Question 1

Governments are just about the only customers for certain products, such as jet fighters.The government is a(n) ________.

Accepted Answer

A)  end user
B)  organization
C)  gatekeeper
D)  facilitator
E)  resellerF) C) and D)
G) A) and E)

Question 2

Without encryption, it would be easy for unethical people using the computer to get your credit card number.

Accepted Answer

A) True 
 B)False

Question 3

A rifle manufacturer needs muzzles, trigger mechanisms, and wooden gunstocks to produce rifles.Without these items the manufacturer cannot produce its rifles.It will reduce its demand for trigger mechanisms and gunstocks if suppliers are unable to sell the muzzles it needs.This is an example of ________ demand.

Accepted Answer

A)  reverse
B)  synergistic
C)  joint
D)  reciprocal
E)  inelasticF) A) and D)
G) A) and B)

Question 4

________ occurs when firms obtain outside vendors to provide goods or services that might otherwise be supplied in-house.

Accepted Answer

A)  Outsourcing
B)  Reverse marketing
C)  Crowdsourcing
D)  Multiple sourcing
E)  InsourcingF) B) and C)
G) D) and E)

Question 5

The North American Industry Classification System (NAICS)  ________.

Accepted Answer

A)  is a replacement for the Better Business Bureau
B)  was developed in Europe
C)  includes information about industries in Mexico, Canada, and the United States
D)  uses a two-digit code that sorts industries into subsectors
E)  is a listing of consumer productsF) All of the above
G) A) and D)

Question 6

Straight rebuys ________.

Accepted Answer

A)  are the most complex of purchase types because they require customer relationship management
B)  are more complex than new-task buys
C)  often involve products with low risks
D)  involve recruiting new vendors
E)  are the B2B version of comparison shopping in the consumer marketF) B) and C)
G) A) and E)

Question 7

Sometimes supplier selection is based on ________, which means a buyer and a seller agree to purchase each other's goods and services even though the terms of the sales may not be the best available.

Accepted Answer

A)  requisition
B)  reciprocity
C)  customer references
D)  outsourcing
E)  reverse marketingF) None of the above
G) C) and D)

Question 8

A(n) ________ monitors and controls all traffic between the Internet and an intranet to restrict access.

Accepted Answer

A)  private exchange
B)  firewall
C)  encryption
D)  sniffer
E)  passwordF) A) and C)
G) None of the above

Question 9

The ________ is the member of the buying centre who makes the final decision.

Accepted Answer

A)  buyer
B)  gatekeeper
C)  decider
D)  user
E)  influencerF) A) and E)
G) A) and D)

Question 10

________ means scrambling a message so that only another individual or computer with the right "key" for deciphering it can unscramble it.

Accepted Answer

A)  Back-translation
B)  Encryption
C)  Authentication
D)  Reverse encoding
E)  SniffingF) D) and E)
G) A) and C)

Question 11

Paperspace.com is a place where invited paper manufacturers and pulp mill operations around the world can collaborate and trade with one another.Paperspace.com is an example of a private exchange.

Accepted Answer

A) True 
 B)False

Question 12

Tri Restaurant, Inc.is the parent company of three chains of restaurants.How might Tri Restaurant, Inc.utilize the company extranet?

Accepted Answer

A company uses an extranet to allow cert...

Question 13

In terms of organizational markets, discount stores are examples of ________.

Accepted Answer

A)  resellers
B)  resuppliers
C)  not-for-profit markets
D)  producers
E)  facilitating agentsF) A) and B)
G) C) and D)

Question 14

What is the next step in the business buying decision process after the product specifications are written?

Accepted Answer

A)  obtain written or verbal bids
B)  evaluate alternatives
C)  scan trade publications
D)  evaluate vendors
E)  set price ceilingF) B) and E)
G) B) and C)

Question 15

A modified rebuy ________.

Accepted Answer

A)  requires more time and effort than straight rebuys
B)  is the B2B version an impulse purchase in the consumer market
C)  requires more time and effort than new-task buying
D)  occurs whenever a company reorders a product from an original supplier
E)  involves only one role in the buying centreF) B) and D)
G) A) and B)

Question 16

Business-to-business ________ refers to Internet exchanges between two or more businesses or organizations.

Accepted Answer

A)  social media
B)  outsourcing
C)  e-commerce
D)  reciprocity
E)  buyclassF) A) and E)
G) A) and B)

Question 17

A(n) ________ can be especially useful for companies that need to have secure communications with their dealers, distributors, and/or franchisees.

Accepted Answer

A)  intranet
B)  social networking site
C)  extranet
D)  virtual trade show
E)  buying centreF) A) and B)
G) D) and E)

Question 18

Which of the following statements about organizational markets is NOT true?

Accepted Answer

A)  End consumers are included in the market.
B)  The size of purchases made in organizational markets is much larger than those made in consumer markets.
C)  Organizational markets are geographically concentrated.
D)  Organizational markets have a narrow customer base and a small number of buyers.
E)  Most demand for organizational products is derived and inelastic.F) All of the above
G) C) and D)

Question 19

Explain the North American Industry Classification System (NAICS).How do companies use it?

