Question 1

Organizational markets are relatively small in terms of the number of customers.

Accepted Answer

A) True 
 B)False

Question 2

If a piece of equipment breaks down while under warranty and the breakdown does not slow down production,_____ risk would be realized.

Accepted Answer

A)   Performance
B)   Financial
C)   Performance and financial
D)   Social
E)   EnvironmentalF) C) and E)
G) A) and D)

Question 3

Choosing an off-brand for service could be a(n) _____,designed to maximize gain through saving the company the most money or making a name for oneself as an innovator.

Accepted Answer

A)   Offensive strategy
B)   Horizontal dimension
C)   Intrinsic reward
D)   Extrinsic reward
E)   Defensive strategyF) B) and C)
G) C) and D)

Question 4

One characteristic of buying centers is that members come and go.This characteristic is called:

Accepted Answer

A)   Vertical dimension
B)   Company orientation
C)   Formalization
D)   Time fragmentation
E)   Horizontal dimensionF) D) and E)
G) B) and C)

Question 5

According to the buying determinants theory,how do market factors impact how decisions are made?

Accepted Answer

Market factors are the characteristics o...

Question 6

Self-orientation and company orientation operate independently.

Accepted Answer

A) True 
 B)False

Question 7

Buyers collect information to reduce risk.In terms of the sources of information,which of the following statements is TRUE?

Accepted Answer

A)   Commercial sources are relied on more heavily than are noncommercial sources
B)   Personal sources are more widely used early in the process
C)   Compared to personal sources, impersonal sources grow in importance over the course of the decision
D)   Buyers constantly review noncommercial and commercial sources, even when no purchase is imminent
E)   Commercial sources are those sources outside the control of the marketerF) B) and E)
G) All of the above

Question 8

In terms of the buying center,horizontal dimensions imply:

Accepted Answer

A)   How many departments are involved
B)   How many layers of management are involved
C)   The degree to which purchasing tasks and roles are defined
D)   The latitude that a buying center member has in choosing how to go about making the purchase
E)   The probability of an outcome and the importance or cost associated with the outcomeF) A) and B)
G) A) and C)

Question 9

In terms of the buying center,which of the following statement is INACCURATE?

Accepted Answer

A)   A buying center means that a committee is formed, with individuals designated as a gatekeeper, influencer, etc
B)   Cross-functional sourcing teams are formal examples of buying centers and are growing in use
C)   The buying center is a changing, complex, and informal group
D)   Initiators may not be involved again once they've set the purchase in motion
E)   Initiators may also act as influencers and as gatekeepersF) C) and D)
G) A) and E)

Question 10

Which of the following is a challenge specific to marketers operating within wide buying centers?

Accepted Answer

A)   Needs and purchasing motivations vary greatly
B)   Many different people must be reached in order to accomplish a sale
C)   Company policies and procedures may limit the choice of buying activities
D)   The terms of payment are not important
E)   Length of time taken in the decision-making processF) A) and C)
G) C) and D)

Question 11

In Egypt,Islamic values of honor and family loyalty often guide buyer behavior.This best illustrates the fact that buyer behavior is influenced by:

Accepted Answer

A)   Technology
B)   Cultural values
C)   Government's actions
D)   Economical factors
E)   Religious beliefsF) A) and B)
G) B) and C)

Question 12

Getting as many people involved as possible in order to share the blame if things go wrong is an example of:

Accepted Answer

A)   Self-efficacy
B)   Offensive strategies
C)   Company orientation
D)   Defensive strategies
E)   Self-orientationF) D) and E)
G) A) and E)

Question 13

Gatekeepers control information between members of a group.

Accepted Answer

A) True 
 B)False

Question 14

Write a short note on time fragmentation?

Accepted Answer

One characteristic of buying centers is ...

Question 15

In organizational buying,the _____ starts the purchase process by recognizing the need.

