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c.
a sampling
d.
specifications
e.
reputations
56. Which method of business buying is most likely to be used when the products being purchased are standardized based
on certain characteristics?
a.
Homogeneous selection
b.
Inspection
c.
Description
d.
Sampling
e.
Negotiation
57. A representative product taken from a lot or batch, evaluated, and purchased refers to
a.
homogeneous selection.
b.
description.
c.
trust.
d.
negotiated inspection.
e.
sampling.
58. Which method of business buying is necessary when products are highly homogeneous and examination of each item
is not feasible?
a.
Negotiation
b.
Sampling
c.
Description
d.
Inspection
e.
Homogeneous selection
59. St. Jude's Hospital decides to redo its kitchen with new flooring, cabinets, counters, and appliances. The hospital
compiles a description of the project and then asks sellers to submit bids. After determining the most attractive bids, the
hospital will then work with two or three companies to determine who will get the contract. This is an example of using
____ for a purchase decision.
a.
sampling
b.
negotiation
c.
inspection
d.
elimination
e.
description
60. Which of the following products is most likely to be purchased on the basis of contract negotiation?
a.
Eggs
b.
Office supplies
c.
Used cars
d.
A custom-made bulldozer
e.
Wheat
61. Most business purchases can be classified as belonging to one of three types:
a.
delinquent, repetitive, or delivered.
b.
repetitive, new-task, or modified rebuy.
c.
modified rebuy, new-task, or straight rebuy.
d.
delinquent, new-task, or reciprocal.
e.
rebuy, reciprocal, or delayed.
62. The United States Navy purchases uniforms from a single supplier. For the last twenty-five years, the trousers
purchased from this supplier have not changed and have been bought every six months, in seven different sizes. This
example is called a
a.
new-product purchase..
b.
repetitive purchase.
c.
straight rebuy.
d.
modified rebuy.
e.
standard order.
63. When a business is making its initial purchase of an item to be used to perform a new job, it is known as a ____
purchase.
a.
straight rebuy
b.
reciprocal
c.
delayed
d.
new-task
e.
modified rebuy
64. Perry Supply's sales and sales force have continued to expand. Now, the firm plans to add a fleet of company cars as
part of its sales compensation package. For Perry Supply, these vehicles would represent a ____ purchase.
a.
modified rebuy
b.
straight rebuy
c.
new-task
d.
reevaluated
e.
repetitive
65. Anderson Distribution Company has purchased 15 forklifts over the past two years. As it plans to place its next order
for another five machines, management wonders if additional features may be needed in order to handle changes in the
product lines it carries. For Anderson, these new forklifts represent a ____ purchase.
a.
new-task
b.
repetitive
c.
straight rebuy
d.
repetitive order
e.
modified rebuy
66. A representative from Coca-Cola stops by at a local fast-food restaurant once a month to inquire how much soft drink
syrup the store will need. The restaurant's orders are an example of which type of business purchase?
a.
New-task
b.
Modified rebuy
c.
Straight rebuy
d.
Bid
e.
Negotiated
67. Safeway Supermarkets recently placed an order with the Kahn Corporation for hotdogs. The typical weekly order is
for 10 cases; however, since the upcoming weekend includes a holiday, this time Safeway is ordering 100 cases of
hotdogs. Safeway orders this product on a regular basis. What type of purchase does this week’s purchase represent?
a.
New-task
b.
Repetitive
c.
Institutional
d.
Straight rebuy
e.
Modified rebuy
68. The Eagle Pawn Company is a regional business that owns seven pawn stores in the Houston area. The owners of
Eagle Pawn have recently purchased a new software system designed to better track their inventory. Now that they have
had the system for a couple of months, they have decided to upgrade to a newer version. The original purchase is an
example of a(an) ________, while the current purchase will be a(an) _____.
a.
new task; modified rebuy
b.
new task; continued new-task
c.
contractual; modified rebuy
d.
new task; straight rebuy
e.
negotiated task; modified rebuy
69. Demand for business products is also known as ____ demand.
a.
derived
b.
corporate
c.
business buying
d.
manufacturing
e.
industrial
70. The fact that business customers purchase products to be used directly or indirectly in the production of goods and
services to satisfy customers' needs means that demand for business products is
a.
joint.
b.
economically stable.
c.
derived.
d.
inelastic.
e.
more fluctuating.
71. Goodyear is a manufacturer and marketer of tires for new passenger cars. In recent years, the company's business has
declined because of the overall decrease in consumer demand for new cars. In this case, the demand for Goodyear's tire
products is said to be ____ since it depends on the demand for new cars.
a.
inelastic
b.
fluctuating
c.
derived
d.
elastic
e.
nonderived
72. Demand for business products is characterized as derived. From what is the demand derived?
a.
