Question 1

The department's administrative assistant orders pens, copy paper, and printer ink cartridges for the department from the Corporate Express catalog nearly every month. This is an example of a
A) new buy.
B) straight rebuy.
C) modified rebuy.
D) make-buy.
E) standard reorder.

Accepted Answer

The answer of The department's administrative assistant orders pens, copy...

Question 2

Researchers who have studied organizational buying identify three types of buying situations, called ________, which include new buy, modified rebuy, and straight rebuy.
A) purchase criteria
B) buy classes
C) buying centers
D) consideration sets
E) purchase hierarchies

Accepted Answer

The three types of buying situations are known as buy classes, which include new buy, modified rebuy, and straight rebuy. Purchase criteria refer to the specific characteristics that buyers consider when making a purchase, buying centers are the individuals involved in the buying decision, consideration sets are the group of products or brands that buyers consider when making a purchase, and purchase hierarchies are the different levels of importance placed on product attributes by buyers.

Question 3

Beth is part owner of a chain of auto repair shops. Her company was considering adding tire sales in some of its facilities, and several people were slated to meet to discuss the idea. Beth gathered information about possible distributors. Her son had been laid off from a job with one of them, so she removed this company from the group she was preparing to present to the others. Here, Beth was acting in what role in the buying center?
A) gatekeeper
B) decider
C) user
D) obstructionist
E) power broker

Accepted Answer

Beth is acting as a gatekeeper by deciding which distributor options to present to the rest of the team. She is making the decision on which information to share and is controlling the flow of information to the rest of the group.

Question 4

An assistant heard his supervisor in the supply room yell, "Call Crate & Barrel. We need another case of its large coffee mugs for the conference next week." The supervisor was asking the assistant to make a
A) new buy.
B) straight rebuy.
C) modified rebuy.
D) make-buy.
E) standard reorder.

Accepted Answer

The answer of An assistant heard his supervisor in the...

Question 5

A buy class situation affects buying center tendencies in different ways. If there are two or three people involved, the problem is a minor modification, and the suppliers considered are the present ones, the buy class situation is most likely a
A) conditional buy.
B) straight rebuy.
C) new buy.
D) modified rebuy.
E) standard buy.

Accepted Answer

A modified rebuy involves minor changes to existing purchase agreements and typically involves a few people in the decision-making process, considering current suppliers.

Question 6

A reorder of an existing product or service from a list of acceptable suppliers is referred to as a
A) new buy.
B) straight rebuy.
C) modified rebuy.
D) standard reorder.
E) make-buy.

Accepted Answer

A straight rebuy is when a company simply reorders a product or service from a list of acceptable suppliers without any changes or modifications. It is the most routine purchasing decision and involves the least amount of risk and effort for the buyer.

Question 7

Buy classes refer to the three types of organizational buying situations:
A) buy, lease, and rent.
B) new buy, make, and reprocess.
C) manufacturing contracts, consulting contracts, service contracts.
D) new buy, straight rebuy, and modified rebuy.
E) new buy, refurbish, and used buy.

Accepted Answer

The three types of organizational buying situations are new buy, straight rebuy, and modified rebuy. These situations refer to whether the organization is purchasing a completely new product, reordering a product they have purchased before with no changes, or modifying a previously purchased product to better fit their needs. The other answer choices do not accurately represent the types of buying situations.

Question 8

A university's marketing department typically purchases backpacks with its logo embroidered on them for all incoming freshmen. This year, because faculty have heard complaints, the marketing chair wants to buy similar backpacks but find one that is a little more durable. This is an example of a
A) new buy.
B) straight rebuy.
C) make-buy.
D) modified rebuy.
E) standard reorder.

Accepted Answer

This situation is a modified rebuy because the university is looking to purchase a similar product (backpacks) but with a modification (increased durability) compared to what they have bought in the past.

