Deck 4: Business, government, and Institutional Buying

Question 1

A central computer system at the Saturn car manufacturing plant in Spring Hill,Tennessee,orders pre-inspected parts,from a single supplier at a specific time.The goods are delivered at one of the plant's 56 receiving docks.From this information,it can be inferred that the Saturn plant relies primarily on _____ for these purchases.

A) modified rebuys
B) new task purchases
C) consolidated purchases
D) straight rebuys

Answer 1

D
Explanation:Organizations use a straight rebuy when they are experienced at buying the product, have an ongoing need for it, and have regular suppliers of it. In many cases, organizations have computer systems that automatically reorder certain commonly used products.

Question 2

Booker & Price is a large store that buys products from different businesses and sells them to consumers.The store purchases the goods at wholesale prices and sells them to their customers at a slightly higher price in order to make a profit.Which of the following categories of organizational buyers does Booker & Price fall under?

A) Institutions
B) Producers
C) Government agencies
D) Intermediaries

Answer 2

D
Explanation:Marketing intermediaries or resellers purchase products to resell at a profit. This group includes a number of types of resellers such as wholesalers and retailers that buy products from manufacturers and distribute them to consumers and other organizational buyers.

Question 3

Identify the category of organizational buyers that includes hospitals,museums,universities,nursing homes,and churches.

A) Producers
B) Government agencies
C) Resellers
D) Institutions

Answer 3

D
Explanation:Marketers sell products and services to a variety of institutions, such as hospitals, museums, universities, nursing homes, and churches.

Question 4

Which of the following types of organizational purchases requires relatively few employees and is executed almost automatically?

A) Buy-side auction
B) Straight rebuy
C) New task purchase
D) Modified rebuy

Question 5

Identify the type of purchase which involves routinely reordering a product from the same supplier that it had been purchased from in the past.

A) Modified purchase
B) New task purchase
C) Modified rebuy
D) Straight rebuy

Question 6

Which of the following examples would most likely use a straight rebuy?

A) A company looking to buy suitable premises for its new branch office
B) A physician planning to buy an endoscope at the price of $35,000
C) A manufacturer of lawn mowers ordering spare parts regularly from the same supplier
D) A cold storage warehouse planning to buy a generator costing $100,000 to keep its storage area cold in the event of an electric outage

Question 7

_____ purchase products from manufacturers and distribute them to consumers and other organizational buyers at a profit.

A) Producers
B) Intermediaries
C) Marketers
D) State governments

Question 8

Marketing to producers and intermediaries is called _____.

A) business-to-business marketing
B) affiliate marketing
C) internal marketing
D) test marketing

Question 9

_____ constitute a group of organizational buyers who buy goods and services in order to create other goods and services for sale.

A) Intermediaries
B) Producers
C) Government agencies
D) Other institutions

Question 10

Which of the following represents the largest group of organizational buyers?

A) Intermediaries
B) Government agencies
C) Producers
D) Other institutions

Question 11

Metromedia Technologies,Inc.is one of the leading computer imaging companies in the nation.It makes computer painted vinyl signs that are seen stretched across billboards and truck bodies.It purchases rolls of vinyl sheets to make the signs.Metromedia is an example of which of the following types of organizational buyers?

A) Producers
B) Intermediaries
C) Government
D) Institutions

Question 12

Why do non-profit organizations purchase products and services?

A) To resell products and services at a profit
B) To maintain their operations and serve their clientele
C) To use them to produce goods and services for sale through retail chains
D) To primarily maintain their market share and widen their customer base

Question 13

Why are straight rebuys common among organizations that practice just-in-time inventory?

A) Straight rebuys allows these organizations to evaluate several vendors before selecting one that is most suitable.
B) Such organizational buyers can get substantially lower prices by favoring straight rebuys
C) Such organizational buyers lack the time needed to look around for potential suppliers and solicit bids
D) Such organizational buyers reduce their dependence on suppliers by using straight rebuys

Question 14

Which of the following is an example of intermediaries?

A) Dell
B) AT&T
C) Walmart
D) Otis

Question 15

What is the function of the NAICS?

A) It provides consumer panel service for tracking retail purchases and motivations.
B) It collects store tracking data used with consumer panel data to track the influence of advertising on consumers of packaged goods.
C) It provides information about the number of establishments, sales volume, and number of employees in each industry broken down by geographic area.
D) It measures e-commerce activity in 27 countries, providing insights into 37 marketplaces via interviews.

