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Chapter 19 Organizational Buyer Behavior Answer Key
Multiple Choice Questions
1.
Marketers have learned which of the following with respect to segmenting business
customers?
2.
Which of the following is FALSE regarding what drives businesses?
3.
Which of the following influences organizational culture and thus, organizational buyer
behavior?
4.
Which of the following is an external influence on organizational buyer behavior?
5.
Which of the following is NOT an external influence on organization buyer behavior?
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?
7.
Firmographics, culture, government, reference groups, and marketing activities are _____
influences on organizational buyer behavior.
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?
9.
Which of the following is an internal influence on organizational buyer behavior?
10.
Which of the following is NOT an internal influence on organizational buyer behavior?
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?
12.
Which of the following is a stage in the organizational decision process?
13.
Which of the following is NOT a stage in the organizational buying decision process?
14.
Problem recognition, information search, alternative evaluation and selection, outlet selection
and purchase, and postpurchase processes represent _____.
15.
Different functional areas of an organization often do all of the following EXCEPT _____.
16.
The individuals (representing functional areas and management) within an organization who
participate in making a given purchase decision make up the _____.
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 _____.
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.
Topic: Decision-Making Unit
19.
Which of the following is a characteristic of a decision-making unit?
20.
A difference between large and small organizations when making a purchase decision is
_____.
21.
Members of the decision-making unit play which of the following roles?
22.
Which of the following is NOT a role played by members of the decision-making unit?
23.
For which stage of the product life cycle is the size of the decision-making unit typically large?
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?
25.
For products in which stage of the product life cycle are engineering and R&D likely to be key
functions influencing the purchase decision?
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?
27.
For which stage of the product life cycle is the decision-making unit likely to be small?
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?
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?
30.
Which of the following is an organizational purchase situation?
31.
Which type of organizational purchase situation occurs when the purchase is of minor
importance and is not complex?
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?
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?
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?
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?
36.
In high-tech markets, who is most likely to recognize a problem or need to purchase?
37.
Which of the following can possibly be part of the informal information search process for
organizational buyers?
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?
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(n) _____.
40.
Which type of decision rule is very common in the first step of a two-stage decision for an
organizational purchase?
41.
Marcus works in operations. Which of the following evaluative criteria is NOT important to
him?
42.
Payments, warranties, delivery dates, and so forth represent _____.
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.
44.
Which of the following sources is rated as the most important information source for
purchasers and purchase influencers within organizations?
45.
Given the informational role of the web in today's B2B environment, salespeople need to
_____.
46.
The beliefs and attitudes an organization's members have about the organization and how it
operates is known as _____.
47.
Organizations have a type of self-concept and lifestyle that the text refers to as _____.
48.
Which term is often used to refer to the organizational culture of a business firm?
49.
_____ involve both organization characteristics (e.g., size, activities, and location) and
characteristics of the composition of the organization (e.g., gender, age, education).
50.
Which of the following variables represents an organization's firmographics?
51.
Which of the following is NOT a component of firmographics?
52.
Which of the following statements is FALSE regarding a firm's size?
53.
Organizational objectives can be categorized as _____.