Industrial demand
b.
Modified demand
c.
Demand for consumer products
d.
Future product demand
e.
The business cycle
73. All of the following describe the demand for business products except
a.
elastic.
b.
derived.
c.
joint.
d.
inelastic.
e.
fluctuating.
74. Inelastic demand simply means that
a.
buyers will not make a modified rebuy purchase.
b.
demand depends on how many items are purchased.
c.
a price increase or decrease will not significantly change the demand for an item.
d.
when price goes up, demand goes down.
e.
when supply is reduced, the price will increase.
75. Inelastic demand in business markets refers to a situation where
a.
demand for a given product fluctuates very little over time.
b.
price increases or decreases will not significantly change demand for a given product.
c.
demand for a given product fluctuates significantly over time.
d.
demand for one product depends heavily on the demand for another product.
e.
supply for a given product cannot keep pace with the demand for it.
76. Christoff’s Lawn & Lot is a small business that provides landscaping and grass cutting services in the spring and
summer. Christoff’s usually contracts with customers on an annual basis, with the terms set out at the beginning of the
season. This year, the area experienced a significant amount of rain, causing the grass to grow more quickly. Christoff’s
was required to cut the grass every time it grew 2 inches, and no matter how many times it needed cutting, the customer
paid the same monthly amount based on the original contract. The price of gas has now grown by 35% causing Christoff’s
to pay more for their supplies. The demand for gas despite its price represents ________ demand for Christoff’s Lawn &
Lot.
a.
elastic
b.
inelastic
c.
derived
d.
joint
e.
separate
77. In placing a tire order with Michelin, South Side Industrial Supply finds that the truck tires it is ordering have
increased $37.50 in price since the last order. South Side proceeds with the order, confident that it can pass on the price
increase to future customers. This is an example of business products having ____ demand.
a.
derived
b.
inelastic
c.
joint
d.
fluctuating
e.
higher
78. Demand for a business product is ____ when two or more items are used in combination to produce a product.
a.
inelastic
b.
joint
c.
fluctuating
d.
derived
e.
partnered
79. King Auto Supply sells car and truck parts, as well as tire replacement and balancing services. As King places its
order for truck tires with Michelin, it must also place an order for valve stems and balancing weights for the tires. Such
business products are characterized as having ____ demand.
a.
derived
b.
inelastic
c.
joint
d.
fluctuating
e.
higher
80. When certain consumer products are in high demand, producers might buy extra materials and equipment and when
demand subsides, producers will cut back on their material purchases. This describes ____ demand.
a.
joint
b.
inelastic
c.
consumer
d.
fluctuating
e.
elastic
81. Most business buying decisions are made by
a.
one person.
b.
a team of purchasing agents.
c.
a firm's buying center.
d.
inventory control personnel.
e.
the sales force.
82. In a buying center, purchasing agents or purchasing managers are also known as
a.
gatekeepers.
b.
deciders.
c.
buyers.
d.
users.
e.
influencers.
83. The group of people within a business who are involved in making business buying decisions is referred to as
a.
the new-task team.
b.
negotiators.
c.
purchasing agents.
d.
deciders.
e.
the buying center.
84. Your university has decided to purchase new computers for all of the computer labs on campus. Typically, the
purchasing agent negotiates with manufacturers and makes the decision on what to buy. However, for this purchase he has
asked members of the computer science department to give input on the purchase decision. In this instance, the student
senate would be acting as a(n) ____, while the purchasing agent is a(an) ______.
a.
user; buyer.
b.
user; gatekeeper.
c.
user; decider.
d.
influencer; decider.
e.
influencer; gatekeeper.
85. Barry Gluckman of WP International, a major marketer of word-processing software, calls the secretary of Renee
Dorchette, director of purchasing for MMK, Inc. He sets up an appointment to discuss an upcoming purchase of software.
The secretary plays the role of ____ in this purchase decision.
a.
gatekeeper
b.
buyer
c.
decider
d.
buying center captain
e.
order giver
86. As the new sales representative for H & L Electronics, Sophie is responsible for calling on hospital management and
selling electronic hospital equipment such as blood pressure cuffs, scales, and heart monitors. Sophie knows that she
needs to be friendly with the administrative assistants in the management offices in order to make sure that H & L’s
information brochures and new product diagrams actually get to the management staff. In this situation, Sophie is
exhibiting her knowledge that administrative assistants are often ________ in the buying decision process.
a.
gatekeepers
b.
users
c.
influencers
d.
buyers
e.
controllers
87. The stages of the business buying decision process, in order, are
a.
recognizing the problem, establishing product specifications, searching for products and evaluating possible
suppliers, selecting suppliers and products, and evaluating performance.
b.
recognizing the problem, searching for products and evaluating possible suppliers, selecting suppliers and
products, establishing product specifications, and evaluating performance.
c.
recognizing the problem, selecting suppliers and products, evaluating performance, establishing product
specifications, and searching for substitute products.
d.
establishing product specifications, recognizing the problem, searching for products, evaluating possible
products and suppliers, selecting suppliers and products, and evaluating performance.
e.
establishing product specifications, searching for products, selecting suppliers and products, evaluating
performance, recognizing the problem, and evaluating possible products and suppliers.