Question 16

Accent Technologies is an MNC in a developing country with over a thousand employees working in its office.The administrative department employees are authorized to place orders with their routine suppliers for products like for stationery,printer paper,and coffee for coffee machines as and when they see stocks getting exhausted.Which of the following represents the mode of organizational buying used by Accent Technologies for purchasing these goods?

A) Straight rebuy
B) Modified purchase
C) New task purchase
D) Modified rebuy

Question 17

Which of the following statements is true with regard to producers?

A) Producers constitute the smallest segment of organizational buyers.
B) Producers are characterized by their primary function being the purchase of products from manufacturers and their distribution to consumers and other organizational buyers.
C) Producers of goods tend to be larger and more geographically concentrated than producers of services.
D) Producers are the only class of buyers who are excluded from the purview of business-to-business marketing.

Question 18

Which of the following statements is true with regard to government agencies as a group of organizational buyers?

A) Governmental agencies operating at state and local levels are not authorized to make any type of purchases except straight rebuys.
B) The federal government is considered to be the world's biggest consumer as it spends vast amounts on machinery, equipment, facilities, supplies, and services.
C) Marketing to government agencies is relatively simple compared to the other types of organizational buyers as purchasing policies and regulations are relaxed once a supplier becomes familiar.
D) Governmental agencies typically do not go through all the four stages of the organizational buying process.

Question 19

Why is it especially important for organizations that use just-in-time inventory to have reliable suppliers? a Reliable buyers are favored because the buyers do not have a reserve inventory to draw on in case of receiving late or poor-quality supplies.
B) Organizations that use just-in-time inventory can get discounted prices from reliable suppliers who want to make quick sale.
C) Since just-in-time inventory systems cannot be upgraded to modified rebuys, the need for a reliable supplier is essential.
D) Reliable suppliers offer better quality goods even though they are often late in delivering them.

Question 20

Annette owns a bakery where she sells home-made cakes.When she first started out her business,she used to buy flour herself from the nearest grocery store.As the business grew,weekly trips to the grocery were no longer feasible and Annette needed a routine delivery of flour to the bakery in a timely manner.Which of the following types of purchases would be most suitable for Annette?

A) Modified rebuy
B) Buy-side auction
C) New task purchase
D) Straight rebuy

Question 21

Signs and Sales Inc.makes neon signs.Its CEO recently attended a trade show where he examined the new Neon Pilot 5.0,a machine that allows you to create three-dimensional computer-generated designs,feed the designs into a machine with neon tubing,and have the neon extruded in almost any shape imaginable.He believes this machine will increase his company's output by at least 30 percent and reduce its wastage by at least 50 percent.If the company was formerly doing most of this work by hand,then the purchase of a Neon Pilot 5.0 would be an example of a(n)_____.

A) modified rebuy
B) routine purchase
C) straight rebuy
D) new task purchase

Question 22

Martha owns a chocolate factory where each chocolate treat is made by hand.Her assistant Daniel feels that the rate of production can be dramatically increased if the company switched to an automated assembly line to manufacture the chocolates.When he proposes this idea to Martha,she agrees and begins evaluating different vendors who might provide the equipment to the company.Which of the following roles did Daniel perform in the purchasing process?

A) Decider
B) Initiator
C) Buyer
D) Gatekeeper

Question 23

An executive might recognize a need for faster computers and start the purchasing process.This is an example of a(n)_____.

A) initiator
B) decider
C) gatekeeper
D) influencer

Question 24

Which of the following statements about the types of organizational purchases is true?

A) Straight rebuys have a long time frame in terms of the organizational buying process.
B) Modified rebuys have the shortest time frame in terms of the organizational buying process.
C) New task purchases involve evaluating many suppliers before selecting the final supplier.
D) Straight rebuys involve evaluating many alternative options during the buying process.

Question 25

CDS Cold Storage Public Warehouse needs to buy a new compressor for one of its refrigeration units.The company has a regular supplier for replacement compressors,but this supplier has hiked the prices recently.So,the purchasing agent decides to switch to a different supplier that is offering the same type of compressor at a cheaper price.The purchasing agent is engaging in a _____ here.

A) straight rebuy
B) sell-side auction
C) modified rebuy
D) new task purchase

Question 26

Lauren Peters started Books Galore,a chain of libraries that she managed with the help of Mary Wills,her manager,for over a decade.Mary was aware that finding qualified librarians who were committed to their job was difficult especially considering the number of branches Books Galore had.She decided to look up how computers could be used to meet their needs and found an advertisement for an "E-Register" which controls and facilitates the lending and locating of books in a library.She decided to propose the idea of installing these devices in their libraries.Mary is a(n)_____ in this scenario.

