Question 1

Which term is often used to refer to the organizational culture of a business firm?
A) firmographics
B) lifestyle
C) corporate culture
D) corporate style
E) internal style

Accepted Answer

Organizational, or corporate, culture reflects and shapes organizational needs and desires, which in turn influence how organizations make decisions.

Question 2

Which of the following statements is FALSE regarding a firm's size?
A) Large organizations are more likely than smaller ones to have a variety of specialists who attend to purchasing, finance, marketing, and general management.
B) The same promotional message needs to be targeted to all of the various functions in the firm.
C) Larger organizations are generally more complex than smaller ones because more individuals participate in managing the organization's operations.
D) The purchase decision in a smaller firm might involve only the owner or manager.
E) One message would need to address all the key purchase issues when targeting a smaller firm.

Accepted Answer

Promotional messages must be tailored to meet the individual needs of the various functions in the firm.

Question 3

General Electric commits millions of dollars a year to research and development to develop new products. How would this be classified with respect to general organizational objectives and the nature of the organizational activity?
A) commercial objective, routine activity
B) commercial objective, complex activity
C) commercial objective, technical activity
D) cooperative objective, technical activity
E) nonprofit objective, complex activity

Accepted Answer

New product development is classified as commercial objective, technical activity.

Question 4

_____ involve both organization characteristics (e.g., size, activities, and location) and characteristics of the composition of the organization (e.g., gender, age, education).
A) Firmographics
B) Psychographics
C) Demographics
D) Geographics
E) Behaviorgraphics

Accepted Answer

Firmographics are as important to organizations as demographics are to consumers for understanding purchase behavior.

Question 5

Organizations have a type of self-concept and lifestyle that the text refers to as _____.
A) organizational ethos
B) organizational culture
C) organizational demeanor
D) organizations structure
E) none of the above

Accepted Answer

Organizational culture is much like lifestyle in that organizations vary dramatically in how they make decisions.

Question 6

Roger owns 200 shares of stock in Home Depot. Which type of commercial firm is Home Depot?
A) public firm
B) cooperative firm
C) private firm
D) open firm
E) trade firm

Accepted Answer

A public firm is owned by stockholders.

Question 7

Which of the following is NOT a category of organizational objectives?
A) commercial
B) governmental
C) nonprofit
D) cooperative
E) temporal

Accepted Answer

Organizational objectives can be categorized as commercial, governmental, nonprofit, and cooperative.

Question 8

Which of the following is NOT a component of firmographics?
A) company size
B) reference groups
C) company objective
D) company location
E) All of the above are components of firmographics.

Accepted Answer

Reference groups are not a component of firmographics.

Question 9

Marcus works in operations. Which of the following evaluative criteria is NOT important to him?
A) ease of maintenance of equipment
B) competence of service technicians
C) vendor offers a broad line
D) time needed to install equipment
E) product warranty

Accepted Answer

Different members of the decision-making unit have different evaluative criteria.

Question 10

Which of the following sources is rated as the most important information source for purchasers and purchase influencers within organizations?
A) online database services
B) B2B magazines
C) salespeople
D) television business networks
E) general business press

Accepted Answer

B-to-B magazines are the most important information source for purchases and purchase influencers within organizations.

Question 11

Organizational objectives can be categorized as _____.
A) commercial
B) governmental
C) nonprofit
D) cooperative
E) all of the above

Accepted Answer

General organizational objectives help classify the nature of organizational activity.

Question 12

Payments, warranties, delivery dates, and so forth represent _____.
A) purchase specifications
B) product specifications
C) terms and conditions
D) postpurchase evaluation
E) relationship marketing

Accepted Answer

Purchasing is more concerned with terms and conditions.

Question 13

A commercial firm in which one or a few individuals owns a controlling share of the firm is known as a(n) _____.
A) public firm
B) cooperative firm
C) private firm
D) open firm
E) nontrade firm

Accepted Answer

A private firm is owned by one or a few individuals.

Question 14

A commercial firm in which stock is widely traded is known as a(n) _____.
A) public firm
B) cooperative firm
C) private firm
D) open firm
E) trade firm

Accepted Answer

A public firm is owned by stockholders.

Question 15

The beliefs and attitudes an organization's members have about the organization and how it operates is known as _____.
A) policy and procedure
B) firmographics
C) lifestyle
D) organizational style
E) organizational culture

Accepted Answer

Organizational culture is much like lifestyle in that organizations vary dramatically in how they make decisions.

Question 16

Laura's job is to negotiate the payment schedule, warranties, and delivery dates for major purchases made by her company. Laura deals with the _____ of the purchase.
A) evaluative criteria
B) product specifications
C) terms and conditions
D) postpurchase evaluation
E) relationship marketing aspect

Accepted Answer

Purchasing is more concerned with terms and conditions.

Question 17

Which of the following variables represents an organization's firmographics?
A) size
B) activities and objectives
C) location
D) industry category
E) all of the above

Accepted Answer

An organization's firmographics include both organization characteristics and characteristics of the composition of the organization.

Question 18

The American Red Cross participates in fund-raising activities all throughout the year. How would this be classified with respect to general organizational objectives and the nature of the organizational activity?
A) commercial objective, routine activity
B) governmental objective, routine activity
C) nonprofit objective, routine activity
D) cooperative objective, routine activity
E) nonprofit objective, complex activity

Accepted Answer

Fundraising would be classified as a nonprofit objective with a routine activity.

Question 19

Given the informational role of the web in today's B2B environment, salespeople need to _____.
A) adopt the role of solution provider
B) adopt the role of information provider
C) replace the use of search engines
D) redesign corporate websites
E) all of the above

Accepted Answer

Salespeople need to adopt the role of solution provider because the customer can find a great deal of information from the Internet.

Question 20

Organizational activities can be categorized as _____.
A) routine
B) complex
C) technical
D) A and B
E) A, B, and C

Accepted Answer

General organizational objectives help classify the nature of organizational activity.

Quiz 19: Organizational and Buyer Behavior

Which term is often used to refer to the organizational culture of a business firm?

Which of the following statements is FALSE regarding a firm's size?

General Electric commits millions of dollars a year to research and development to develop new products. How would this be classified with respect to general organizational objectives and the nature of the organizational activity?

_____ involve both organization characteristics (e.g., size, activities, and location) and characteristics of the composition of the organization (e.g., gender, age, education) .

Organizations have a type of self-concept and lifestyle that the text refers to as _____.

Roger owns 200 shares of stock in Home Depot. Which type of commercial firm is Home Depot?

Which of the following is NOT a category of organizational objectives?

Which of the following is NOT a component of firmographics?

Marcus works in operations. Which of the following evaluative criteria is NOT important to him?

Which of the following sources is rated as the most important information source for purchasers and purchase influencers within organizations?

Organizational objectives can be categorized as _____.

Payments, warranties, delivery dates, and so forth represent _____.

A commercial firm in which one or a few individuals owns a controlling share of the firm is known as a(n) _____.

A commercial firm in which stock is widely traded is known as a(n) _____.

The beliefs and attitudes an organization's members have about the organization and how it operates is known as _____.

Laura's job is to negotiate the payment schedule, warranties, and delivery dates for major purchases made by her company. Laura deals with the _____ of the purchase.

Which of the following variables represents an organization's firmographics?

The American Red Cross participates in fund-raising activities all throughout the year. How would this be classified with respect to general organizational objectives and the nature of the organizational activity?

Given the informational role of the web in today's B2B environment, salespeople need to _____.

Organizational activities can be categorized as _____.