) Individuals perform only one role in the buying center, but there can be more than one
individual involved in any particular role.
Question Tag: Definition (Concept)
AACSB Category: Reflective thinking
Objective: 3-4
137) The behaviors of each member of the buying center are influenced by both organizational
and individual factors.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-4
138) Organizational factors that impact individuals in the buying center include the company's
goals, its operating environment, and personalities of the buying center members.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-4
139) Heuristics that are used in purchase decision making are created by company goals,
budgets, and other organizational factors.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-4
140) A decision rule often employed by organizations is satisficing, which means that when the
buying center has identified the best possible solution, it is chosen and the search is complete.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-4
141) Most buying center members are able to avoid personality factors from affecting decisions
by using decision rules called heuristics.
Question Tag: Critical Thinking
AACSB Category: Diverse and multicultural work environments
Objective: 3-4
33
142) Individuals who are extroverted tend to become less involved in the business-to-business
buying process than introverts.
Question Tag: Definition (Concept)
AACSB Category: Diverse and multicultural work environments
Objective: 3-4
143) Roles within the buying center are socially constructed, which means people define how
they will act in the business-to-business purchase process and how they will interact with others.
Question Tag: Critical Thinking
AACSB Category: Diverse and multicultural work environments
Objective: 3-4
144) If an individual is directly affected by a purchase decision, then he/she will strive to gain
more power in the business-to-business buying process.
Question Tag: Definition (Concept)
AACSB Category: Diverse and multicultural work environments
Objective: 3-4
145) Risk avoidance leads buyers to switch to the vendor offering the lowest prices.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-4
146) Name and describe the members of a business buying center.
Question Tag: Definition (Concept)
Objective: 3-4
34
147) What individual factors affect members of the buying center?
Question Tag: Definition (Concept)
Objective: 3-4
148) An example of a straight rebuy would be:
A) re-ordering raw materials from the same vendor.
B) buying materials from a new vendor.
C) seeking bids from a new vendor because of dissatisfaction with the current supplier.
D) purchasing a new building for an expansion project.
Question Tag: Definition (Concept)
AACSB Category: Reflective thinking
Objective: 3-5
149) The purchase decision that requires the least effort and is often made quickly is a(n):
A) straight rebuy.
B) modified rebuy.
C) new task.
D) accelerated buy.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-5
150) A straight rebuy purchase decision occurs:
A) when the firm has previously chosen a vendor and intends to place a reorder.
B) when a company is dissatisfied with their current vendor and wants to consider new options.
C) when a new company makes an offer that appears to be more attractive than what is currently
being supplied by the current vendor.
D) at the end of a contractual relationship and the company wants to evaluate competitive bids.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-5
35
151) No evaluation of vendor alternatives or information takes place in which buying situation?
A) Modified rebuy
B) Straight rebuy
C) New task
D) High-involvement
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-5
152) A modified rebuy purchase decision occurs in each of the following situations except:
A) when the firm has previously chosen a vendor and intends to place a reorder.
B) when a company is dissatisfied with their current vendor and wants to consider new options.
C) when a new company makes an offer that appears to be more attractive than what is currently
being supplied by their current vendor.
D) at the end of a contractual relationship and the company wants to evaluate competitive bids.
Question Tag: Definition (Concept)
AACSB Category: Reflective thinking
Objective: 3-5
153) A modified rebuy is most likely to occur when:
A) the company becomes dissatisfied with a vendor and wants to examine new options.
B) re-ordering raw materials from the same vendor.
C) buying a new computer system.
D) purchasing a new building for an expansion project.
Question Tag: Critical Thinking
AACSB Category: Reflective thinking
Objective: 3-5
154) A company that buys a product but only has limited or infrequent experience with that
product will be involved in a:
A) straight rebuy.
B) modified rebuy.
C) new task purchase.
D) joint demand purchase.
Question Tag: Critical Thinking
AACSB Category: Reflective thinking
Objective: 3-5
36
155) If a potential vendor offers what is perceived by a member of the buying center to be a
better buy, the company may want to revisit the purchase decision. This type of situation is
typically a:
A) straight rebuy.
B) modified rebuy.
C) new task purchase.
D) joint demand purchase.
Question Tag: Definition (Concept)
AACSB Category: Reflective thinking
Objective: 3-5
156) A company has reached the end of a contractual agreement with a vendor and wants to open
it up for bid again before signing a new contract. This type of purchase situation is a:
A) straight rebuy.
B) modified rebuy.
C) new task purchase.
D) joint demand purchase.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-5
157) A new task purchasing decision involves:
A) re-ordering from the same vendor.
B) ordering new materials from the same vendor.
C) requesting bids from multiple vendors since the contractual period with the current vendor has
expired.
D) buying an expensive good or service for the first time.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-5
37
158) Which takes the most time to complete and typically involves the highest number of people
in the buying process?
A) Straight rebuy
B) Modified rebuy
C) New task purchase
D) Identifying a need
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-5
159) Kimberly-Clark is going to place an additional order for plastic from its current vendor
because of a larger order from a customer for products Kimberly-Clark manufacturers. The
additional order for plastic would be a:
A) straight rebuy purchase.
B) modified rebuy purchase.
C) new task purchase.
D) strategic buy.
Question Tag: Critical Thinking
AACSB Category: Reflective thinking
Objective: 3-5
160) A modified rebuy is a reorder from the same vendor.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-5
161) The straight rebuy is normally a routine process involving only a few members of the
buying center and may even be carried out electronically with little human involvement.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-5
162) A modified rebuy may occur when someone in the buying center believes the current
vendor should be reevaluated.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-5
38
163) A new task purchase situation exists when a new, potential vendor offers a company what is
perceived to be a better buy than the company is getting now from its current vendor.
Question Tag: Critical Thinking
AACSB Category: Reflective thinking
Objective: 3-5
164) If bids are taken at the end of each year's contractual agreement with a company's vendors,
then each time the company engages in this activity, it is considered a straight rebuy purchase.
Question Tag: Definition (Concept)
AACSB Category: Reflective thinking
Objective: 3-5
165) A new task purchase is the easiest, because new specifications will be developed.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-5
166) Typically, a new task purchasing situation involves the most members of the buying center
and takes the greatest amount of time to complete.
Question Tag: Definition (Concept)
AACSB Category: Reflective thinking
Objective: 3-5
167) What are the three categories of business-to-business purchase decisions? Define each one.
Question Tag: Definition (Concept)
Objective: 3-5
39