A) initiator
B) decider
C) gatekeeper
D) buyer

Question 27

The complexity of the purchase that is to be made is a major consideration that affects the purchase decision.Which of the following types of organizational purchases would be the most complex?

A) Modified rebuy
B) New task purchase
C) Just-in-time inventory
D) Straight rebuy

Question 28

Organizational buyers follow the _____ approach when a routine purchase changes in some way.

A) sole sourcing
B) straight rebuy
C) modified rebuy
D) new task purchase

Question 29

Which of the following statements about the types of organizational purchases is true?

A) There are more suppliers to deal with in a straight rebuy than any other type of purchase.
B) The time frame for a new task purchase is much shorter than that for a straight rebuy.
C) New task purchases are more complex than straight rebuys and modified rebuys.
D) A modified rebuy involves routinely ordering the same products from the same supplier.

Question 30

A _____ is time consuming and involves a relatively large number of decision makers,who may consider many alternatives before making the final decision on the purchase.

A) new task purchase
B) modified rebuy
C) just in time inventory systems
D) straight rebuy

Question 31

_____ refers to a system of replenishing parts or goods for resale immediately before they are needed.

A) Just-in-time inventory
B) Vendor managed inventory
C) Sole sourcing
D) Inventory credit

Question 32

Which of the following is the best example of a modified rebuy?

A) A contractor buying shingles from the same supplier for the roof of the fifteenth house he is building in Tara Woods.
B) The production manager of a meat processing plant is buying a $90,000 high-tech meat slicing machine that will save the company an estimated $20,000 annually in wastage.
C) A supermarket manager reordering 24 replacement plastic pallets for storing food.
D) A company that manufactures computers switches to a new supplier that provides an improved version of microprocessor chips.

Question 33

Which of the following observations about the types of organizational purchases is true?

A) Straight rebuys and modified rebuys take an equal amount of time to transact.
B) More suppliers are involved in a modified rebuy than in a new task purchase.
C) Modified rebuys are always made for goods that require an automatic reorder.
D) The time frame for a new task purchase is much longer than that for a modified rebuy.

Question 34

Shanghai is a Chinese restaurant in New York that recently changed its supplier for ingredients.The owner trusted the previous supplier to deliver authentic and fresh ingredients on short notice and completely avoided stocking up ingredients.However,the previous supplier defaulted in terms of quality and provided adulterated ingredients.Shanghai was concerned about losing its customers if the news of the adulterated ingredients spread and changed its supplier after a survey of potential suppliers to retain its credibility.Which of the following statements is true with regard to this scenario?

A) Shanghai did not practice just-in-time inventory to avoid supply shortages.
B) Shanghai followed a new task purchase system with the previous supplier.
C) Shanghai followed a modified rebuy system in moving to its new supplier.
D) Shanghai did not consider any alternative suppliers before moving to its new supplier.

Question 35

Which of the following situations does NOT require the purchasing agent to initiate a modified rebuy process?

A) A supplier's products have a drop in quality
B) The supplies system automatically reorders products
C) The price of a usual product rises substantially
D) A new and cheaper product becomes available to meet the same need

Question 36

In which of the following situations would you expect to find the purchase requiring joint decision making?

A) A German company decided to spend $30 million on a new manufacturing facility in Georgia.
B) A dentist, who has been in practice for 10 years, bought a replacement dental chair.
C) The supplies manager for a large law firm reordered stationary for the firm from their fixed supplier.
D) A small regional department store upgraded its security system and sent one of its employees to a seminar on "Safety First."

Question 37

In which of the following scenarios is new task purchase most likely to be used?

A) For the purchase of a pair of shoes
B) For the purchase of real estate
C) For the purchase of a mattress
D) For the purchase of grocery items

Question 38

When does an organization use modified rebuy?

A) When some aspects of the buying situation are unfamiliar
B) When purchase involves a high priority product that is rarely bought
C) When the organization practices just-in-time inventory management
D) When purchasing policies, decisions, and procedures are constant

Question 39

An organization's routine purchase changes when a supplier discontinues a product.In such a situation,which purchasing approach would the organizational buyer be most likely to use?

A) Straight rebuy
B) Modified rebuy
C) New task rebuy
D) Straight task buy

Question 40

_____ refer to an organizational group formed from different departments which has the responsibility to evaluate and select products for purchase.

