The assistant heard her supervisor in the supply room yell, “Call Crate & Barrel—we need another case of their coffee mugs for the conference next week.”  The supervisor was asking her assistant to make a:   A. new buy B. straight rebuy C. modified rebuy D. make-buy E. standard buy

When compared to consumer markets (B2C), the buyers in organizational (B2B) markets are   A. more in number (i.e., there are a greater number of buyers in B2B than B2C markets) B. place smaller orders (i.e., order less per transaction) C. highly rational in their decision-making process D. less complex in their decision-making process E. spend less money per transaction

The process of dividing a market into groups of potential buyers who have similar needs and wants is   A. target marketing B. market segmentation C. consumer behavior D. channeling E. demography

As a new purchasing agent for a large corporation, you are coordinating the purchasing of a new, major piece of machinery that will be incorporated into the production process.  This machine is not unique (although new to your company); hence, it is available from many different vendors.  In this regard, you know that the complexity, time frame, and number of suppliers (respectively) for this purchase will be   A. complex, short and many. B. moderate, medium, and many. C. complex, long and many D. complex, medium, and one. E. moderate, short, and one.

Several people often participate in the organizational buying process.  Called       ______________, these people share common goals risks, and knowledge important to a purchase decision.   A. a feasibility study group B. corporate obstructionists C. a buying center D. a cohort

The process of dividing a market into groups of potential buyers who have similar needs and wants is   A. target marketing B. market segmentation C. consumer behavior D. channeling E. demography

Several people often participate in the organizational buying process.  Called       ______________, these people share common goals risks, and knowledge important to a purchase decision.   A. a feasibility study group B. corporate obstructionists C. a buying center D. a cohort

Questions 12-13 are based on the following mini-case: Deanna has invented a new product. It is a combination of hair spray and insect repellent. She describes her target market this way: “I feel this product is best suited for women aged 14 to 44 who enjoy the outdoors and spend a lot of time in outdoor sport and other activities. They are concerned about their appearance and always try to look neat and well-groomed. They don’t want their activities spoiled by worrying about insect bites and may actively dislike drugs. Most of them live in the sunbelt areas of the country.”   Deanna’s targeting of women in a certain age group is ____________ segmentation.   A. demographic B. psychographic C. behavioral D. geographic

As a new purchasing agent for a large corporation, you are coordinating the purchasing of a new, major piece of machinery that will be incorporated into the production process.  This machine is not unique (although new to your company); hence, it is available from many different vendors.  In this regard, you know that the complexity, time frame, and number of suppliers (respectively) for this purchase will be   A. complex, short and many. B. moderate, medium, and many. C. complex, long and many D. complex, medium, and one. E. moderate, short, and one.

The value of a brand to an organization is called   A. brand capital B. brand equity C. brand equality D. brand profit E. brand equalization