Q&A Hero

Q: NARRBEGIN: Rock-TennRock-TennRock-Tenn produces packaging products. They make cartons that will hold a dozen Dunkin" Donuts, waffle fries for Chik-fil-A, Gillette razors, Haagen -Daz ice cream, express mail envelopes for FedEx and much more. Rock-Tenn business fluctuates depending on consumer demand. As plastic products become more expensive companies turn to cardboard and paper to package their products.NARRENDRefer to Rock-Tenn. Lubricants used to maintain the machinery that produces cartons would be an example of _____.a. major equipmentb. accessory equipmentc. raw materialsd. suppliese. processed materials

Q: NARRBEGIN: Rock-TennRock-TennRock-Tenn produces packaging products. They make cartons that will hold a dozen Dunkin" Donuts, waffle fries for Chik-fil-A, Gillette razors, Haagen -Daz ice cream, express mail envelopes for FedEx and much more. Rock-Tenn business fluctuates depending on consumer demand. As plastic products become more expensive companies turn to cardboard and paper to package their products.NARRENDRefer to Rock-Tenn. Power tools used to maintain the machinery that produces cartons would be an example of _____.a. major equipmentb. accessory equipmentc. raw materialsd. component partse. processed materials

Q: NARRBEGIN: Rock-TennRock-TennRock-Tenn produces packaging products. They make cartons that will hold a dozen Dunkin" Donuts, waffle fries for Chik-fil-A, Gillette razors, Haagen -Daz ice cream, express mail envelopes for FedEx and much more. Rock-Tenn business fluctuates depending on consumer demand. As plastic products become more expensive companies turn to cardboard and paper to package their products.NARRENDRefer to Rock-Tenn. Rock-Tenn makes paper products for companies to use in their product and service offerings. As demand for their products increased due to rising plastic prices, Rock-Tenn had to acquire other plants and equipment to help in its business. This is an example of the _____.a. customer acceleratorb. volume principlec. growing principled. marketing effecte. multiplier effect

Q: The demand for Rock-Tenn's cardboard cartons depends on how many Dunkin" Donuts, Chick-fil-A waffle fries and Chinese take-out meals consumers order. This is an example of _____ demand. a. inelastic b. derived c. joint d. fluctuating e. elastic

Q: NARRBEGIN: Rock-TennRock-TennRock-Tenn produces packaging products. They make cartons that will hold a dozen Dunkin" Donuts, waffle fries for Chik-fil-A, Gillette razors, Haagen -Daz ice cream, express mail envelopes for FedEx and much more. Rock-Tenn business fluctuates depending on consumer demand. As plastic products become more expensive companies turn to cardboard and paper to package their products.NARRENDRefer to Rock-Tenn. Rock-Tenn makes paper products for companies to use in their product and service offerings. As long as there is a demand for Dunkin" Donuts, there will be demand for their dozen-donut cartons, which will ensure demand for paper to manufacture into cartons. This is an example of _____ demand.a. derivedb. inelasticc. jointd. consumere. upward

Q: NARRBEGIN: Rock-TennRock-TennRock-Tenn produces packaging products. They make cartons that will hold a dozen Dunkin" Donuts, waffle fries for Chik-fil-A, Gillette razors, Haagen -Daz ice cream, express mail envelopes for FedEx and much more. Rock-Tenn business fluctuates depending on consumer demand. As plastic products become more expensive companies turn to cardboard and paper to package their products.NARRENDRefer to Rock-Tenn. Rock-Tenn makes paper products for companies to use in their product and service offerings. Rock-Tenn buys paper, wood chips, and supplies from companies to make its cartons. Rock-Tenn would be considered a(n) _____.a. FAQb. NAICSc. OEMd. NPe. LOL