88. The second stage in the business buying decision process is to
a.
search for products and suppliers.
b.
select the most appropriate product.
c.
develop product specifications.
d.
evaluate product and supplier performance.
e.
recognize the problem.
89. In its purchase of desktop business computers, Albertson's asked that potential suppliers provide information only on
units with 8GB of memory. As Albertson's management evaluates this purchase, it finds that 8GB is inadequate for many
of the software programs used at Albertson's. In this instance, the firm would need to modify which aspect of the purchase
process?
a.
Searching
b.
Specification development
c.
Alternative evaluation
d.
Selection
e.
Performance evaluation
90. After deciding to order replacement parts for aging machinery, the buyer for a construction company examines
catalogs and trade publications looking for these parts. The buyer is at which stage in the business buying decision
process?
a.
Problem recognition
b.
Product specification
c.
Product-supplier search and evaluation
d.
Product-supplier selection
e.
Product-supplier post-evaluation
91. The third stage in the business buying decision process is to
a.
evaluate product specifications to solve the problem.
b.
evaluate products relative to specifications.
c.
select and order the most appropriate product.
d.
evaluate product and supplier performance.
e.
search for products and suppliers.
92. Christy Bridgman is considering the purchase of a new fax machine for her real estate office. She is considering a
machine that doesn't have as many functions but is available at a considerably lower price than her current machine. She is
engaged in ____ analysis.
a.
vendor
b.
downsizing
c.
strategic
d.
value
e.
profit
93. During the search for products and evaluating possible suppliers stage of the business buying decision process,
marketers sometimes use ____ analysis to examine the quality, design, materials, and possibly item reduction in order to
acquire the product in the most cost-effective way.
a.
cost
b.
value
c.
profit
d.
strategic
e.
SWOT
94. ____ analysis is a systematic evaluation of current and potential suppliers that focuses on many dimensions including
price, product quality, delivery service, product dependability, and overall company reliability.
a.
Value
b.
Vendor
c.
Buying center
d.
Strategic
e.
Cost
95. An organization that decides to buy all of a certain part from the same company is using
a.
single-supplier purchasing.
b.
multiple sourcing.
c.
same vendor analysis.
d.
straight rebuy.
e.
sole sourcing.
96. What are the four major factors that influence business buying decisions?
a.
Environmental, organizational, interpersonal, and individual
b.
Environmental, organizational, psychological, and individual
c.
Environmental, psychological, individual, and technological
d.
Technological, organizational, environmental, and interpersonal
e.
Environmental, organizational, technological, and individual
97. Individual influencing factors refer to
a.
relationships among those in the firm's buying center.
b.
uncontrollable environmental forces.
c.
the power an individual controls in the buying center.
d.
personal characteristics of individuals in the buying center.
e.
activities of suppliers.
98. A buyer for Macy's Department Stores orders handbags from a supplier because that supplier allows the buyer to
maintain Macy's company policy of 30-day advance purchase notice. This is an example of ____ influence on the business
buying decision process.
a.
environmental
b.
organizational
c.
interpersonal
d.
individual
e.
demographic
99. Compared with consumer goods, marketers aiming at business customers
a.
do not need to select target markets.
b.
have an enormous amount of information available concerning potential customers.
c.
have more difficulty in determining where their customers are located.
d.
are restricted in the types of promotion they can use.
e.
have more difficulty in estimating customers' purchase potentials.
100. Compared with the SIC system, the North American Industry Classification System (NAICS) will
a.
look at many industries at one time.
b.
be used throughout the world.
c.
contain the most up-to-date information for the NAFTA partners.
d.
provide less information about service industries.
e.
generate statistics that will not be useful in comparing countries.
101. Which one of the following countries will not be included in the data presented in the new industry classification
system that is replacing the SIC?
a.
Mexico
b.
Canada
c.
United States
d.
Japan
e.
All but one NAFTA country
102. Ben Davideau is assigned by his sales manager to come up with the names and addresses of twenty firms in his
territory that have some potential for using sizable quantities of his firm's products. Wanting to be as efficient as possible,
Ben looks in
a.