Question 9

The buying situation where an organization is a first-time buyer of the product or service is referred to as
A) an initial buy.
B) a new buy.
C) a preliminary buy.
D) a straight rebuy.
E) a modified rebuy.

Accepted Answer

A new buy refers to the first-time purchase of a product or service by an organization. The other options, such as initial buy and preliminary buy, may relate to a first purchase of a specific product or service by a particular department or individual within the organization, but not necessarily by the organization as a whole.

Question 10

Figure 5-4
-Figure 5-4 shows the three buy classes encountered by organizational buyers. Column A is referred to as a
A) modified rebuy.
B) straight rebuy.
C) new buy.
D) standard reorder.
E) class buy.

Accepted Answer

Column A is referred to as a "new buy," which is a situation where an organization is purchasing a product or service for the first time.

Question 11

The three types of organizational buy classes are
A) industrial, reseller, and government.
B) consumer products, industrial goods, and services.
C) users, influencers, and deciders.
D) straight purchase, barter, and countertrade.
E) new buy, straight rebuy, and modified rebuy.

Accepted Answer

The three types of organizational buy classes are new buy, straight rebuy, and modified rebuy. These classes refer to the decision-making process that organizations follow when making purchases. A new buy occurs when a company purchases a product or service for the first time, a straight rebuy occurs when a company buys a product or service again without any modifications, and a modified rebuy occurs when a company has bought a product or service before but is making modifications to the purchase.

Question 12

If a purchase is a new buy for a manufacturer, the seller should expect
A) specifications to be changed many times before the buy is completed.
B) a lot of conflict.
C) many people to be involved in the purchase decision.
D) to have to do some favors for the decision makers.
E) to receive confirmation of a contract quickly.

Accepted Answer

The answer of If a purchase is a new buy...

Question 13

A buy class situation affects buying center tendencies in different ways. If there are many people involved, the problem definition is uncertain, and the time required for a decision is long, the buy class situation is most likely a
A) standard buy.
B) straight rebuy.
C) conditional rebuy.
D) modified rebuy.
E) new buy.

Accepted Answer

A new buy situation is characterized by many people involved, an uncertain problem definition, and a long time required for a decision. In a new buy situation, the buying center is not familiar with the product or service being purchased and must go through the entire decision-making process, including problem recognition, information search, alternative evaluation, and purchase decision. Therefore, option E is the best choice.

Question 14

Mark manages a small family-owned amusement park. He believes the park can increase its profits if its owners will buy three food concession trailers. Mark has contacted three dealers of such trailers, which come fully customized to user specifications. After receiving three bids, Mark concluded that Century Industries has the best offer. He will present only the Century Industries information to the family tomorrow. What buying center roles does Mark perform?
A) gatekeeper and buyer
B) decider and user
C) buyer and decider
D) influencer and buyer
E) influencer, gatekeeper, and decider

Accepted Answer

The answer of Mark manages a small family-owned amusement park....

Question 15

A buy class situation affects buying center tendencies in different ways. If the buying objective is to find a good solution, the suppliers considered are both new and present, and the buying influence includes technical and operating personnel, the buy class situation is most likely a
A) modified buy.
B) new buy.
C) straight rebuy.
D) make-buy.
E) standard buy.

Accepted Answer

The answer of A buy class situation affects buying center...

Question 16

A software company has updated its logo. It now needs to order new letterhead and business cards. This purchase would be a
A) modified rebuy.
B) straight rebuy.
C) new buy.
D) standard reorder.
E) class buy.

Accepted Answer

The answer of A software company has updated its logo....

Question 17

In a ________ situation, users, influencers, or deciders in the buying center want to change product specifications, price, delivery schedule, or suppliers, though the product is largely the same.
A) derived buy
B) straight rebuy
C) make-buy
D) new buy
E) modified rebuy

Accepted Answer

In a modified rebuy situation, the users, influencers, or deciders in the buying center want to change specific elements of the purchase, such as product specifications, price, delivery schedule, or suppliers, while keeping the overall product largely the same. This is different from a straight rebuy, where the purchasing decision is simply a repeat purchase of the exact same product, and a new buy, where the organization is purchasing a product for the very first time.