A) Buying centers
B) Intermediaries
C) Reference groups
D) Producers

Question 41

Why do organizations design purchasing policies and procedures?

A) To ensure that the appropriate products and services are purchased efficiently
B) To ensure that responsibility for buying is assigned unitarily to the purchasing agent
C) To ensure that the marketing department is solely responsible for the purchasing decisions
D) To ensure that within a large organization a single individual is responsible for the major purchasing decisions

Question 42

Which of the following is a benefit of an organization using sole sourcing?

A) It allows the organization to buy products and services from vendors that offer the lowest price.
B) It allows the organization to seek competitive bids for the products obtained by sole sourcing.
C) It allows to organization to turn modified rebuys into simpler straight rebuys.
D) It allows organizations to turn new task purchases into straight rebuys.

Question 43

Western Graphtec is a large-scale public corporation that makes machines used for agricultural purposes across the country.The company's management comprises of many classes of professionals like engineers,marketers,and production managers,but the company is primarily described as a technology-oriented company.Western Graphtec is likely to _____.

A) take a production orientation when determining its purchasing policies and procedures
B) make all purchasing decisions autonomously as the company is too large to facilitate joint decision making
C) practice joint decision making to overcome the considerable level of decentralization in the organization
D) eliminate all instances of straight rebuys and use only modified rebuy and new task purchase systems

Question 44

Greater joint decision making is likely to be seen in _____.

A) a small privately owned company producing sterilizers for hospital use
B) a small and privately owned company producing electric heaters
C) a large company when it is engaging in a straight rebuy
D) a large-scale public corporation producing heavy automobiles

Question 45

Bill works as a purchasing agent in a construction company.His assistant Linda screens calls from potential vendors trying to sell their construction equipment to the company.Her job involves allowing suitable vendors who meet the company's strict product standards to contact Bill.Furthermore,she has to ensure that major purchasing deals are kept confidential until contracts are signed.Which of the following best describes Linda's role within the buying center?

A) Gatekeeper
B) Buyer
C) Decider
D) Initiator

Question 46

Three college friends,Alan,Thomas,and Will,have turned their interest in backpacking and wilderness exploration into a profitable business partnership.They conduct exploration camps lasting between two days to six weeks.They hire Alan's girlfriend Rosalyn,who assists Alan in the operational activities of the business.Thomas interacts with various vendors to procure the supplies needed for the business and Will looks after the company's logisitics.Who would most probably be the buyer in this business?

A) Will
B) Alan
C) Thomas
D) Rosalynn

Question 47

Excel Computers produces the world's best computers.It has a sophisticated R&D division that develops computers that have the latest features that consumers can enjoy.Quality standards at Excel Computers are strict and the company uses only the best raw materials to assemble each computer it produces.In its attempts to source the best raw materials,the company has associated with 32 suppliers spread across 14 nations.Computer chips,an integral part of any computer,are procured exclusively from a supplier in China.Excel Computers has obtained an approval for this no-bid contract from the government and secured the supply from any changes caused by competing suppliers.Excel Computers has resorted to _____ with regard to its supply of computer chips.

A) benchmarking
B) test marketing
C) competitive bidding
D) sole sourcing

Question 48

_____ are people who control the flow of information in the buying center.

A) Initiators
B) Gatekeepers
C) Deciders
D) Influencers

Question 49

Waddell Engineering manufactures molded plastic components for a leading toy manufacturer.Roy supervises the production line and he would like to see the company use an injection molding machine that has a faster cycle time.Petra and Robin are quality control managers in the company and have just returned from a trade show with information on the new Logic Devices molding machines.This information is handed to Mike Waddell,the CEO of the company,who is concerned about the $400,000 cost.Roy,Robin,and Petra meet with Mike and Aileen,the company's purchasing agent,to discuss why the company needs to buy the new machine.Who among the following have the purchasing role of "decider" here?

A) Mike and Aileen
B) Robin and Roy
C) Petra
D) Roy

Question 50

Sole sourcing allows organizational buyers to _____.

A) ensure that competing suppliers are allowed to put forth their price quotations for the goods obtained through sole sourcing
B) work more closely with suppliers to develop superior products that meet their needs and those of their customers
C) establish price as the key criterion for selecting and retaining a supplier for the products concerned
D) convert the skimming policy to a penetration policy based on the current stage of the product life cycle

Question 51

Which of the following purchasing roles describe people who affect the buying decision by helping define the specifications for what is needed?