Q: NARRBEGIN: Rock-TennRock-TennRock-Tenn produces packaging products. They make cartons that will hold a dozen Dunkin" Donuts, waffle fries for Chik-fil-A, Gillette razors, Haagen -Daz ice cream, express mail envelopes for FedEx and much more. Rock-Tenn business fluctuates depending on consumer demand. As plastic products become more expensive companies turn to cardboard and paper to package their products.NARRENDRefer to Rock-Tenn. Rock-Tenn makes paper products for companies to use in their product and service offerings. The business market consists of four categories of business customers. Rock-Tenn's customers are an example of a _____.a. producersb. resellersc. governmentsd. institutionse. all of the above

Q: NARRBEGIN: Rock-TennRock-TennRock-Tenn produces packaging products. They make cartons that will hold a dozen Dunkin" Donuts, waffle fries for Chik-fil-A, Gillette razors, Haagen -Daz ice cream, express mail envelopes for FedEx and much more. Rock-Tenn business fluctuates depending on consumer demand. As plastic products become more expensive companies turn to cardboard and paper to package their products.NARRENDRefer to Rock-Tenn. Rock-Tenn makes paper products for companies to use in their product and service offerings. This is an example of _____.a. business marketingb. consumer marketingc. Internet marketingd. retail marketinge. complex marketing

Q: NARRBEGIN: Claxton FruitcakesClaxton FruitcakesOne common Christmas tradition in many households is the Claxton fruitcake. The fruitcake bakery in Claxton, Georgia, makes about 6 million pounds of fruitcake annually and has $12 million in sales. One fruitcake batch weighs 375 pounds. About 70 percent of that weight is fruits and nuts. A single batch is divided into 34 loaf pans that hold 11 pounds each. Loaves are cooked for 100 minutes at 375 degrees. The bakery can cook 6,000 pounds at a time. During the baking season (August-December), the bakery uses a tractor-trailer load of raisins each day. The suggested retail price of a one-pound Claxton fruitcake is $3.69.NARRENDRefer to Claxton Fruitcakes. For a corporation that has been giving its key customers Claxton fruitcakes since 1950, placing the order for cakes to be delivered this year would be an example of a _____ because some negotiation about price and quantity must occur each year.a. new buyb. contingency buyc. modified rebuyd. situational buye. straight rebuy

Q: NARRBEGIN: Claxton FruitcakesClaxton FruitcakesOne common Christmas tradition in many households is the Claxton fruitcake. The fruitcake bakery in Claxton, Georgia, makes about 6 million pounds of fruitcake annually and has $12 million in sales. One fruitcake batch weighs 375 pounds. About 70 percent of that weight is fruits and nuts. A single batch is divided into 34 loaf pans that hold 11 pounds each. Loaves are cooked for 100 minutes at 375 degrees. The bakery can cook 6,000 pounds at a time. During the baking season (August-December), the bakery uses a tractor-trailer load of raisins each day. The suggested retail price of a one-pound Claxton fruitcake is $3.69.NARRENDRefer to Claxton Fruitcakes. Any company that purchased Claxton fruitcakes to give to its customers would treat this purchase like any other purchase and evaluate the cake and the company in terms of:a. demand, value, and promotionb. quality, service, and pricec. order time and delivery timed. customer relationships, costs, and ethical behaviore. time requirements, order speed, and customer reactions

Q: NARRBEGIN: Claxton FruitcakesClaxton FruitcakesOne common Christmas tradition in many households is the Claxton fruitcake. The fruitcake bakery in Claxton, Georgia, makes about 6 million pounds of fruitcake annually and has $12 million in sales. One fruitcake batch weighs 375 pounds. About 70 percent of that weight is fruits and nuts. A single batch is divided into 34 loaf pans that hold 11 pounds each. Loaves are cooked for 100 minutes at 375 degrees. The bakery can cook 6,000 pounds at a time. During the baking season (August-December), the bakery uses a tractor-trailer load of raisins each day. The suggested retail price of a one-pound Claxton fruitcake is $3.69.NARRENDRefer to Claxton Fruitcakes. In terms of business-to-business products, the flour used in fruitcakes is an example of:a. OEM suppliesb. installationsc. MRO suppliesd. processed materialse. accessory supplies

