49) During the RFP stage, B2B buyers
A) recognize obstacles that the firm must work around.
B) revise their need recognition analysis.
C) invite suppliers to bid on supplying what is requested.
D) proceed to vendor analysis.
E) negotiate contract terms.
50) The process through which organizations invite alternative vendors or suppliers to bid on
supplying their required components or specifications is formally referred to as
A) specification review.
B) contract development.
C) a bidding initiative.
D) request for proposals.
E) invitation to review.
51) After posting an RFP for telecommunications equipment, USF Corporation received six
proposals from qualified vendors. Next, USF will
A) recognize obstacles that must be circumvented.
B) reevaluate the firm’s needs.
C) give one vendor a purchase order.
D) conduct vendor analysis.
E) evaluate the proposals and narrow the choice to a few suppliers.
52) The buying center for USF Corporation is in the process of discussing price, quality, and
delivery schedules with potential suppliers. They are in the ________ stage of the business-to–
business buying process.
A) vendor negotiation
B) product specification
C) need recognition
D) vendor performance assessment
E) RFP
53) An Internet site whose purpose is to be a major starting point for users when they connect to
the web and is often used by smaller companies in the RFP process is referred to as a(n)
A) podcast.
B) Internet channel.
C) web portal.
D) buying center.
E) search engine.
54) Frieda has just received a major order from Northrop Corporation for her firm’s hydraulic lift
equipment. After reviewing the order information, Frieda will
A) send an acknowledgment that the order has been received.
B) rewrite her firm’s proposal.
C) submit a competitive bid.
D) proceed to vendor analysis.
E) evaluate performance.
55) The final stage in the business-to–business buying process is to
A) place the order.
B) select the vendor.
C) assess vendor performance.
D) address additional needs.
E) prepare an RFP.
56) As purchasing manager for Avalon Electronics, Carrie is required to submit a vendor
performance analysis every three months. To meet this requirement, Carrie will most likely
A) interview vendors and seek their feedback.
B) specify and weight performance factors and score the vendors.
C) develop an RFP for vendor analysis.
D) recruit new suppliers.
E) use a modified rebuy vendor form.
57) In most large organizations, several people are responsible for making a purchase decision.
This group is called the
A) supply chain.
B) reselling team.
C) decider group.
D) buying center.
E) expediters.
58) When you purchase a book on Amazon, you generally have two choices: Buy it directly from
Amazon or purchase it through Amazon but from a third-party vendor. If you go the direct route,
Amazon has already purchased the book from a publisher and is holding it in an Amazon
fulfillment center—a ________ transaction. If you take the third-party route, Amazon acts as an
agent for the supplier and takes a commission of about 10 percent of the value of the
merchandise for the right to sell it on Amazon’s platform—a ________ transaction.
A) B2B; B2B
B) B2C; B2C
C) B2C; B2B
D) C2C; B2C
E) B2B; C2C
59) Melanie is the director of human resources for a small manufacturing firm. She has a strong
personal interest in technology, and is known throughout the firm as the one with the most
knowledge about new kinds of communications technologies. If the firm decides to upgrade its
network, Melanie will probably function in what role in the firm’s buying center?
A) leader
B) initiator
C) influencer
D) decider
E) gatekeeper
60) At many universities, education faculty members were among the first to ask for course
management systems that would allow them to keep track of their students‘ grades and progress
more efficiently. These faculty members were ________ in the buying center.
A) buyers
B) initiators
C) influencers
D) deciders
E) gatekeepers
61) Raycom Construction needs heavy-duty equipment to install a new pipeline in northern
Alaska. After a vendor is chosen, Reginald will handle the paperwork and send out the purchase
order. Reginald plays the role of ________ in the buying center.
A) buyer
B) initiator
C) influencer
D) user
E) gatekeeper
62) Kim is the sales representative for a major textbook publisher. When she calls on the
business faculty at General University, her first stop is to chat with Frank, the business
department secretary. From Frank, Kim learns which professors have left the university or have
newly arrived. Frank also helps Kim make appointments to see professors to discuss textbook
choices. Frank acts as the ________ in the business department buying center.
