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119) Comparing the stages in a consumer and organizational purchase decision process reveals
key differences. In organizations, ________ becomes more important for deadlines and quality
control, and since a long-term relationship is anticipated.
A) choice variety
B) supplier audit
C) purchase decision
D) supplier capability
E) performance review
120) General Electric manufactures electric motors for its clothes dryers. The firm uses a formal
vendor rating system to evaluate suppliers and notify those whose parts did not meet quality
standards. If a supplier fails to correct the problem, GE will drop it as a future supplier. Which
stage in the organizational buying decision process would GE make this evaluation?
A) purchase decision stage
B) information search stage
C) postpurchase behavior stage
D) alternative evaluation stage
E) problem recognition stage
121) The group of people within an organization who participate in the buying process and share
common goals, risks, and knowledge important to a purchase decision is referred to as the
A) gatekeeper.
B) buying center.
C) purchasing department.
D) procurement committee.
E) acquisition office.
122) A buying center refers to
A) an online trading community that brings together buyers and supplier organizations to make
possible the real-time exchange of information, money, products, and services.
B) the department within a firm responsible for the logistics of placing, tracking, and delivering
orders to other departments within the firm.
C) the department within a firm responsible for the logistics of placing, tracking, and delivering
orders to ultimate consumers.
D) the group of people within an organization who participate in the buying process and share
common goals, risks, and knowledge important to a purchase decision.
E) the department within a firm that allows purchases to be made from a centralized location
from multiple vendors at the same time.
123) Large multistore chain retailers such as 7-Eleven convenience stores, Safeway, and Target
use a highly formalized buying center that is referred to as a(n)
A) ad hoc committee.
B) buying committee.
C) merchandise procurement center.
D) purchasing department.
E) purchasing control system.
124) Marketers need to understand their firms' buying centers. A series of questions can be used
to facilitate this process. Which of the following questions would be the least useful when trying
to understand the operations of a buying center?
A) Which individuals are in the buying center for the product or service?
B) What is the relative influence of each member of the group?
C) What are the buying criteria of each member?
D) How does each member of the group perceive our company, our products and services, and
our salespeople?
E) What criteria were used to select the members of the buying center?
125) Which of the following statements most closely describes the people in the buying center of
a medium-sized manufacturing plant?
A) The composition of the buying center remains constant over long periods of time.
B) The buying center avoids cross-functional teams whenever possible.
C) The composition of the buying center depends on the specific item being purchased.
D) The purchasing manager is an occasional member of the buying center.
E) Most government units use a formal buying center to arrive at buying decisions.
126) 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
A) selling committee.
B) sustainable procurement department.
C) purchasing unit.
D) buying center.
E) buying committee.
127) To lower costs and reduce manufacturing time, Michelin has people work together on
important purchases. These people include individuals in the roles of buyers, deciders,
gatekeepers, and others, as needed. This type of cross-functional group is known as a
A) purchasing committee.
B) sustainable procurement panel.
C) buying center.
D) supply partnership.
E) purchasing task force.
128) All of the following are roles in a buying center except which?
A) raters
B) deciders
C) gatekeepers
D) influencers
E) users
129) The people in the organization who actually consumer the product or service are referred to
as ________, which is one role in the buying center.
A) consumers
B) deciders
C) buyers
D) influencers
E) users
130) On a visit to Conner Industries, a West Plains Band Saw salesperson heard a production
employee saying, "This band saw has a 36-inch wheel that could really save us time, and with its
adjustable height, it can be operated by someone tall like me as well as by our shorter workers. I
bet this would speed up my production time by 30 percent. Why don't we order this band saw?"
The person the salesperson heard giving input has which buying center role?
A) purchasing agent
B) decider
C) buyer
D) user
E) motivator
131) Becca, an office manager for a small construction company, met with representatives from
Xerox and Minolta, along with the president and the accountant, to compare options for a new
copier for the office. Since she made most of the copies, Becca wanted to see the features of the
machines, though her boss would have to approve the final purchase. Becca has what role in the
buying center?
A) purchasing agent
B) decider
C) buyer
D) user
E) motivator
132) In a buying center, ________ affect the buying decision, usually by helping define the
specifications for what is bought.
A) gatekeepers
B) deciders
C) buyers
D) influencers
E) users
133) Within the buying center, influencers are people who
A) have the formal authority and responsibility to select the supplier and negotiate the terms of
the contract.
B) control the flow of information in the buying center.
C) affect the buying decision usually by helping define the specifications for what is bought.
D) have the formal or informal power to select or approve the supplier that receives the contract.
E) actually use and evaluate the product or service.
134) A computer company salesperson invites the IT managers of its top 10 customers (in terms
of dollar sales) to view a demonstration of the firm's new product line, so the salesperson can
obtain their opinions regarding various options and configurations that could be offered. These
IT managers are most likely to be the ________ of their organizations' buying centers.
A) gatekeepers
B) influencers
C) reciprocity arrangers
D) buyers
E) users
135) In a buying center, ________ have formal authority and responsibility to select the supplier
and negotiate the terms of a contract.
A) buyers
B) gatekeepers
C) adopters
D) influencers
E) users
136) The purchasing manager of Ingram Printing has selected HP as the supplier of its new high-
speed printer and negotiated the terms of the contract. The purchasing manager is the ________
for Ingram.
A) user
B) gatekeeper
C) influencer
D) buyer
E) decider
137) Lara assumed the ________ role in the buying center when she shook the salesperson's
hand and said, "Ms. Hron, we would like to accept your bid. I'll expect 48 boxes of ring shank
nails to be delivered by November 8, and we will pay the agreed-upon price of $21.74 per box."
