978-1260100044 Test Bank Chapter 19 Part 1

Chapter 19 Test Bank

1. Which of the following is true about business e-commerce?

A. More than 75 percent of today’s business buyers are Gen Yers.

B. Personalization doesn’t matter to business customers.

C. Business e-commerce is expected to surpass $5 trillion by 2021.

D. Over 40 percent of today’s business customers use mobile devices in the buying process.

E. All of these choices are correct.

2. What percentage of today’s business buyers are Gen Yers?

A. less than 10 percent

B. 25 percent

C. almost 50 percent

D. almost 75 percent

E. over 90 percent

3. Which of the following influences organizational culture and, thus, organizational buyer behavior?

A. culture

B. marketing activities

C. organizational values

D. motives

E. All of these choices are correct.

19-2

of McGraw-Hill Education.

AACSB: Analytical Thinking

Accessibility: Keyboard Navigation

Blooms: Remember

Difficulty: Easy

Gradable: automatic

Learning Objective: 19-01 Describe the organizational purchase process.

Topic: Organizational Buyer Behavior

4. Which of the following is an external influence on organizational buyer behavior?

A. organizational values

B. motives

C. emotions

D. reference groups

E. learning

5. Which of the following is not an external influence on organization buyer behavior?

A. firmographics

B. culture

C. perception

D. government

E. marketing activities

6. Carlos is trying to understand the organizational buyer behavior of firms in his sales territory. Which of the

following is an external influence on an organization’s culture that he should examine?

A. organizational values

B. needs

C. desires

D. firmographics

E. motives

7. Firmographics, culture, government, reference groups, and marketing activities are __________ influences on

organizational buyer behavior.

A. internal

B. external

C. insignificant

D. primary

E. secondary

8. Matt is currently undergoing sales training and is trying to understand the external influences on organizational

buyer behavior. Which of the following is an external influence?

A. firmographics

B. culture

C. government

D. marketing activities

E. All of these choices are correct.

19-4

of McGraw-Hill Education.

AACSB: Analytical Thinking

Accessibility: Keyboard Navigation

Blooms: Understand

Difficulty: Easy

Gradable: automatic

Learning Objective: 19-01 Describe the organizational purchase process.

Topic: Organizational Buyer Behavior

9. Which of the following is an internal influence on organizational buyer behavior?

A. motives

B. firmographics

C. culture

D. reference groups

E. All of these choices are correct.

10. Which of the following is not an internal influence on organizational buyer behavior?

A. firmographics

B. organizational values

C. perception

D. motives

E. memory

11. Maria is a pharmaceutical sales representative who calls on hospitals. She is taking on a new territory, and she is

trying to learn the internal influences on each hospital’s culture. Which of the following is something that she should

consider with respect to internal influences?

A. firmographics

B. organizational values

C. reference groups

D. lead users

E. competitors’ marketing activity

12. Which of the following is a stage in the organizational decision process?

A. problem recognition

B. information search

C. alternative evaluation

D. outlet selection and purchase

E. All of these choices are correct.

13. Which of the following is not a stage in the organizational buying decision process?

A. vendor support programs

B. problem recognition

C. information search

D. postpurchase processes

E. alternative evaluation and selection

19-6

of McGraw-Hill Education.

AACSB: Analytical Thinking

Accessibility: Keyboard Navigation

Blooms: Remember

Difficulty: Moderate

Gradable: automatic

Learning Objective: 19-01 Describe the organizational purchase process.

Topic: Organizational Buyer Behavior

14. Problem recognition, information search, alternative evaluation and selection, outlet selection and purchase, and

postpurchase processes represent

A. external influences.

B. internal influences.

C. organizational culture.

D. the decision process.

E. types of buying decisions.

15. Different functional areas of an organization often do all of the following except

A. play different roles in the purchase process.

B. utilize different information sources.

C. use different evaluative criteria.

D. assign different weights to evaluative criteria.

E. All of these choices are done by different functional areas.

16. The individuals (representing functional areas and management) within an organization who participate in

making a given purchase decision make up the

A. strategic business unit (SBU).

B. decision center (DC).

C. decision-making unit (DMU).

D. strategic decision unit (SDU).

E. functional decision unit (FDU).

17. Sinclair is from accounting and is a member of a committee to purchase a new mainframe computer system for

his company. Sinclair is a member of the

A. strategic business unit (SBU).

B. decision center (DC).

C. decision-making unit (DMU).

D. strategic decision unit (SDU).

E. functional decision unit (FDU).

18. Decision-making units often function as __________ when they consist of individuals from various areas of the

firm, such as accounting, engineering, manufacturing, and marketing, who meet specifically to make a purchase

decision.

