Question 1: A modified rebuy is MOST likely to occur for___________.
a.file folders
b.brooms
c.paper clips
d.a desk
e.copier paper
Question 2: Regarding new-task organizational buying, which of the following persons is LEAST likely to be involved?
a.a competitor's purchasing manager
b.a purchasing manager
c.a production line supervisor
d.the company president
e.a research assistant
Question 3: Regarding organizational buying, the people who have the power to select or approve the supplier--especially for larger purchases--are called___________.
a.influencers
b.deciders
c.buyers
d.gatekeepers
e.users
Question 4: Regarding the business (manufacturing) market, small firms (with fewer than 10 employees):
a.are not very numerous compared to the very large firms.
b.account for the vast majority of the total employment provided by all manufacturers.
c.are the majority of all firms, but account for less than 3 percent of "value added" by manufacturing.
d.amount to nearly two million establishments.
e.none of the above.
Question 5: Most purchasing managers:
a.reject "vendor analysis" as too subjective.
b.want to be "sold" by persuasive salespeople.
c.spend most of their time on new-task buying.
d.stress dependability as well as lower cost and higher quality.
e.dislike the higher risk that is involved in buying from a supplier that meets the ISO 9000 standard.
Question 6: A marketing manager who wants to apply the "hierarchy of needs" model should keep in mind that:
a.most consumers are already satisfied and promotion will be needed to "create a need."
b.the same marketing mix might satisfy two or more levels of need.
c.not enough attention is focused on physiological needs.
d."social needs" focus on the psychological variables in consumer behavior.
e.none of the above is true.
Question 7: Organizational buyers purchase the same product from more than one source:
a.if no supplier has a superior marketing mix.
b.to help ensure continuing supplies.
c.because a single vendor usually doesn't want all of the business.
d.if vendor analysis results in a "tie score" for the different suppliers.
e.None of the above is true.
Question 8: Carmen Corley is planning to buy a pair of running shoes. Recently, she has been noticing more Adidas advertising in magazines. This is an example of:
a.a physiological need.
b.dissonance.
c.need satisfaction.
d.selective exposure.
e.a consumer expectation.
Question 9: Which of the following is NOT one of the organizational buying processes discussed in the text?
a.straight rebuy buying
b.modified rebuy buying
c.important task buying
d.new-task buying
Question 10: An automobile manufacturer's practice of buying some of its raw materials from other manufacturers who in turn buy from it is an example of:
a.a procurement hub.
b.vendor analysis.
c.specification buying.
d.being "open to buy."
e.reciprocity.