A) gatekeeper
B) broker
C) buyer
D) influencer
E) user
138) In a buying center, ________ have the formal or informal power to select or approve the
supplier that receives the contract.
A) gatekeepers
B) deciders
C) buyers
D) influencers
E) users
139) Within the buying center, deciders are people who
A) have the formal authority and responsibility to select the supplier and negotiate the terms of
the contract.
B) control the flow of information in the buying center.
C) have the formal or informal power to select or approve the supplier that receives the contract.
D) affect the buying decision usually by helping define the specifications for what is bought.
E) actually use and evaluate the product or service.
140) For routine orders, the decider is usually
A) the buyer or purchasing manager.
B) the CEO.
C) the COO.
D) the head of R&D.
E) the customer.
141) An IT engineer specifies the type of electronic shopping cart to be used on the company's
new website. The engineer also chooses the supplier that receives the contract to provide the
software. In the buying center, this person is the
A) gatekeeper.
B) decider.
C) broker.
D) influencer.
E) user.
142) People who control the flow of information in the buying center, such as technical experts
and secretaries, can keep salespeople and information from reaching others in the buying center
and are referred to as
A) deciders.
B) obstructionists.
C) gatekeepers.
D) filters.
E) influencers.
143) A sales representative for a pharmaceutical company visits the doctor's office, hoping to
explain a new drug to the doctor. However, the office receptionist explains that the doctor is with
patients and will not be able to see the sales rep. The receptionist is acting as a(n)
A) user.
B) influencer.
C) buyer.
D) decider.
E) gatekeeper.
144) Cassidy is part of the buying center for a large manufacturer. Her field of expertise is
logistics, and she is responsible for choosing transportation providers for the company. A sales
representative for Yellow Roadway, a successful trucking firm, regularly buys Cassidy's
secretary lunch. The representative does this because she views the secretary as a(n)________
and wants to be sure that information about her company reaches Cassidy.
A) gatekeeper
B) decider
C) influencer
D) obstructionist
E) power broker
145) Beth is part owner of a chain of auto repair shops. Her company was considering adding tire
sales in some of its facilities, and several people were slated to meet to discuss the idea. Beth
gathered information about possible distributors. Her son had been laid off from a job with one
of them, so she removed this company from the group she was preparing to present to the others.
Here, Beth was acting in what role in the buying center?
A) gatekeeper
B) decider
C) user
D) obstructionist
E) power broker
146) Mark manages a small family-owned amusement park. He believes the park can increase its
profits if its owners will buy three food concession trailers. Mark has contacted three dealers of
such trailers, which come fully customized to user specifications. After receiving three bids,
Mark concluded that Century Industries has the best offer. He will present only the Century
Industries information to the family tomorrow. What buying center roles does Mark perform?
A) gatekeeper and buyer
B) decider and user
C) buyer and decider
D) influencer and buyer
E) influencer, gatekeeper, and decider
147) Researchers who have studied organizational buying identify three types of buying
situations, called ________, which include new buy, modified rebuy, and straight rebuy.
A) purchase criteria
B) buy classes
C) buying centers
D) consideration sets
E) purchase hierarchies
148) Organizations face three specific kinds of buying situations. They are new buy, straight
rebuy, and modified rebuy. Collectively, these situations are referred to as
A) industrial buying behavior.
B) reseller buying behavior.
C) buy classes.
D) purchase criteria.
E) consideration sets.
149) The three types of organizational buy classes are
A) industrial, reseller, and government.
B) consumer products, industrial goods, and services.
C) users, influencers, and deciders.
D) straight purchase, barter, and countertrade.
E) new buy, straight rebuy, and modified rebuy.
150) Buy classes refer to the three types of organizational buying situations:
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.
151) The buying situation where an organization is a first-time buyer of the product or service is
referred to as a(n)
A) initial buy.
B) new buy.
C) preliminary buy.
D) straight rebuy.
E) modified rebuy.
152) A buy class situation affects buying center tendencies in different ways. If there are many
people involved, the problem definition is uncertain, and the time required for a decision is long,
the buy class situation is most likely a
A) standard buy.
B) straight rebuy.
C) conditional rebuy.
D) modified rebuy.
E) new buy.
153) A buy class situation affects buying center tendencies in different ways. If there is one
person involved, the problem is well-defined, and the buying objective is to find a low-priced
supplier, the buy class situation is most likely a
A) modified buy.
B) straight rebuy.
C) conditional rebuy.
D) new buy.
E) standard buy.
154) A buy class situation affects buying center tendencies in different ways. If there are two or
three people involved, the problem is minor modification, and the suppliers considered are the
present, the buy class situation is most likely a
A) conditional buy.
B) straight rebuy.
C) new buy.
D) modified rebuy.
E) standard buy.
155) A buy class situation affects buying center tendencies in different ways. If the buying
objective is to find a good solution, the suppliers considered are both new and present, and the
buying influence includes technical and operating personnel, the buy class situation is most
likely a
A) modified buy.
B) new buy.
C) straight rebuy.
D) make-buy.
E) standard buy.
156) If a purchase is a new buy for a manufacturer, the seller should expect
A) specifications to be changed many times before the buy is completed.
B) a lot of conflict.
C) many people to be involved in the purchase decision.
D) to have to do some favors for the decision makers.
E) to receive confirmation of a contract quickly.
