Question 1

Which of the following statements about operational linkages is FALSE?

Accepted Answer

Operational linkages usually involve ongoing coordination of activities between the firms.

Question 2

Which dimension of buyer-seller relationships most significantly increases the risk that proprietary knowledge or trade secrets may leak to competitors or to the public?

Accepted Answer

Some relationships involve open sharing of information,whether by discussions between personnel or through information systems connected via the Internet-a key facet of B2B e-commerce.However,firms resist sharing information if there's a risk that a partner might misuse it.

Question 3

With respect to buyer-seller relationships in business markets,

Accepted Answer

Some customers simply are not interested in a close relationship with a supplier because it may not be worth the customer's investment to build a relationship for purchases that are not particularly important or made that frequently.

Question 4

Which of the following is NOT a key dimension of buyer-seller relationships in business markets?

Accepted Answer

The five key dimensions that help characterize most buyer-seller relationships are cooperation,information sharing,operational linkages,legal bonds,and relationship-specific adaptations.

Question 5

A close buyer-seller relationship in a business market

Accepted Answer

A close buyer-seller relationship in a business market may be close in some ways and not in others.Many require relationship-specific adaptations by both parties,obligatory price reductions by the supplier,and negotiated contract buying.

Question 6

Which of the following is NOT a key dimension of buyer-seller relationships in business markets?

Accepted Answer

The five key dimensions that help characterize most buyer-seller relationships are cooperation,information sharing,operational linkages,legal bonds,and relationship-specific adaptations.

Question 7

Which of the following is NOT a key dimension of buyer-seller relationships in business markets?

Accepted Answer

The five key dimensions that help characterize most buyer-seller relationships are cooperation,information sharing,operational linkages,legal bonds,and relationship-specific adaptations.

Question 8

Close buyer-seller relationships may not make sense because

Accepted Answer

Although close buyer-seller relationships can produce benefits,they are not always best.All the described drawbacks substantiate this statement.

Question 9

Suppliers to business markets often

Accepted Answer

Suppliers to business markets often share information on industry trends with the customer,provide just-in-time delivery,serve as technical consultants to their customers,and agree to negotiated contract buying.

Question 10

Which of the following statements about close buyer-seller relationships in business markets is FALSE?

Accepted Answer

Long-term commitments on larger order quantities would likely cause the supplier to lower its selling price,not raise it.

Question 11

Which of the following is NOT a key dimension of buyer-seller relationships in business markets?

Accepted Answer

The five key dimensions that help characterize most buyer-seller relationships are cooperation,information sharing,operational linkages,legal bonds,and relationship-specific adaptations.

Question 12

In business markets,close buyer-seller relationships

Accepted Answer

Closely tied firms often share tasks at a lower total cost than would be possible working at arm's length.Lower total costs lead to greater profits.

Question 13

Which of the following is NOT a key dimension of buyer-seller relationships in business markets?

Accepted Answer

The five key dimensions that help characterize most buyer-seller relationships are cooperation,information sharing,operational linkages,legal bonds,and relationship-specific adaptations.

Question 14

When a purchasing manager knows roughly what is needed but can't describe it exactly,or when the purchasing arrangement may change as the job progresses,then buying is likely to be by

Accepted Answer

Negotiated contract buying means agreeing to contracts that allow for changes in the purchase arrangements.In such cases,the general project and basic price is described but with provision for changes and price adjustments as the job progresses.

Question 15

The method by which suppliers provide deliveries to organizations precisely when the buyer needs them ("just in time")involves which dimension of buyer-seller relationships?

Accepted Answer

By establishing operational linkages with suppliers,organizations can receive material precisely on time.This technique can reduce total inventory costs,maintain adequate inventory levels,and keep production lines moving.

Question 16

All of the following are key dimensions of relationships in business markets EXCEPT

Accepted Answer

The five key dimensions that help characterize most buyer-seller relationships are cooperation,information sharing,operational linkages,legal bonds,and relationship-specific adaptations.

Question 17

________ refers to reliably getting products there exactly before the customer needs them.

Accepted Answer

Just-in-time delivery means reliably getting products there just before the customer needs them.

Question 18

Operational linkages are

Accepted Answer

Operational linkages are direct ties between the internal operations of the buyer and seller firms.

Question 19

Which of the following is a key dimension of buyer-seller relationships in business markets?

Accepted Answer

The five key dimensions that help characterize most buyer-seller relationships are cooperation,information sharing,operational linkages,legal bonds,and relationship-specific adaptations.

Question 20

A large property management firm buys thousands of gallons of paint from its supplier each year.This year,the firm has asked the supplier to provide low-VOC (eco-friendly)paint.Which of the following describes this situation?

Accepted Answer

If a firm adds sustainability to its vendor analysis because of a change in its mission statement or just because it is the "right thing to do," it may change its criteria for making a purchase decision,resulting in a modified rebuy from its supplier.

Quiz 6: Business and Organizational Customers and Their Buying Behavior

Which of the following statements about operational linkages is FALSE?

Which dimension of buyer-seller relationships most significantly increases the risk that proprietary knowledge or trade secrets may leak to competitors or to the public?

With respect to buyer-seller relationships in business markets,

Which of the following is NOT a key dimension of buyer-seller relationships in business markets?

A close buyer-seller relationship in a business market

Which of the following is NOT a key dimension of buyer-seller relationships in business markets?

Which of the following is NOT a key dimension of buyer-seller relationships in business markets?

Close buyer-seller relationships may not make sense because

Suppliers to business markets often

Which of the following statements about close buyer-seller relationships in business markets is FALSE?

Which of the following is NOT a key dimension of buyer-seller relationships in business markets?

In business markets,close buyer-seller relationships

Which of the following is NOT a key dimension of buyer-seller relationships in business markets?

When a purchasing manager knows roughly what is needed but can't describe it exactly,or when the purchasing arrangement may change as the job progresses,then buying is likely to be by

The method by which suppliers provide deliveries to organizations precisely when the buyer needs them ("just in time") involves which dimension of buyer-seller relationships?

All of the following are key dimensions of relationships in business markets EXCEPT

________ refers to reliably getting products there exactly before the customer needs them.

Operational linkages are

Which of the following is a key dimension of buyer-seller relationships in business markets?

A large property management firm buys thousands of gallons of paint from its supplier each year.This year,the firm has asked the supplier to provide low-VOC (eco-friendly) paint.Which of the following describes this situation?