Question 18

A buy class situation affects buying center tendencies in different ways. If there is one person involved, the problem is well-defined, and the buying objective is to find a low-priced supplier, the buy class situation is most likely a
A) modified buy.
B) straight rebuy.
C) conditional rebuy.
D) new buy.
E) standard buy.

Accepted Answer

A straight rebuy is characterized by a well-defined problem and a routine purchasing decision where the buyer simply reorders from the same supplier without much thought or evaluation. Since the buying objective is to find a low-priced supplier, this indicates that the buyer is not looking for any significant changes or improvements in the product or supplier, which would be more characteristic of a modified, conditional, or new buy. A standard buy is not a recognized buy class situation.

Question 19

If a purchase is a new buy for a manufacturer, the seller should
A) expect a long time for a buying decision to be reached.
B) neutralize the typically high levels of conflict.
C) maintain flexibility, since specifications are likely to be changed several times before the buy is completed.
D) be prepared to do some favors for the decision makers.
E) expect to be the only supplier being considered.

Accepted Answer

In a new buy situation,there are many people involved,the decision time is long,the problem definition is uncertain,the buying objective is to find a good solution,the suppliers considered are both new and present,and the buying influence includes technical and operating personnel.

Question 20

At the weekly meeting for Choice Hotels, the marketing manager said, "We need an inexpensive creative way to increase awareness of our hotels among people who travel by automobile. To do that, I want to find a different advertising medium that the other hotel chains are not using now." The purchase of this advertising on an alternative medium would be an example of
A) a new buy.
B) a straight rebuy.
C) a converted rebuy.
D) a modified rebuy.
E) an initial buy.

Accepted Answer

The answer of At the weekly meeting for Choice Hotels,...

Quiz 5: Understanding Organizations As Customers

The department's administrative assistant orders pens, copy paper, and printer ink cartridges for the department from the Corporate Express catalog nearly every month. This is an example of a

Researchers who have studied organizational buying identify three types of buying situations, called ________, which include new buy, modified rebuy, and straight rebuy.

An assistant heard his supervisor in the supply room yell, "Call Crate & Barrel. We need another case of its large coffee mugs for the conference next week." The supervisor was asking the assistant to make a

A buy class situation affects buying center tendencies in different ways. If there are two or three people involved, the problem is a minor modification, and the suppliers considered are the present ones, the buy class situation is most likely a

A reorder of an existing product or service from a list of acceptable suppliers is referred to as a

Buy classes refer to the three types of organizational buying situations:

A university's marketing department typically purchases backpacks with its logo embroidered on them for all incoming freshmen. This year, because faculty have heard complaints, the marketing chair wants to buy similar backpacks but find one that is a little more durable. This is an example of a

The buying situation where an organization is a first-time buyer of the product or service is referred to as

Figure 5-4 -Figure 5-4 shows the three buy classes encountered by organizational buyers. Column A is referred to as a

The three types of organizational buy classes are

If a purchase is a new buy for a manufacturer, the seller should expect

A buy class situation affects buying center tendencies in different ways. If there are many people involved, the problem definition is uncertain, and the time required for a decision is long, the buy class situation is most likely a

A buy class situation affects buying center tendencies in different ways. If the buying objective is to find a good solution, the suppliers considered are both new and present, and the buying influence includes technical and operating personnel, the buy class situation is most likely a

A software company has updated its logo. It now needs to order new letterhead and business cards. This purchase would be a

In a ________ situation, users, influencers, or deciders in the buying center want to change product specifications, price, delivery schedule, or suppliers, though the product is largely the same.

A buy class situation affects buying center tendencies in different ways. If there is one person involved, the problem is well-defined, and the buying objective is to find a low-priced supplier, the buy class situation is most likely a

If a purchase is a new buy for a manufacturer, the seller should