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Homework answers / question archive / 1)involve both organization characteristics (e

1)involve both organization characteristics (e

Marketing

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

 

 

 

  1. _____ refers to the flow of purchase influence within an industry.
  2. A commercial firm in which one or a few individuals owns a controlling share of the firm is known as a(n) _____.
  3. A commercial firm in which stock is widely traded is known as a(n) _____.
  4. A conjunctive decision rule is very common in the first stage of a two-stage decision process with respect to evaluation and search in an organizational buying situation.
  5. A difference between large and small organizations when making a purchase decision is _____.
  6. A healthy business relationship depends on social relations.
  7. Bob is an engineer. For which stage of the product life cycle is he likely to be a member of a key function influencing purchase decisions?
  8. Buyers with higher risk tolerance should prefer relational exchanges.
  9. Buying units (BU) are the individuals within an organization who participate in making a given purchase decision.
  10. Carlos is trying to understand the organizational buyer behavior of firms in his sales territory. Which of the following is an external influence on an organization's culture that he should examine?
  11. Darryl is a chemist at a pharmaceutical company, and he was asked by the decision-making unit at his company to visit and evaluate potential vendors that will supply his company with the chemicals required to manufacture their products and to conduct laboratory tests of a new product that can be used in the manufacture of their products. Darryl is assisting the company with which type of information search?
  12. Decision-making units are likely to vary over the product life cycle.
  13. Decision-making units often function as _____ when they consist of individuals from various areas of the firm, such as accounting, engineering, manufacturing, and marketing, who meet specifically to make a purchase decision.
  14. Early adopters are innovative organizations that derive a great deal of their success from leading change.
  15. Emotion plays no role in organizational buying.
  16. Firmographics, culture, government, reference groups, and marketing activities are _____ influences on organizational buyer behavior.
  17. For products in which stage of the product life cycle are engineering and R&D likely to be key functions influencing the purchase decision?
  18. For products in which stage of the product life cycle is the purchasing function of an organization likely to be the key function influencing the purchase decision?
  19. For which stage of the product life cycle is the decision-making unit likely to be small?
  20. For which stage of the product life cycle is the size of the decision-making unit typically large?
  21. For which stage of the product life cycle is the size of the decision-making unit likely to be neither small nor large, but medium?
  22. For which type of industry are average costs per sales call the highest?
  23. 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?
  24. Given the informational role of the web in today's B2B environment, salespeople need to _____.
  25. In high-tech markets, who is most likely to recognize a problem or need to purchase?
  26. In Japan and most of Europe, bribery and similar approaches for making sales are considered acceptable.
  27. Individual power and expertise have virtually no influence on organizational decisions because it is a group process involving DMUs.
  28. Innovative organizations that derive a great deal of their success from leading change are referred to as _____.
  29. Juan's job as a purchasing agent consists mostly of reordering basic supplies and component parts. Which type of organizational purchase situation does this represent?
  30. 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.
  31. Lead users tend to accelerate diffusion of information through infrastructure, which is labeled as _____.
  32. Lead users tend to accelerate market adoption, which is labeled as _____.
  33. Limited rebuy is the approach used in an organizational buying situation when the purchase is moderately important to the firm or the choice is somewhat complex.
  34. Madeline works in purchasing for a major corporation. For purchase of products, in which stage of the product life cycle is she likely to perform a key function influencing purchase decisions?
  35. Marcus works in operations. Which of the following evaluative criteria is NOT important to him?
  36. Maria is a pharmaceutical sales representative who calls on hospitals. She is taking on a new territory, and she is trying to learn the internal influences on each hospital's culture. Which of the following is something that she should consider with respect to internal influences?
  37. Marketers have learned which of the following with respect to segmenting business customers?
  38. Microsoft is a company that has derived a great deal of success from leading change, and other computer-related companies look to Microsoft for cues as to where technology will be heading in the future. Microsoft would be classified as which type of user reference group?
  39. Organizational culture is a concept that is similar to consumer self-concept and lifestyle.
  40. Organizational objectives can be categorized as commercial, governmental, nonprofit, and cooperative.
  41. Organizational purchase situations are known as straight rebuy, modified rebuy, and new task.
  42. Organizations have a type of self-concept and lifestyle that the text refers to as _____.
  43. Organizations with distinguishing firmographics can be grouped into market segments through a process called _____.
  44. Payments, warranties, delivery dates, and so forth are examples of a purchase's terms and conditions.