A) Deciders
B) Buyers
C) Influencers
D) Gatekeepers

Question 52

The _____ in an organization's buying center has the formal or informal power to select or approve the supplier that receives the contract in an organization.

A) initiator
B) influencer
C) user
D) decider

Question 53

Organizational buyers are engaging in sole sourcing because they are more concerned with _____ than buying only on the basis of price.

A) exclusive distribution
B) nonstore selling options
C) quality and timely deliveries
D) new task purchases

Question 54

Orientation,size and _____ are the three primary organization-specific factors influencing the purchasing process in organizations.

A) marketing mix
B) market segments
C) degree of centralization
D) buying centers

Question 55

A large organization that is highly decentralized is more likely to _____ for all types of organizational purchases other than straight rebuys.

A) use joint decision making
B) employ longer distribution channels
C) rely on less personal selling
D) use autonomous decision making

Question 56

Numann Manufacturing is a private company that makes thermometers for monitoring the temperature of meat when it is in storage.It employs 23 people and only 5 of them have degrees in engineering or other technical fields.What can you infer about the effect of organization-specific factors on buying decisions in the company?

A) Because of its size, Numann Manufacturing will tend to use joint decision making.
B) The technical orientation of its employees will have little effect on decision-making process.
C) In spite of its technical orientation, the marketing department will control most purchase decisions for the company.
D) Because of its size, Numann Manufacturing will tend to use autonomous decision making.

Question 57

Marge and Louellen Price own a cleaning service.Marge and her office manager,Phyllis,want to install a time clock and stipulate that each employee must sign in and sign out using the clock.Louellen thinks the clock is a waste of time.She believes it is more efficient for their employees to go directly to their first work site rather than waste time coming to the central office.Two employees,Kari and Alicia,responded when asked what they thought of a time clock.Kari brought in research information showing how employees in various industries reacted to a time clock.In terms of the buying center,Kari was a(n)_____.

A) gatekeeper
B) user
C) decider
D) initiator

Question 58

_____ have the formal authority and responsibility to select the supplier and negotiate the terms of the contract.

A) Gatekeepers
B) Users
C) Buyers
D) Influencers

Question 59

Organizations that are highly _____ are less likely to have joint decision-making.

A) democratic
B) cost-centered
C) centralized
D) profitable

Question 60

A current trend in many organizations is _____,in which all of a particular type of product is purchased from a single supplier.

A) sole sourcing
B) dual branding
C) multi branding
D) franchise extension

Question 61

Steve,the purchasing agent for a carpet manufacturer,received a memo indicating that an upcoming financial review would determine which employees were most successful at reducing costs within their departments.The review would also select the employees who would continue working for the company as a result of their cost-cutting efforts.A salesperson trying to sell a new weave-pattern machine to Steve claims that the machine would save costs for the company in the long-run.Steve,however,is faced with the risk of termination made by any false moves.In this case,_____ would influence the organizational buying decision.

A) personal motivation
B) differentiation
C) sole sourcing
D) channels of distribution

Question 62

Eastlake Furniture Company,a manufacturer of Victorian furniture reproductions,uses only Trenton adhesives for its finely crafted products.The adhesive can bond wood just as well as hot melt adhesives without damaging heat-sensitive areas,so it satisfies the needs of the company's craftspeople.Even though the Trenton adhesive is slightly more expensive than the hot-melt glues made by competitors,Trenton retains its clientele as it guarantees delivery just two days after an order is placed.This scenario illustrates that Eastlake Manufacturing is using _____ with regard to its supply of adhesives.

A) sole sourcing
B) licensing
C) franchising
D) data mining

Question 63

_____ is the process by which buyers rate each potential supplier on various performance measures such as product quality,on-time delivery,price,payment terms,and use of modern technology.

A) Quantity research
B) Situation analysis
C) A priori segmentation
D) Vendor analysis

Question 64

Which of the following observations about how behavioral influences affect organizational buying is true?

A) Different buyers will have different degrees of commitment to their buying role in the organization.
B) Organizational buyers are not subject to personal motives in the buying decisions as are other individuals.
C) In a lethargic organization, individuals approach their occupation with a weak commitment to the expected norms of behavior.
D) Organizational buyers are typically unaffected by organizational culture.

Question 65

Steven owns a large department store.He feels that if all the fluorescent light bulbs in the store were replaced with energy-efficient LED light bulbs,then he could save significantly on the cost of electricity.Identify the stage of the organizational buying process that Steven is currently in.