A. buying centers

B. purchasing agents

C. consultants

D. intermediaries

E. opinion leaders

19-8

of McGraw-Hill Education.

AACSB: Analytical Thinking

Accessibility: Keyboard Navigation

Blooms: Remember

Difficulty: Moderate

Gradable: automatic

Learning Objective: 19-01 Describe the organizational purchase process.

Topic: Decision-Making Unit

19. Which of the following is a characteristic of a decision-making unit?

A. They are often relatively permanent for nonroutine decisions.

B. Even less important decisions are likely to involve individuals form a wide variety of functional areas.

C. Large, highly structured organizations ordinarily involve more individuals in a purchase decision than do small,

less formal organizations.

D. Decision-making units are typically a separate permanent organizational department in large organizations.

E. Small organizations do not use formalized decision-making units.

20. A difference between large and small organizations when making a purchase decision is

A. small organizations generally involve more individuals in the decision-making process.

B. large organizations generally involve more individuals in the decision-making process.

C. large organizations typically have less specialization.

D. small organizations typically have more specialized purchasing tools.

E. All of these choices are correct.

21. Members of the decision-making unit play which of the following roles?

A. information gatherer

B. key influencer

C. decision maker

D. purchaser

E. All of these choices are correct.

22. Which of the following is not a role played by members of the decision-making unit?

A. information gatherer

B. key influencer

C. regulator

D. user

E. purchaser

23. For which stage of the product life cycle is the size of the decision-making unit typically large?

A. introduction

B. growth

C. maturity

D. decline

E. fortification

19-10

of McGraw-Hill Education.

AACSB: Analytical Thinking

Accessibility: Keyboard Navigation

Blooms: Remember

Difficulty: Moderate

Gradable: automatic

Learning Objective: 19-01 Describe the organizational purchase process.

Topic: Decision-Making Unit

24. Bob is an engineer. For which stage of the product life cycle is he likely to be a member of a key function

influencing purchase decisions?

A. introduction

B. growth

C. maturity

D. decline

E. fortification

25. For products in which stage of the product life cycle are the engineering and R&D likely to be key functions

influencing the purchase decision?

A. introduction

B. growth

C. maturity

D. decline

E. fortification

26. For which stage of the product life cycle is the size of the decision-making unit likely to be neither small nor

large, but medium?

A. introduction

B. growth

C. maturity

D. decline

E. fortification

27. For which stage of the product life cycle is the decision-making unit likely to be small?

A. introduction

B. growth

C. maturity

D. decline

E. fortification

28. For products in which stage of the product life cycle is the purchasing function of an organization likely to be the

key function influencing the purchase decision?

A. introduction

B. growth

C. maturity

D. decline

E. fortification

19-12

of McGraw-Hill Education.

AACSB: Analytical Thinking

Accessibility: Keyboard Navigation

Blooms: Remember

Difficulty: Moderate

Gradable: automatic

Learning Objective: 19-01 Describe the organizational purchase process.

Topic: Decision-Making Unit

29. Madeline works in purchasing for a major corporation. For purchase of products in which stage of the product

life cycle is she likely to perform a key function influencing purchase decisions?

A. introduction

B. growth

C. maturity

D. decline

E. fortification

30. Which of the following is an organizational purchase situation?

A. nominal

B. modified rebuy

C. limited

D. extended

E. routine

31. Which type of organizational purchase situation occurs when the purchase is of minor importance and is not

complex?

A. nominal

B. modified rebuy

C. limited

D. straight rebuy

E. routine

32. Which type of organizational purchase situation is characterized by low purchase importance, low choice

complexity, level of decision-making unit (DMU) at low levels of the organization, a very small DMU, very brief

time to decision, and very limited decision search?

A. nominal

B. straight rebuy

C. modified rebuy

D. new task

E. limited

33. Which type of organizational purchase situation is characterized by high purchase importance and complexity, a

large and evolving decision-making unit that includes the top of the organization, a long time to decision, extensive

information search and analysis techniques, and a dominant strategic focus?

A. nominal

B. straight rebuy

C. modified rebuy

D. new task

E. limited

19-14

of McGraw-Hill Education.

AACSB: Analytical Thinking

Accessibility: Keyboard Navigation

Blooms: Remember

Difficulty: Moderate

Gradable: automatic

Learning Objective: 19-01 Describe the organizational purchase process.

Topic: Purchase Situation

34. Juan’s job as a purchasing agent consists mostly of reordering basic supplies and component parts. Which type of

organizational purchase situation does this represent?