Accepted Answer

A)   Controller
B)   Initiator
C)   Influencer
D)   Gatekeeper
E)   Purchasing agentF) A) and B)
G) A) and C)

Question 16

According to the expanded buying determinants theory,policies supporting vertical and horizontal dimensions are:

Accepted Answer

A)   Organizational factors
B)   Individual factors
C)   Market factors
D)   Environmental factors
E)   Demographic factorsF) B) and C)
G) C) and D)

Question 17

In terms of the buying center,decisions concerning component parts tend to be "wide".

Accepted Answer

A) True 
 B)False

Question 18

Which of the following statements about market factors is FALSE?

Accepted Answer

A)   Market factors include the number and relative size of competitors
B)   Market factors are the characteristics of the market that influence buyer behavior
C)   Relative size of buyers can make an impact on buying behavior
D)   The number of competitors can be affected by the availability of substitutes
E)   Organizational markets are relatively large in terms of the number of customersF) C) and E)
G) C) and D)

Question 19

This is a noncommercial,impersonal source of information.

Accepted Answer

A)   Web sites
B)   Word of mouth from consultants
C)   Trade publications
D)   Telemarketing
E)   Word-of-mouth from colleaguesF) All of the above
G) B) and C)

Question 20

Which of the following is an example of an intrinsic reward?

Accepted Answer

A)   Salary
B)   Satisfaction
C)   Promotion
D)   Praise
E)   BonusF) C) and E)
G) B) and C)

Exam 4: Organizational Buyer Behavior

In terms of the buying center,which of the following statement is INACCURATE?

Correct AnswerverifiedShow Answer

According to the expanded buying determinants theory,policies supporting vertical and horizontal dimensions are:

Correct AnswerverifiedShow Answer

According to the buying determinants theory,how do market factors impact how decisions are made?

Correct AnswerverifiedMarket factors are the characteristics o...View AnswerShow Answer

Organizational markets are relatively small in terms of the number of customers.

Correct AnswerverifiedShow Answer

In organizational buying,the _____ starts the purchase process by recognizing the need.

Correct AnswerverifiedShow Answer

One characteristic of buying centers is that members come and go.This characteristic is called:

Correct AnswerverifiedShow Answer

Gatekeepers control information between members of a group.

Correct AnswerverifiedShow Answer

Choosing an off-brand for service could be a(n) _____,designed to maximize gain through saving the company the most money or making a name for oneself as an innovator.

Correct AnswerverifiedShow Answer

Buyers collect information to reduce risk.In terms of the sources of information,which of the following statements is TRUE?

Correct AnswerverifiedShow Answer

In Egypt,Islamic values of honor and family loyalty often guide buyer behavior.This best illustrates the fact that buyer behavior is influenced by:

Correct AnswerverifiedShow Answer

If a piece of equipment breaks down while under warranty and the breakdown does not slow down production,_____ risk would be realized.

Correct AnswerverifiedShow Answer

This is a noncommercial,impersonal source of information.

Correct AnswerverifiedShow Answer

Which of the following statements about market factors is FALSE?

Correct AnswerverifiedShow Answer

In terms of the buying center,horizontal dimensions imply:

Correct AnswerverifiedShow Answer

In terms of the buying center,decisions concerning component parts tend to be "wide".

Correct AnswerverifiedShow Answer

Which of the following is a challenge specific to marketers operating within wide buying centers?

Correct AnswerverifiedShow Answer

Self-orientation and company orientation operate independently.

Correct AnswerverifiedShow Answer

Getting as many people involved as possible in order to share the blame if things go wrong is an example of:

Correct AnswerverifiedShow Answer

Write a short note on time fragmentation?

Correct AnswerverifiedOne characteristic of buying centers is ...View AnswerShow Answer

Which of the following is an example of an intrinsic reward?

Correct AnswerverifiedShow Answer

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Market factors are the characteristics o...
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One characteristic of buying centers is ...
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