A) Purchase activity
B) Postpurchase evaluation
C) Organizational need
D) Vendor analysis

Question 66

Why is the postpurchase evaluation of a vendor and the product necessary?

A) To determine the dues that are payable to the vendor
B) To compare the purchases of a firm with those made by competitors
C) To determine whether the vendor and the product is acceptable for future purchases
D) To know the strategic plan and the profits made by the company in a year's time

Question 67

Which of the following is the last stage of the organizational buying process?

A) Postpurchase evaluation
B) Organizational need assessment
C) Vendor analysis
D) Purchase activity

Question 68

Which of the following statements about the role perceptions of the organizational buyer affecting the purchasing process is true?

A) The larger the organization, the more likely that the buyer will have a greater perception of his or her own importance as against other members.
B) In a lethargic organization, individuals express a strong commitment to traditionally accepted behavior and behave accordingly.
C) A committed buyer in a lethargic organization would be the least likely to follow the norms of behavior expected by the organization.
D) As it affects purchase decisions, the role perception of the organizational buyer is an organization-specific factor.

Question 69

In which of the following types of organizations are buyers most likely to be less innovative in order to maintain acceptance and status within the organization?

A) Adaptive
B) Lethargic
C) Supportive
D) Autonomous

Question 70

Which is the first step in the organizational buying process?

A) Organizational need
B) Purchase activities
C) Vendor analysis
D) Postpurchase evaluation

Question 71

A vendor analysis could be used to:

A) create buying centers within an organization.
B) compare competing vendors.
C) identify an organizational need.
D) develop a list of organizational buyers.

Question 72

Helen works in the HR department of Seven Hills Diagnostic Centre.The administration department has informed Helen that many of the new nurses and attendants who have joined often leave before their shift ends by having someone forge their signature on the attendance sheets.When Helen confronted some of these nurses,they grew defensive and accused Helen of making baseless claims.Helen is now considering having fingerprint recognition device installed to record employee attendance.Helen is currently at the _____ stage of the organizational buying process.

A) purchase activity
B) postpurchase evaluation
C) organizational need
D) vendor analysis

Question 73

In which of the following kinds of organizations do employees exhibit a moderate level of commitment toward performing their expected roles?

A) Lethargic organization
B) Innovative organization
C) Adaptive organization
D) Supportive organization

Question 74

An organizational buyer in a(n)_____ organization would have a strong commitment to traditionally accepted behavior and act accordingly.

A) innovative
B) liberal
C) adaptive
D) lethargic

Question 75

Tabatha is a purchasing agent who is a looking for a supplier with whom her firm can build a long-term,sole sourcing relationship.She rates potential suppliers on the basis of how efficiently they can fulfill the firm's supply needs and these ratings enable her to select the best vendor.Which stage of the organizational buying process is Tabatha currently in?

A) Organizational need
B) Purchase activity
C) Postpurchase evaluation
D) Vendor analysis

Question 76

Which of the following statements about vendor analysis is true?

A) Vendor analysis can be done both before and after purchases to compare performance on evaluation criteria and evaluate the process of vendor selection.
B) A vendor analysis is often ineffective since it makes the purchasing process extremely complex.
C) Organizational buyers primarily use a vendor analysis to evaluate possible marketers of the organization's products.
D) Vendor analysis should be done only during the postpurchase evaluation stage of the organizational buying process.

Question 77

Carrie Guissop is an organizational buyer for a company that provides nursery products to Delco,which is a large retail store.In a management meeting,she proposes that the company replace the three currently used suppliers of plastic containers and trays,who have been selling to the company for the past 20 years,with a single supplier who guarantees on-time delivery.Attendees at the meeting are unenthusiastic about Carrie's proposal as they like the traditional suppliers and are unwilling to switch.Carrie,in order to maintain acceptance and keep conflict to a minimum,suggests that they try the plan for three months and revert to the original supplier if it fails to work.What kind of an organizational climate is described in this example?

A) Innovative
B) Liberal
C) Responsive
D) Lethargic

Question 78

Identify a key characteristic of buyers who are highly committed to play the role the firm dictates.

A) They have no interest in prescribing their role activities and accept their role as given to them.
B) They often demand that they be kept constantly advised of all new developments to develop and further their own role.
C) They seek to take charge in their role as buyer and have little commitment to company expectations.
D) Such buyers are extremely innovative and have a casual stance toward performing the expected role.

Question 79

In _____,individuals approach their occupational roles with a weak commitment to expected norms of behavior.

A) lethargic organizations
B) innovative firms
C) autocratic firms
D) adaptive firms