A) buyer
B) initiator
C) influencer
D) user
E) gatekeeper
63) Kim is the sales representative for a major textbook publisher. When she calls on the
business faculty at General University, she also tries to meet with several students to get their
feedback on textbooks. She passes this feedback to her managers to guide the development of the
publisher’s future textbooks. The students are the ________ in the buying center.
A) deciders
B) initiators
C) influencers
D) users
E) gatekeepers
64) Many health insurance policies require patients to call and get preapproval for tests or
procedures. The health insurance company acts as a(n) ________ for the purchase of these
medical services.
A) decider
B) initiator
C) influencer
D) user
E) gatekeeper
65) Unlike a firm’s mission statement or employee handbook, a firm’s organizational culture
often
A) lists specific job tasks for employees.
B) is of no importance to purchase decisions.
C) exists as a set of unspoken guidelines.
D) is ignored by the vast majority of employees.
E) determines the order specification process.
66) A firm’s organizational culture reflects
A) B2C dynamics.
B) a RFP process.
C) a buying center philosophy.
D) a set of values, traditions, and customs.
E) a derived set of influences.
67) While no one in the firm has discussed it, Brad notices everyone else seems to dress more
casually on Fridays during the summer. Brad is observing part of his firm’s
A) organizational culture.
B) governing principles.
C) human resource policy.
D) employee obligations.
E) code of ethics.
68) While training for her new job as a pharmaceutical sales representative, Mallory spent
several days shadowing an experienced company rep. She watched the rep focusing on the
benefits of the new drugs while not volunteering pricing information, side effects, or comparison
data. Mallory assumed that this reflected part of the pharmaceutical firm’s
A) buying center.
B) organizational culture.
C) mission statement.
D) corporate social responsibility.
E) RFP process.
69) All of the following are general types of organizational cultures except
A) autocratic.
B) democratic.
C) consultative.
D) capitalist.
E) consensus.
70) The customer whom Carlotta is calling on today has a(n) ________ buying center culture.
This means that the decision process will involve reaching agreement among all members of the
buying center.
A) consensus
B) autocratic
C) consultative
D) republican
E) democratic
71) Markham Publishing is known for its consultative buying center culture. Recognizing this
organizational culture, someone attempting to sell to Markham Publishing should
A) treat all members of the buying center as equally important.
B) address the concerns of all buying center members but understand there is just one decision
maker.
C) focus on providing information to and making the sales approach to the one decision maker.
D) attempt to facilitate the collective agreement of all members of the buying center.
E) focus attention on the gatekeeper in the buying center’s team.
72) Fordham Hardware is known for its consensus buying center culture. Recognizing this
corporate culture, someone attempting to sell to Fordham Hardware should
A) focus exclusively on the head of the buying center.
B) address the concerns of all buying center members but understand there is just one decision
maker.
C) focus on providing information to and making the sales approach to the one decision maker.
D) attempt to facilitate the collective agreement of all members of the buying center.
E) attempt to get one “friend” on the committee to support his products.
73) At the main campus of a large university, faculty always refer to one another as “Dr.” or
“Professor,” dress formally, and are academically competitive. Meanwhile, at the various branch
campuses, faculty members call one another by their first names, dress casually, and support one
another’s scholarly efforts. These differences reflect the differences in the ________ of the main
campus and its branches.
A) supply chain communication
B) autocratic buying center culture
C) organizational culture
D) business missions
E) corporate social responsibility
74) Not knowing the roles of key players in the buying process could cause a sales representative
to
A) bid too high a quantity.
B) fail the vendor analysis.
C) respond to an RFP too quickly.
D) waste time and alienate people.
E) misdirect his or her product.
