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54.
Which of the following is NOT a category of organizational objectives?
55.
Organizational activities can be categorized as _____.
56.
The American Red Cross participates in fund-raising activities all throughout the year. How
would this be classified with respect to general organizational objectives and the nature of the
organizational activity?
57.
General Electric commits millions of dollars a year to research and development to develop
new products. How would this be classified with respect to general organizational objectives
and the nature of the organizational activity?
58.
A commercial firm in which stock is widely traded is known as a(n) _____.
59.
Roger owns 200 shares of stock in Home Depot. Which type of commercial firm is Home
Depot?
60.
A commercial firm in which one or a few individuals owns a controlling share of the firm is
known as a(n) _____.
61.
Robert Mondavi is a well-known winery in Napa Valley, CA. It is a family-owned business and
is not traded on any stock exchange. Which type of commercial firm is this known as?
62.
Which of the following is NOT an objective uncovered through research that drives the
management of privately held firms?
63.
The types of individuals who work in the organization represent the organization's _____.
64.
The culture of most organizations is influenced most heavily by which of the following?
65.
Organizations with distinguishing firmographics can be grouped into market segments through
a process called _____.
66.
Which of the following statements regarding culture and government is TRUE?
67.
(p. 674)
Perhaps the most powerful type of reference group in industrial markets is that of _____.
68.
Innovative organizations that derive a great deal of their success from leading change are
referred to as _____.
69.
Which of the following is NOT considered a user reference group in organizational buying?
70.
Microsoft is a company that has derived a great deal of success from leading change, and
other computer-related companies look to Microsoft for cues as to where technology will be
heading in the future. Microsoft would be classified as which type of user reference group?
71.
Lead users tend to accelerate market adoption, which is labeled as _____.
72.
Which of the following is an infrastructure reference group?
73.
_____ refers to the flow of purchase influence within an industry.
74.
Which of the following can influence an organization's decision to buy or not buy a given
product, or to buy or not buy from a given supplier?
75.
Lead users tend to accelerate diffusion of information through infrastructure, which is labeled
as _____.
76.
Which of the following is a value representative of an innovative organization that seeks to
change, views problems as opportunities, and rewards individual efforts?
77.
Which of the following is the MOST important element of the communications mix in most
industrial markets?
78.
For which type of industry are average costs per sales call the highest?
79.
Which of the following is a reason for the significant role of salespeople in industrial markets?
80.
Which organization buyer segment doesn't want value-added service and doesn't want to pay
for it?
81.
Which organizational buyer segment is expensive to serve, but loyal and willing to pay for
value-added services?
82.
Which form of organizational buyer exchange involves single transactions, is short lived,
involves few involvements by the buyer and seller in the relationship, and involves low
loyalty?
83.
Which form of organizational buyer exchange involves multiple events, occurs over an
extended period of time, and involves higher levels of loyalty?
True / False Questions
84.
Various factors beyond functional utility influence organizational decisions.
85.
Buying units (BU) are the individuals within an organization who participate in making a given
purchase decision.
86.
Individual power and expertise have virtually no influence on organizational decisions because
it is a group process involving DMUs.
87.
Decision-making units are likely to vary over the product life cycle.
88.
Organizational purchase situations are known as straight rebuy, modified rebuy, and new
89.
Limited rebuy is the approach used in an organizational buying situation when the purchase is
moderately important to the firm or the choice is somewhat complex.
90.
Site visits to potential vendors, laboratory tests of a new product, and investigation of possible
product specifications are part of formal information search.
91.
A conjunctive decision rule is very common in the first stage of a two-stage decision process
with respect to evaluation and search in an organizational buying situation.
92.
Power, prestige, security, and similar noneconomic criteria have no role in business purchase
decisions.
93.
People from different functional areas of an organization in a DMU will always use the same
evaluative criteria.
94.
Payments, warranties, delivery dates, and so forth are examples of a purchase's terms and
conditions.
95.
Organizational culture is a concept that is similar to consumer self-concept and lifestyle.
96.
Organizational objectives can be categorized as commercial, governmental, nonprofit, and
cooperative.
97.
In Japan and most of Europe, bribery and similar approaches for making sales are considered
acceptable.
98.
Early adopters are innovative organizations that derive a great deal of their success from
leading change.
99.
To process information, a firm must go through the same sequential stages of exposure,
attention, and interpretation as consumers.
100.
Emotion plays no role in organizational buying.
101.
Buyers with higher risk tolerance should prefer relational exchanges.
102.
A healthy business relationship depends on social relations.
Essay Questions
103.
Identify the internal and external influences on organizational buyer behavior.
104.
Compare and contrast the organizational purchase situations of straight rebuy, modified rebuy,
and new task with respect to situational and purchasing characteristics.
105.
Harry is a sales representative for a provider of computer network systems. Part of his job
entails that he understand the firmographics of companies he tries to sell his company's
products and services to. Explain the concept of firmographics, and discuss the different
factors that make up a firm's firmographics and implications for marketers.
106.
Name and describe the various reference groups that influence organizational behavior and
purchasing decisions.
107.
List five of the eight common business values representative of an innovative organization that
seeks change, views problems as opportunities, and rewards individual efforts.
