Question 1

Starbucks is using its purchasing power to continue its quest to reduce its energy usage.Recently,the company announced plans to replace all of the traditional incandescent and halogen bulbs in its stores worldwide with more efficient light-emitting diode (LED)bulbs-a move the company claims will enable it to cut energy consumption in its stores by up to 7 percent.Starbucks would be considered a leader in

Accepted Answer

Starbucks' decision to switch to more energy-efficient LED bulbs is an example of sustainable procurement, which involves integrating environmental, social, and economic factors into purchasing decisions. By choosing to source more sustainable products and services, companies like Starbucks can reduce their environmental impact while also improving their bottom line.

Question 2

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 3

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's focus on achieving three major goals: to be supplied by 100 percent renewable energy, to create zero-waste, and to increase the sale of renewably produced products, aligns with the concept of sustainable procurement, where a company uses environmentally-friendly and socially responsible methods to acquire goods and services. Therefore, the best choice is D) using sustainable procurement.

Question 4

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

Accepted Answer

Assessing the financial status of potential suppliers is part of the alternative evaluation stage, where the purchasing team evaluates the identified suppliers based on various criteria, including financial stability, to determine the best fit for the organization's needs.

Question 5

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

The answer of The sales department's identification of an improvement...

Question 6

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

Accepted Answer

The answer of During the next-to-last stage of the organizational...

Question 7

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

Accepted Answer

The answer of Organizational buying behavior is similar to consumer...

Question 8

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

The answer of Comparing the stages in a consumer and...

Question 9

The first stage in the organizational buying decision process is

Accepted Answer

The first stage in the organizational buying decision process is problem recognition, which involves recognizing a need or problem that can be solved by a purchase. The other stages are information search, alternative evaluation, purchase decision, and post-purchase evaluation.

Question 10

Because many companies are concerned with the depletion of natural resources,supply partnerships often include provisions for

Accepted Answer

Sustainable procurement involves selecting suppliers who are committed to environmentally friendly practices, which includes using materials and resources in a responsible manner to protect the planet's natural resources. The provision for sustainable procurement would align with companies' concerns for the depletion of natural resources.

Question 11

Organizational buying behavior is

Accepted Answer

Organizational buying behavior refers to the decision-making process that organizations use to establish the need for products and services, identify, evaluate, and choose among alternative brands and suppliers. Option A is describing consumer buying behavior. Option C is describing the concept of derived demand which is one aspect of organizational buying behavior. Options D and E are not accurate descriptions of organizational buying behavior.

Question 12

At which stage of the organizational buying decision process would design and production engineers draft specifications?

Accepted Answer

Design and production engineers would draft specifications during the information search stage of the organizational buying decision process, as they are seeking out available options and assessing which specifications would best meet their needs.

Question 13

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

Accepted Answer

The last stage of the organizational buying decision process is post-purchase behavior, which involves evaluating the satisfaction with the purchase and whether it met the needs and expectations of the organization.

Question 14

Starbucks purchases from coffee growers located in more than 20 countries.It pays the coffee farmers a fair price for the beans,the coffee is grown in an ecologically sound manner,and Starbucks invests in the farming communities where the coffees are produced.This is an example of

Accepted Answer

Starbucks' approach to purchasing coffee from growers in an environmentally and socially responsible manner is an example of sustainable procurement. This involves considering the entire lifecycle of a product, from sourcing to disposal, and selecting suppliers who share the company's values around social and environmental responsibility. Green marketing, ISO 14000 certification, ecological procurement, and cause marketing are all related concepts but do not fully capture the approach that Starbucks takes to ensure sustainable sourcing of its coffee.

Question 15

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

The answer of At which stage of the organizational buying...

Question 16

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

The post-purchase evaluation behavior in organizational buying is more formalized than in consumer behavior. This is because the consequences of a poor decision can have a greater impact on the organization as a whole, and therefore firms tend to have more rigid evaluation procedures in place. The other options are incorrect as multiple stages are involved in the organizational buying process, more individuals are usually involved, firms are affected by derived demand, and gatekeepers are often relied upon to control product information in organizational buying.

Question 17

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

The answer of The decision making process that organizations use...

Question 18

Marketers need to understand their firms' buying centers.A series of questions can be used to facilitate this process.Which of the following questions would be the least useful when trying to understand the operations of a buying center?

Accepted Answer

The answer of Marketers need to understand their firms' buying...

Question 19

In a buying center,__________ have formal authority and responsibility to select the supplier and negotiate the terms of a contract.

Accepted Answer

The answer of In a buying center,__________ have formal authority...

Question 20

All of the following are roles in a buying center except which?

Accepted Answer

The answer of All of the following are roles in...

Quiz 5: Understanding Organizations As Customers