75) When Leanne gave her presentation to the BigDeal buying center team, she focused on
76) Jenny was buying the company’s first video teleconferencing system, and she involved all of
the company’s department heads in the decision. Jenny spent weeks evaluating options, inviting
RFPs, and negotiating with vendors before she finally made a purchase decision. This buying
situation would most likely be classified as a
A) new buy.
B) modified rebuy.
C) straight rebuy.
D) modified buy.
77) In which B2B buying situation does a buyer or buying organization purchase additional
product units, service subscriptions, or both as per previously purchased?
A) generic buys
B) straight rebuys
C) ordinary rebuys
D) adapted buys
E) minor buys
78) The local homeless shelter is expecting to host its largest Thanksgiving dinner this year and
has doubled its order for fresh, whole grain bread from the bakery that always supplies it. The
bakery has run low on whole grain flour, however, so places a rush order with its main supplier.
For the homeless shelter, the buying situation is a(n) ________ and for the bakery it is a(n)
________.
A) new buy; modified rebuy
B) modified rebuy; new buy
C) modified rebuy; straight rebuy
D) adjusted rebuy; straight rebuy
E) modified rebuy; adapted buy
79) The buying decision is likely to be most complex and take longest to complete in a(n)
________ B2B buying situation.
A) new buy
B) modified rebuy
C) straight rebuy
D) adapted buy
E) generic buy
80) In which buying situation is the buyer most likely to proceed through all six steps in the
buying process?
A) new buy
B) modified rebuy
C) straight rebuy
D) generic buy
E) adapted buy
81) Manitoba University is buying a distance learning system. Previously, the school had no
distance learning technology. For Manitoba University this represents a(n) ________ situation.
A) adapted buy
B) modified rebuy
C) straight rebuy
D) new buy
E) generic buy
82) Olga is the sales rep for ATV Communication Systems. She wants to bid on the RFP issued
by Manitoba University for distance learning technology. Olga knows she will need to provide
the university with detailed information, demonstrations of the firm’s technology, and training
sessions for faculty and students. She will also need to build relationships and learn about the
key members of the university’s buying center. The type of buying situation is best described as
a(n)
A) modified rebuy.
B) new buy.
C) straight rebuy.
D) wholesale buy.
E) adapted buy.
83) When Natasha took over as facilities manager for Burlington Furniture Manufacturing, she
was shocked to see the factory was still heated with a coal-fired boiler. She made an immediate
decision to upgrade the heating system to something more efficient and began to research
available options. For Natasha and Burlington Furniture, this represented a(n) ________
situation.
A) adapted buy
B) modified rebuy
C) straight rebuy
D) generic buy
E) new buy
84) In a(n) ________ situation, the buyer has purchased a similar product in the past but has
decided to change some specifications.
A) new buy
B) modified rebuy
C) straight rebuy
D) adapted buy
E) generic buy
85) When a business buyer decides to change specifications such as quality or options associated
with products purchased in the past, the buyer is engaged in a(n) ________ situation.
A) new buy
B) modified rebuy
C) straight rebuy
D) adapted buy
E) side-by-side
86) When Walmart considers reordering items for its stores, its buyers are instructed to negotiate
price concessions, quality improvements, and/or added options. In this situation, Walmart buyers
are engaged in a(n) ________ situation.
A) new buy
B) modified rebuy
C) straight rebuy
D) adapted buy
E) generic buy
87) In a modified rebuy situation, ________ are likely to have an advantage in getting the order.
A) consumers
B) resellers
C) current vendors
D) gatekeepers
E) new vendors
88) When Van sees the RFP issued by one of his customers, he is concerned that the company
has changed its specifications since it placed a previous order with him. His company’s products
do not meet the new specifications. In this situation, being the current vendor
A) will necessitate renegotiating price and delivery terms.
B) allows for a straight rebuy.
C) offsets a consensus buying center culture.
D) will probably not be an advantage in getting the new order.
E) will allow Van to get the order even though his products do not meet the specifications.