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157) If a purchase is a new buy for a manufacturer, the seller should
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.
158) At the weekly meeting for Choice Hotels, the marketing manager said, "We need an
inexpensive creative way to increase awareness of our hotels among people who travel by
automobile. To do that, I want to find a different advertising medium that the other hotel chains
are not using now." The purchase of this advertising on an alternative medium would be an
example of a(n)
A) new buy.
B) straight rebuy.
C) converted rebuy.
D) modified rebuy.
E) initial buy.
159) A reorder of an existing product or service from a list of acceptable suppliers is referred to
as a
A) new buy.
B) straight rebuy.
C) modified rebuy.
D) standard reorder.
E) make-buy.
160) An assistant heard his supervisor in the supply room yell, "Call Crate & Barrel. We need
another case of its large coffee mugs for the conference next week." The supervisor was asking
the assistant to make a
A) new buy.
B) straight rebuy.
C) modified rebuy.
D) make-buy.
E) standard reorder.
161) The department secretary orders pens, copy paper, and printer ink cartridges for the
department from the Corporate Express catalog nearly every month. This is an example of a
A) new buy.
B) straight rebuy.
C) modified rebuy.
D) make-buy.
E) standard reorder.
162) The buying situation where users, influencers, or deciders want to change product
specifications, price, delivery schedule, or supplier for an item that is largely the same as what
was previously purchased is referred to as a
A) secondary buy.
B) straight rebuy.
C) modified rebuy.
D) adapted buy.
E) remake buy.
163) In a ________ situation, users, influencers, or deciders in the buying center want to change
product specifications, price, delivery schedule, or suppliers, though the product is largely the
same.
A) derived buy
B) straight rebuy
C) make-buy
D) rebuy class
E) modified rebuy
164) A university's marketing department typically purchases backpacks with its logo
embroidered on them for all incoming freshmen. This year, because the faculty has heard
complaints, the marketing chair wants to buy similar backpacks but find one that is a little more
durable. This is an example of a
A) new buy.
B) straight rebuy.
C) make-buy.
D) modified rebuy.
E) standard reorder.
165) A software company has updated its logo. It now needs to order new letterhead and
business cards. This purchase would be a
A) modified rebuy.
B) straight rebuy.
C) new buy.
D) standard reorder.
E) class buy.
166) Figure 6-4 above shows the three buy classes encountered by organizational buyers. A is
referred to as a
A) modified rebuy.
B) straight rebuy.
C) new buy.
D) standard reorder.
E) class buy.
167) Figure 6-4 above shows the three buy classes encountered by organizational buyers. B is
referred to as a
A) modified rebuy.
B) straight rebuy.
C) typical buy.
D) standard reorder.
E) new buy.
168) Figure 6-4 above shows the three buy classes encountered by organizational buyers. C is
referred to as a
A) modified rebuy.
B) straight rebuy.
C) new buy.
D) standard reorder.
E) altered buy.
169) A straight rebuy is ________ while a modified rebuy is ________.
A) an exchange; a resale
B) a routine reorder; an exchange
C) a first-time order; a routine reorder
D) a changed order; a first-time order
E) a routine reorder; a changed order
170) Business-to-business buying over the Internet
A) is nearly equivalent to consumer electronic commerce when measured by the total dollar
value of all online transactions.
B) is at least twice as large as consumer online buying 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 procurement information.
E) has never been popular since it presents massive security risks for companies.
171) Online buying in organizational markets is prominent because Internet technology
A) allows companies to increase their innovation cycles.
B) substantially increases brand loyalty.
C) conveys timely information quickly.
D) narrows the potential customer base for many products.
E) eliminates marketing costs.
172) Online trading communities that bring together buyers and supplier organizations to make
possible the real-time exchange of information, money, products, and services are referred to as
A) webfronts.
B) iCommerce.
C) e-commerce marketspaces.
D) e-marketplaces.
E) X-changes.
173) E-marketplaces refer to
A) virtual or holographic purchasing marketspaces that allow manufacturers to estimate demand
based upon different changes in environmental forces.
B) websites that allow consumers to make direct purchases from a manufacturer rather than
through a traditional retail outlet.
C) online trading communities that bring together buyers and supplier organizations to make
possible the real-time exchange of information, money, products, and services.
D) computer simulations that allow manufacturers to estimate how much inventory to keep on
hand based upon different purchasing scenarios.
E) a computer database co-sponsored by the U.S. Department of Commerce and the World Trade
Organization (WTO) that houses all public access records for the purpose of aiding American
and global businesses.
174) Another name for an e-marketplace is a
A) WebXChange.
B) WebMart.
C) E4B marketplace.
D) C2C market forum.
E) B2B exchange.
175) E-marketplace can take two different formats, which are
A) brick-and-mortar exchanges and click-and-mortar exchanges.
B) privately owned trading communities and open-to-the-public trading communities.
C) networked exchanges or public trading communities.
D) independent trading communities or private exchanges.
E) public exchanges and networked exchanges.
176) Small businesses benefit from independent ________ like Amazon Business, PlasticsNet,
Hospital Network.com, and TextileWeb.
A) Webfronts
B) clicks-and-mortar
C) e-marketplaces
D) iMarkets
E) integrated markets
177) For e-marketplaces, large companies tend to favor ________ that link them with their
network of qualified suppliers and customers.
A) centralized markets
B) decentralized markets
C) private exchanges
D) segregated markets
E) independent trading communities
178) Independent e-marketplaces act as a neutral third party, provide an Internet technology
trading platform, and provide a(n)________ market that enable exchanges between buyers and
sellers.
A) centralized
B) deconsolidated
C) segregated
D) integrated
E) noncompetitive
179) Which of the following statements about e-marketplaces that act as independent trading
communities is false?
A) These trading communities allow buyers to easily compare offerings from various sellers.
B) Independent trading communities charge a fee for their service.
C) Independent trading communities often consist of thousands of geographically dispersed
buyers and sellers.
D) This independent type of trading community is favored by large companies.
E) Independent trading communities often operate in an environment where demand and supply
fluctuations cause volatile prices.
180) eBay Business Supply is an example of a(n)
A) Webfront operation.
B) clicks-and-mortar store.
C) e-marketplace.
D) integrated market.
E) iMarket.
181) 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
A) Webfronts.
B) web chains.
C) X-changes.
D) e-syndicates.
E) e-marketplaces.
182) The predominant person-to-person trading community in the world is
A) Facebook.
B) Amazon.
C) NASDAQ.
D) Craigslist.
E) eBay.