Sales & Marketing Management.
b.
an SIC listing.
c.
the Census of Business.
d.
the Census of Manufacturers.
e.
Standard & Poor's Register.
103. Scenario 8.1
Use the following to answer the questions.
Samsung is entering the home appliance market with its new French Door Refrigerator. In designing the production
facility, it has a need for various pieces of equipment, including the perpetual assembly belt-drive, quasi-assembly pods,
and finishing stations. The purchasing agent for the appliance division is inquiring about who will be needed for input on
the purchasing decision. Samsung has already contacted several producers of the quasi-assembly pods, and has begun
negotiations with their sales representatives.
Refer to Scenario 8.1. What was the first step of the buying decision process that Samsung went through when looking for
the quasi-assembly pods?
a.
Searching for products and suppliers
b.
Selecting and ordering the most appropriate product
c.
Recognizing the problem or need
d.
Establishing product specifications
e.
Evaluating the product relative to specifications
104. Scenario 8.1
Use the following to answer the questions.
Samsung is entering the home appliance market with its new French Door Refrigerator. In designing the production
facility, it has a need for various pieces of equipment, including the perpetual assembly belt-drive, quasi-assembly pods,
and finishing stations. The purchasing agent for the appliance division is inquiring about who will be needed for input on
the purchasing decision. Samsung has already contacted several producers of the quasi-assembly pods, and has begun
negotiations with their sales representatives.
Refer to Scenario 8.1. What type of business purchase is Samsung undertaking?
a.
Modified rebuy
b.
Straight rebuy
c.
New-task
d.
Straight purchase
e.
New rebuy
105. Scenario 8.1
Use the following to answer the questions.
Samsung is entering the home appliance market with its new French Door Refrigerator. In designing the production
facility, it has a need for various pieces of equipment, including the perpetual assembly belt-drive, quasi-assembly pods,
and finishing stations. The purchasing agent for the appliance division is inquiring about who will be needed for input on
the purchasing decision. Samsung has already contacted several producers of the quasi-assembly pods, and has begun
negotiations with their sales representatives.
Refer to Scenario 8.1. Which of the following groups should Samsung not include in its buying center for the new
equipment?
a.
Purchasing agents at Samsung
b.
Eventual users within Samsung
c.
Potential future Samsung customers
d.
Gatekeepers within Samsung
e.
Senior managers at Samsung
106. Scenario 8.1
Use the following to answer the questions.
Samsung is entering the home appliance market with its new French Door Refrigerator. In designing the production
facility, it has a need for various pieces of equipment, including the perpetual assembly belt-drive, quasi-assembly pods,
and finishing stations. The purchasing agent for the appliance division is inquiring about who will be needed for input on
the purchasing decision. Samsung has already contacted several producers of the quasi-assembly pods, and has begun
negotiations with their sales representatives.
Refer to Scenario 8.1. There are many factors that would influence Samsung's business buying decisions. Which one of
the following would not?
a.
Environmental
b.
Organizational
c.
Interpersonal
d.
Demographic
e.
Individual
107. Scenario 8.2
Use the following to answer the questions.
Precision Brake Company is a supplier of brake components to the manufacturers of lawn tractors and 4-wheel ATV's. It
also sells its products to independent repair centers, dealers, and other wholesalers in the northeast and southern states.
Precision Brake has done research on the demand for lawn tractors and found that most manufacturers are in the states of
Kentucky, Tennessee, and Alabama. Research also shows that most of the dealers who sell directly to individual
consumers are in the Midwestern states, while dealers who sell to small business landscaping companies tend to be
located in the northeastern states. Company executives are considering expansion of its distribution to markets in the
Midwest.
Refer to Scenario 8.2. When Precision Brake sells to the individual dealers, they would be considered which of the
following business types?
a.
Producer
b.
Reseller
c.
Government
d.
Institutional
e.
Covert
108. Scenario 8.2
Use the following to answer the questions.
Precision Brake Company is a supplier of brake components to the manufacturers of lawn tractors and 4-wheel ATV's. It
also sells its products to independent repair centers, dealers, and other wholesalers in the northeast and southern states.
Precision Brake has done research on the demand for lawn tractors and found that most manufacturers are in the states of
Kentucky, Tennessee, and Alabama. Research also shows that most of the dealers who sell directly to individual
consumers are in the Midwestern states, while dealers who sell to small business landscaping companies tend to be
located in the northeastern states. Company executives are considering expansion of its distribution to markets in the
Midwest.
Refer to Scenario 8.2. Given the type of business market in which Precision Brake is currently operating, which group
would it be least likely to sell to?
a.
Producers
b.
Governments
c.
Retailers
d.
Consumers
e.
Institutions
