Question 1

For which stage of the product life cycle is the size of the decision-making unit typically large?

Accepted Answer

In the introduction stage, the size of the DMU is large and can include several functions.

Question 2

Which type of organizational purchase situation occurs when the purchase is of minor importance and is not complex?

Accepted Answer

This is generally the case when reordering basic supplies and component parts.

Question 3

Bob is an engineer. For which stage of the product life cycle is he likely to be a member of a key function influencing purchase decisions?

Accepted Answer

Engineers and R&D are likely to be involved in the introduction stage, which has the largest DMU.

Question 4

For which stage of the product life cycle is the size of the decision-making unit likely to be neither small nor large, but medium?

Accepted Answer

The medium stage of the product life cycle is growth and typically includes production and top management.

Question 5

Which type of organizational purchase situation is characterized by low purchase importance, low choice complexity, level of decision-making unit (DMU) at low levels of the organization, a very small DMU, very brief time to decision, and very limited decision search?

Accepted Answer

This is generally the case when reordering basic supplies and component parts.

Question 6

The College of Business at a major university is considering the purchase of technology necessary to enable them to put their curriculum online. This decision is very important and includes a very large and evolving decision-making unit. Which type of organizational purchase situation does this represent?

Accepted Answer

Decisions on such things as selecting a new advertising agency or new technology is known as a new task.

Question 7

In high-tech markets, who is most likely to recognize a problem or need to purchase?

Accepted Answer

In high-tech markets, the department head is most likely to recognize a problem or need to purchase.

Question 8

Juan's job as a purchasing agent consists mostly of reordering basic supplies and component parts. Which type of organizational purchase situation does this represent?

Accepted Answer

Reordering basic supplies and component parts is known as a straight rebuy.

Question 9

Which of the following is an organizational purchase situation?

Accepted Answer

This typically involves a product or service that the organization is accustomed to purchasing but in which the product or the firm's needs have changed.

Question 10

Which type of organizational purchase situation is characterized by high purchase importance and complexity, a large and evolving decision-making unit that includes the top of the organization, a long time to decision, extensive information search and analysis techniques, and a dominant strategic focus?

Accepted Answer

This would involve decisions on such things as selecting a new advertising agency or a new production system.

Question 11

For products in which stage of the product life cycle are engineering and R&D likely to be key functions influencing the purchase decision?

Accepted Answer

Engineers and R&D are likely to be involved in the introduction stage, which has the largest DMU.

Question 12

Shawn tries to obtain information that might assist his company whenever he talks with sales representatives, attends trade shows, or when he reads the journals related to his industry. Shawn is conducting a(n) _____.

Accepted Answer

Informal information search can occur during discussions with sales reps, while attending trade shows, or when reading industry-specific publications.

Question 13

For products in which stage of the product life cycle is the purchasing function of an organization likely to be the key function influencing the purchase decision?

Accepted Answer

The small stage is maturity and typically includes just purchasing.

Question 14

Members of the decision-making unit play which of the following roles?

Accepted Answer

A plant manager could play several roles, while corporate engineers may simply be sources of information.

Question 15

For which stage of the product life cycle is the decision-making unit likely to be small?

Accepted Answer

The small stage is maturity and typically includes just purchasing.

Question 16

Which type of decision rule is very common in the first step of a two-stage decision for an organizational purchase?

Accepted Answer

In this manner, the organization can screen out potential vendors that do not meet all its minimum criteria.

Question 17

Which of the following is NOT a role played by members of the decision-making unit?

Accepted Answer

Members of the decision-making unit play various roles, such as information gatherer, key influencer, decision maker, purchaser, or user.

Question 18

Madeline works in purchasing for a major corporation. For purchase of products, in which stage of the product life cycle is she likely to perform a key function influencing purchase decisions?

Accepted Answer

The small stage is maturity and typically includes just purchasing.

Question 19

Which of the following can possibly be part of the informal information search process for organizational buyers?

Accepted Answer

Informal information search can occur during discussions with sales reps, while attending trade shows, or when reading industry-specific publications.

Question 20

Darryl is a chemist at a pharmaceutical company, and he was asked by the decision-making unit at his company to visit and evaluate potential vendors that will supply his company with the chemicals required to manufacture their products and to conduct laboratory tests of a new product that can be used in the manufacture of their products. Darryl is assisting the company with which type of information search?

Accepted Answer

Site visits to evaluation and investigate a new product are part of formal information search.

Quiz 19: Organizational and Buyer Behavior

For which stage of the product life cycle is the size of the decision-making unit typically large?

Which type of organizational purchase situation occurs when the purchase is of minor importance and is not complex?

Bob is an engineer. For which stage of the product life cycle is he likely to be a member of a key function influencing purchase decisions?

For which stage of the product life cycle is the size of the decision-making unit likely to be neither small nor large, but medium?

Which type of organizational purchase situation is characterized by low purchase importance, low choice complexity, level of decision-making unit (DMU) at low levels of the organization, a very small DMU, very brief time to decision, and very limited decision search?

In high-tech markets, who is most likely to recognize a problem or need to purchase?

Juan's job as a purchasing agent consists mostly of reordering basic supplies and component parts. Which type of organizational purchase situation does this represent?

Which of the following is an organizational purchase situation?

For products in which stage of the product life cycle are engineering and R&D likely to be key functions influencing the purchase decision?

Shawn tries to obtain information that might assist his company whenever he talks with sales representatives, attends trade shows, or when he reads the journals related to his industry. Shawn is conducting a(n) _____.

For products in which stage of the product life cycle is the purchasing function of an organization likely to be the key function influencing the purchase decision?

Members of the decision-making unit play which of the following roles?

For which stage of the product life cycle is the decision-making unit likely to be small?

Which type of decision rule is very common in the first step of a two-stage decision for an organizational purchase?

Which of the following is NOT a role played by members of the decision-making unit?

Madeline works in purchasing for a major corporation. For purchase of products, in which stage of the product life cycle is she likely to perform a key function influencing purchase decisions?

Which of the following can possibly be part of the informal information search process for organizational buyers?