A. nominal

B. straight rebuy

C. modified rebuy

D. new task

E. limited

35. The College of Business at a major university is considering the purchase of technology necessary to enable

them to put their curriculum online. This decision is very important and includes a very large and evolving decision-

making unit. Which type of organizational purchase situation does this represent?

A. nominal

B. straight rebuy

C. modified rebuy

D. new task

E. limited

36. In high-tech markets, who is most likely to recognize a problem or need to purchase?

A. CEO

B. accounting personnel

C. purchasing manager

D. head of a department

E. consumer

37. Which of the following can possibly be part of the informal information search process for organizational

buyers?

A. site visits to evaluate a potential vendor

B. laboratory test of a new product or prototype

C. investigation of possible product specifications

D. discussions with sales representatives

E. All of these choices are part of informal information search.

38. Darryl is a chemist at a pharmaceutical company, and he was asked by the decision-making unit at his company

to visit and evaluate potential vendors that will supply his company with the chemicals required to manufacture their

products and to conduct laboratory tests of a new product that can be used in the manufacture of their products.

Darryl is assisting the company with which type of information search?

A. formal

B. informal

C. priority

D. secondary

E. direct

19-16

of McGraw-Hill Education.

AACSB: Analytical Thinking

Accessibility: Keyboard Navigation

Blooms: Understand

Difficulty: Moderate

Gradable: automatic

Learning Objective: 19-01 Describe the organizational purchase process.

Topic: Steps in the Organizational Decision Process

39. Shawn tries to obtain information that might assist his company whenever he talks with sales representatives,

attends trade shows, or when he reads the journals related to his industry. Shawn is conducting

A. formal information search.

B. informal information search.

C. direct information search.

D. indirect information search.

E. secondary information search.

40. Which type of decision rule is very common in the first step of a two-stage decision for an organizational

purchase?

A. conjunctive

B. disjunctive

C. lexicographic

D. compensatory

E. elimination-by-aspects

41. Marcus works in operations. Which of the following evaluative criteria is not important to him?

A. ease of maintenance of equipment

B. competence of service technicians

C. vendor offers a broad line

D. time needed to install equipment

E. product warranty

42. Payments, warranties, delivery dates, and so forth represent

A. purchase specifications.

B. product specifications.

C. terms and conditions.

D. postpurchase evaluation.

E. relationship marketing.

43. Laura’s job is to negotiate the payment schedule, warranties, and delivery dates for major purchases made by her

company. Laura deals with the __________ of the purchase.

A. evaluative criteria

B. product specifications

C. terms and conditions

D. postpurchase evaluation

E. relationship marketing aspect

19-18

of McGraw-Hill Education.

AACSB: Analytical Thinking

Accessibility: Keyboard Navigation

Blooms: Understand

Difficulty: Moderate

Gradable: automatic

Learning Objective: 19-01 Describe the organizational purchase process.

Topic: Steps in the Organizational Decision Process

44. B2B buyers use which resource(s) in their online information search?

A. mobile devices

B. social media

C. online B2B videos

D. All of these choices are correct.

E. mobile devices and social media

45. Given the informational role of the web in today’s B2B environment, salespeople need to

A. adopt the role of solution provider.

B. adopt the role of information provider.

C. replace the use of search engines.

D. redesign corporate websites.

E. All of these choices are correct.

46. The beliefs and attitudes an organization’s members have about the organization and how it operates is known as

A. policy and procedure.

B. firmographics.

C. lifestyle.

D. organizational style.

E. organizational culture.

47. Organizations have a type of self-concept and lifestyles that the text refers to as

A. organizational ethos.

B. organizational culture.

C. organizational demeanor.

D. organizations structure.

E. None of these choices are correct.

48. Which term is often used to refer to the organizational culture of a business firm?

A. firmographics

B. lifestyle

C. corporate culture

D. corporate style

E. internal style

19-20

of McGraw-Hill Education.

AACSB: Analytical Thinking

Accessibility: Keyboard Navigation

Blooms: Remember

Difficulty: Moderate

Gradable: automatic

Learning Objective: 19-02 Summarize the external factors that influence organizational culture.

Topic: Organizational Culture

49. __________ involve both organization characteristics (e.g., size, activities, and location) and characteristics of

the composition of the organization (e.g., gender, age, education).

A. Firmographics

B. Psychographics

C. Demographics

D. Geographics

E. Behaviorgraphics

50. Which of the following variables represents an organization’s firmographics?

A. size

B. activities and objectives

C. location

D. industry category

E. All of these choices are correct.