  45. Payments, warranties, delivery dates, and so forth represent _____.
  46. People from different functional areas of an organization in a DMU will always use the same evaluative criteria.
  47. Perhaps the most powerful type of reference group in industrial markets is that of _____.
  48. Power, prestige, security, and similar noneconomic criteria have no role in business purchase decisions.
  49. Problem recognition, information search, alternative evaluation and selection, outlet selection and purchase, and post-purchase processes represent _____.
  50. Robert Mondavi is a well-known winery in Napa Valley, CA. It is a family-owned business and is not traded on any stock exchange. Which type of commercial firm is this known as?
  51. Roger owns 200 shares of stock in Home Depot. Which type of commercial firm is Home Depot?
  52. Shawn tries to obtain information that might assist his company whenever he talks with sales representatives, attends trade shows, or when he reads the journals related to his industry. Shawn is conducting a(n) _____.
  53. Sinclair is from accounting and is a member of a committee to purchase a new mainframe computer system for his company. Sinclair is a member of the _____.
  54. Site visits to potential vendors, laboratory tests of a new product, and investigation of possible product specifications are part of formal information search.
  55. 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?
  56. The beliefs and attitudes an organization's members have about the organization and how it operates is known as _____.
  57. The College of Business at a major university is considering the purchase of technology necessary to enable them to put their curriculum online. This decision is very important and includes a very large and evolving decision-making unit. Which type of organizational purchase situation does this represent?
  58. The culture of most organizations is influenced most heavily by which of the following?
  59. The individuals (representing functional areas and management) within an organization who participate in making a given purchase decision make up the _____.
  60. The types of individuals who work in the organization represent the organization's _____.
  61. To process information, a firm must go through the same sequential stages of exposure, attention, and interpretation as consumers.
  62. Various factors beyond functional utility influence organizational decisions.
  63. Which form of organizational buyer exchange involves multiple events, occurs over an extended period of time, and involves higher levels of loyalty?
  64. Which form of organizational buyer exchange involves single transactions, is short lived, involves few involvements by the buyer and seller in the relationship, and involves low loyalty?
  65. Which of the following can possibly be part of the informal information search process for organizational buyers?
  66. Which of the following is a characteristic of a decision-making unit?
  67. Which of the following is a reason for the significant role of salespeople in industrial markets?
  68. Which of the following is a value representative of an innovative organization that seeks to change, views problems as opportunities, and rewards individual efforts?
  69. Which of the following is an external influence on organizational buyer behavior?
  70. Which of the following is an infrastructure reference group?
  71. Which of the following is an internal influence on organizational buyer behavior?
  72. Which of the following is an organizational purchase situation?
  73. Which of the following is  regarding what drives businesses?
  74. Which of the following is NOT a category of organizational objectives?
  75. Which of the following is NOT a component of firmographics?
  76. Which of the following is NOT a role played by members of the decision-making unit?
  77. Which of the following is NOT a stage in the organizational buying decision process?
  78. Which of the following is NOT an external influence on organization buyer behavior?
  79. Which of the following is NOT an internal influence on organizational buyer behavior?
  80. Which of the following is NOT an objective uncovered through research that drives the management of privately held firms?
  81. Which of the following is NOT considered a user reference group in organizational buying?
  82. Which of the following is the MOST important element of the communications mix in most industrial markets?
  83. Which of the following sources is rated as the most important information source for purchasers and purchase influencers within organizations?
  84. Which of the following statements is  regarding a firm's size?
  85. Which of the following statements regarding culture and government is ?
  86. Which organization buyer segment doesn't want value-added service and doesn't want to pay for it?
  87. Which organizational buyer segment is expensive to serve, but loyal and willing to pay for value-added services?
  88. Which term is often used to refer to the organizational culture of a business firm?
  89. Which type of decision rule is very common in the first step of a two-stage decision for an organizational purchase?
  90. Which type of organizational purchase situation is characterized by low purchase importance, low choice complexity, level of decision-making unit (DMU) at low levels of the organization, a very small DMU, very brief time to decision, and very limited decision search?
  91. Which type of organizational purchase situation is characterized by high purchase importance and complexity, a large and evolving decision-making unit that includes the top of the organization, a long time to decision, extensive information search and analysis techniques, and a dominant strategic focus?
  92. Which type of organizational purchase situation occurs when the purchase is of minor importance and is not complex?

 

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