Question 1

Intermediaries or resellers purchase products to

Accepted Answer

Marketing intermediaries or resellers purchase products to resell at a profit.

Question 2

Which is/are the world's biggest consumer(s)?

Accepted Answer

Government agencies account for trillions of dollars worth of buying, and over half of this amount represents purchases by the federal government, making it the world's largest customer.

Question 3

The complexity of the purchase that is to be made is a major consideration that affects the

Accepted Answer

A major consideration that affects the organizational buying process is the complexity of the purchase that is to be made.

Question 4

Why do organizations that use just-in-time inventory favor reliable suppliers?

Accepted Answer

Straight rebuys are common among organizations that practice just-in-time inventory. If a supplier delivers items that are late or of unacceptable quality, these buyers will not have a reserve in inventory to draw on.

Question 5

Marketing to producers and intermediaries is called

Accepted Answer

Marketing to producers and intermediaries is called business-to-business or b2b marketing.

Question 6

What is the full form of NAICS?

Accepted Answer

North American Industry Classification System (NAICS).

Question 7

All of the following influence the organizational buying process except

Accepted Answer

Political influences are not typically considered a direct factor in the organizational buying process, which is more focused on internal factors like purchase-type, structural, and behavioral influences.

Question 8

_____ or resellers purchase to resell at a profit.

Accepted Answer

Marketing intermediaries or resellers purchase products to resell at a profit.

Question 9

Marketing to _____ can be complex since they often have strict purchasing policies and regulations.

Accepted Answer

Marketing to government agencies can be complex since they often have strict purchasing policies and regulations.

Question 10

_____ tend to be larger and more geographically concentrated than producers of services.

Accepted Answer

Producers of goods tend to be larger and more geographically concentrated than producers of services.

Question 11

Organizations use this simple approach to purchasing because it is fast and requires relatively few employees. Identify the purchase type.

Accepted Answer

Organizations use straight rebuy as it is a simple approach to purchasing because it is fast and requires relatively few employees.

Question 12

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

Accepted Answer

Straight rebuy type of purchase involves routinely reordering from the same supplier a product that has been purchased in the past.

Question 13

Identify the organization type that purchases products and services to maintain their operations and serve their clientele.

Accepted Answer

Many of these are nonprofit organizations that purchase products and services to maintain their operations and serve their clientele.

Question 14

Identify the group which includes various types of resellers such as wholesalers and retailers that buy products from manufacturers and distribute them to consumers and other organizational buyers at a profit.

Accepted Answer

Marketing intermediaries include 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 15

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 sheet plastic vinyl to make the signs. Metromedia is an example of which type of business-to-business market?

Accepted Answer

Producers consist of businesses that buy goods and services in order to produce other goods and services for sale.

Question 16

Dell Computer buys computer chips from Intel for the purpose of making computers to be sold to consumers and other organizations. Dell is an example of which type of organizational buyer?

Accepted Answer

Producers consist of businesses that buy goods and services in order to produce other goods and services for sale. For example, Dell Computer buys computer chips from Intel in order to make computers to be sold to consumers and other organizations.

Question 17

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

Accepted Answer

Producers are engaged in many different industries, ranging from agriculture to manufacturing, from construction to finance. Together they constitute the largest segment of organizational buyers.

Question 18

The stages involved in the organizational buying process include all of the following except

Accepted Answer

The stages involved in the organizational buying process include problem recognition, general need description, product specification, supplier search, proposal solicitation, supplier selection, order-routine specification, and performance review. Design evaluation is not one of the stages involved in the organizational buying process.

Question 19

Which type of purchasing do organizations use when they are experienced at buying the product, have an ongoing need for it, and have regular suppliers of it?

Accepted Answer

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.

Question 20

Identify the reason why marketing to government agencies can be complex.

Accepted Answer