Accepted Answer

The North American Industry Classificati...

Question 20

To increase security of their Internet sites and transactions, most companies now use encryption software to assign employee passwords.

Accepted Answer

A) True 
 B)False

Exam 5: Business-To-Business Markets: How and Why Organizations Buy?

Without encryption, it would be easy for unethical people using the computer to get your credit card number.

Correct Answer
verified

The North American Industry Classification System (NAICS) ________.

Correct Answer
verified

To increase security of their Internet sites and transactions, most companies now use encryption software to assign employee passwords.

Correct Answer
verified

In terms of organizational markets, discount stores are examples of ________.

Correct Answer
verified

A modified rebuy ________.

Correct Answer
verified

A(n) ________ monitors and controls all traffic between the Internet and an intranet to restrict access.

Correct Answer
verified

Tri Restaurant, Inc.is the parent company of three chains of restaurants.How might Tri Restaurant, Inc.utilize the company extranet?

Correct Answer
verified
A company uses an extranet to allow cert...
View Answer

Sometimes supplier selection is based on ________, which means a buyer and a seller agree to purchase each other's goods and services even though the terms of the sales may not be the best available.

Correct Answer
verified

Which of the following statements about organizational markets is NOT true?

Correct Answer
verified

Business-to-business ________ refers to Internet exchanges between two or more businesses or organizations.

Correct Answer
verified

Paperspace.com is a place where invited paper manufacturers and pulp mill operations around the world can collaborate and trade with one another.Paperspace.com is an example of a private exchange.

Correct Answer
verified

Straight rebuys ________.

Correct Answer
verified

The ________ is the member of the buying centre who makes the final decision.

Correct Answer
verified

What is the next step in the business buying decision process after the product specifications are written?

Correct Answer
verified

Explain the North American Industry Classification System (NAICS).How do companies use it?

Correct Answer
verified
The North American Industry Classificati...
View Answer

Governments are just about the only customers for certain products, such as jet fighters.The government is a(n) ________.

Correct Answer
verified

A(n) ________ can be especially useful for companies that need to have secure communications with their dealers, distributors, and/or franchisees.

Correct Answer
verified

Correct Answer
verified

________ occurs when firms obtain outside vendors to provide goods or services that might otherwise be supplied in-house.

Correct Answer
verified

________ means scrambling a message so that only another individual or computer with the right "key" for deciphering it can unscramble it.

Correct Answer
verified

Exam 5: Business-To-Business Markets: How and Why Organizations Buy?

Without encryption, it would be easy for unethical people using the computer to get your credit card number.

Correct AnswerverifiedShow Answer

The North American Industry Classification System (NAICS) ________.

Correct AnswerverifiedShow Answer

To increase security of their Internet sites and transactions, most companies now use encryption software to assign employee passwords.

Correct AnswerverifiedShow Answer

In terms of organizational markets, discount stores are examples of ________.

Correct AnswerverifiedShow Answer

A modified rebuy ________.

Correct AnswerverifiedShow Answer

A(n) ________ monitors and controls all traffic between the Internet and an intranet to restrict access.

Correct AnswerverifiedShow Answer

Tri Restaurant, Inc.is the parent company of three chains of restaurants.How might Tri Restaurant, Inc.utilize the company extranet?

Correct AnswerverifiedA company uses an extranet to allow cert...View AnswerShow Answer

Sometimes supplier selection is based on ________, which means a buyer and a seller agree to purchase each other's goods and services even though the terms of the sales may not be the best available.

Correct AnswerverifiedShow Answer

Which of the following statements about organizational markets is NOT true?

Correct AnswerverifiedShow Answer

Business-to-business ________ refers to Internet exchanges between two or more businesses or organizations.

Correct AnswerverifiedShow Answer

Paperspace.com is a place where invited paper manufacturers and pulp mill operations around the world can collaborate and trade with one another.Paperspace.com is an example of a private exchange.

Correct AnswerverifiedShow Answer

Straight rebuys ________.

Correct AnswerverifiedShow Answer

The ________ is the member of the buying centre who makes the final decision.

Correct AnswerverifiedShow Answer

What is the next step in the business buying decision process after the product specifications are written?

Correct AnswerverifiedShow Answer

Explain the North American Industry Classification System (NAICS).How do companies use it?

Correct AnswerverifiedThe North American Industry Classificati...View AnswerShow Answer

Governments are just about the only customers for certain products, such as jet fighters.The government is a(n) ________.

Correct AnswerverifiedShow Answer

A(n) ________ can be especially useful for companies that need to have secure communications with their dealers, distributors, and/or franchisees.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

________ occurs when firms obtain outside vendors to provide goods or services that might otherwise be supplied in-house.

Correct AnswerverifiedShow Answer

________ means scrambling a message so that only another individual or computer with the right "key" for deciphering it can unscramble it.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
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Correct Answer
verified

Correct Answer
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Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
A company uses an extranet to allow cert...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The North American Industry Classificati...
View Answer

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
verified

Correct Answer
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