Question 1

General Electric manufactures electric motors for its clothes dryers.The firm uses a formal vendor rating system to evaluate suppliers and notify those whose parts did not meet quality standards.If a supplier fails to correct the problem,GE will drop it as a future supplier.Which stage in the organizational buying decision process would GE make this evaluation?

Accepted Answer

A formal vendor rating system would be used in the postpurchase behavior stage of the organizational buying decision process.

Question 2

Organizational buying behavior is similar to consumer behavior in some ways and different in others.One key difference is that in the organizational buying process,

Accepted Answer

There are important similarities and differences between consumer and organizational buying behavior.In the latter,more individuals are involved,supplier capability becomes more important,and the postpurchase evaluation behavior is more formalized.

Question 3

At which stage of the organizational buying decision process would a firm use key organizational buying criteria such as price,quality,delivery time,and technical capability to select a supplier?

Accepted Answer

At the purchase decision stage of the organizational buying decision process,the firm selects its organizational buying criteria such as price,quality,delivery time,and technical capability to select a supplier.Then they negotiate terms and award a contract.

Question 4

The sales department's identification of an improvement made to a competitor's product would occur during which stage of the organizational buying decision process?

Accepted Answer

During the problem recognition stage,marketing research or employees such as salespeople may identify problems.

Question 5

Comparing the stages in a consumer and organizational purchase decision process reveals key differences.In organizations,________ becomes more important for deadlines and quality control,and since a long-term relationship is anticipated.

Accepted Answer

Comparing the stages in a consumer and organizational purchase decision process reveals key differences.For example,when a manufacturer buys an earbud headset for its units from a supplier,more individuals are involved,supplier capability becomes more important,and the postpurchase evaluation behavior is more formal.

Question 6

During the next-to-last stage of the organizational buying decision process,the organization

Accepted Answer

The fourth stage of the organizational buying decision process is the purchase decision,during which a contract is awarded.

Question 7

Which of the following possible characteristics of consumer buying is least likely to enter into an organizational buying decision?

Accepted Answer

Organizations buy products and services for one main reason,which is to help them achieve their objectives.For business firms,the buying objective is usually to increase profits through reducing costs or increasing revenues.Self-actualization is a personal,not organizational,motivator.

Question 8

In organizations,the buying function involves gathering and screening information about products and services,prices,and suppliers,which are known as

Accepted Answer

Key term definition-vendors.

Question 9

Recently,Matt Kistler,a senior vice president at Walmart,claimed the company was making progress on achieving three major goals: (1)to be supplied by 100 percent renewable energy,(2)to create zero-waste,and (3)to increase the sale of renewably produced products.Walmart is focusing on

Accepted Answer

Walmart is focusing on sustainable procurement with the goal to be supplied by 100 percent renewable energy.

Question 10

Which of the following is indicative of the purchase decision stage of the organizational buying decision process?

Accepted Answer

After a supplier has been selected,further negotiation concerning price,performance,and delivery terms is likely.

Question 11

The first stage in the organizational buying decision process is

Accepted Answer

The first stage of the organizational buying decision process is problem recognition.

Question 12

The decision-making process that organizations use to establish the need for products and services and identify,evaluate,and choose among alternative brands and suppliers is referred to as

Accepted Answer

Key term definition-organizational buying behavior.

Question 13

What is the last stage of the organizational buying decision process?

Accepted Answer

The final stage of the organizational buying decision process is postpurchase behavior.

Question 14

Organizational buying behavior is similar to consumer behavior in some ways and different in others.Common to both is that they

Accepted Answer

The five stages of the organizational buying process also apply to consumer buying.More individuals are involved,supplier capability becomes more important,and the postpurchase evaluation behavior is more formalized when organizations buy.

Question 15

Comparing the stages in a consumer and organizational purchase decision process reveals key differences.In organizations,the ________ stage is more formal,often involving a vendor rating system.

Accepted Answer

Comparing the stages in a consumer and organizational purchase decision process reveals key differences.For example,when a manufacturer buys an earbud headset for its units from a supplier,more individuals are involved,supplier capability becomes more important,and the postpurchase evaluation behavior is more formal.

Question 16

Once an organization passes through the problem recognition stage of the organizational buying decision process,it reaches the ________ stage.

Accepted Answer

The second stage of the organizational buying decision process is information search.

Question 17

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

Accepted Answer

In the alternative evaluation stage of the organizational buying decision process,purchasing and engineering personnel visit with suppliers and assess facilities,capacity,quality control,and financial status.

Question 18

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their facilities,production capability,and quality control?

Accepted Answer