Q: NARRBEGIN: Claxton FruitcakesClaxton FruitcakesOne common Christmas tradition in many households is the Claxton fruitcake. The fruitcake bakery in Claxton, Georgia, makes about 6 million pounds of fruitcake annually and has $12 million in sales. One fruitcake batch weighs 375 pounds. About 70 percent of that weight is fruits and nuts. A single batch is divided into 34 loaf pans that hold 11 pounds each. Loaves are cooked for 100 minutes at 375 degrees. The bakery can cook 6,000 pounds at a time. During the baking season (August-December), the bakery uses a tractor-trailer load of raisins each day. The suggested retail price of a one-pound Claxton fruitcake is $3.69.NARRENDRefer to Claxton Fruitcakes. In terms of business-to-business products, the large ovens in which the cakes are baked are examples of:a. component partsb. MRO equipmentc. specialty equipmentd. processed suppliese. major equipment

Q: NARRBEGIN: Claxton FruitcakesClaxton FruitcakesOne common Christmas tradition in many households is the Claxton fruitcake. The fruitcake bakery in Claxton, Georgia, makes about 6 million pounds of fruitcake annually and has $12 million in sales. One fruitcake batch weighs 375 pounds. About 70 percent of that weight is fruits and nuts. A single batch is divided into 34 loaf pans that hold 11 pounds each. Loaves are cooked for 100 minutes at 375 degrees. The bakery can cook 6,000 pounds at a time. During the baking season (August-December), the bakery uses a tractor-trailer load of raisins each day. The suggested retail price of a one-pound Claxton fruitcake is $3.69.NARRENDRefer to Claxton Fruitcakes. Because demand for raisins to bake into the fruitcakes does not change on the basis of the price fluctuations of dried fruits, Claxton's demand for raisins is an example of _____ demand.a. inelasticb. derivedc. fluctuatingd. elastice. joint

Q: NARRBEGIN: Baseball DirtBaseball DirtDirt is not dirt when it comes to baseball fields. About two-thirds of the pro baseball fields got their dirt from a dirt farm in New Jersey called Partac Peat. The company markets a secret mix for the infield (resilient), the warning track (extra crunchy), and the pitcher's mounds (firm). Mounds come in red, brown, orange, and gray colors. Roger Bossard, the White Sox head groundskeeper, scouted nationwide for dirt before settling on the mix provided by Partac Peat. (He uses sand under the grassy areas of the playing field.)NARRENDRefer to Baseball Dirt. The first time Roger Bossard purchased Partac Peat, it was most likely an example of which type of buying situation?a. modified rebuyb. new buyc. habitual buying decisiond. buying heuristicse. straight rebuy

Q: NARRBEGIN: Baseball DirtBaseball DirtDirt is not dirt when it comes to baseball fields. About two-thirds of the pro baseball fields got their dirt from a dirt farm in New Jersey called Partac Peat. The company markets a secret mix for the infield (resilient), the warning track (extra crunchy), and the pitcher's mounds (firm). Mounds come in red, brown, orange, and gray colors. Roger Bossard, the White Sox head groundskeeper, scouted nationwide for dirt before settling on the mix provided by Partac Peat. (He uses sand under the grassy areas of the playing field.)NARRENDRefer to Baseball Dirt. Roger Bossard, the White Sox head groundskeeper, most likely did NOT assume which of the following buying center roles since he has the authority to buy whatever is needed to make the baseball field the best playing surface possible?a. gatekeeperb. deciderc. evaluatord. influencere. initiator

Q: NARRBEGIN: Baseball DirtBaseball DirtDirt is not dirt when it comes to baseball fields. About two-thirds of the pro baseball fields got their dirt from a dirt farm in New Jersey called Partac Peat. The company markets a secret mix for the infield (resilient), the warning track (extra crunchy), and the pitcher's mounds (firm). Mounds come in red, brown, orange, and gray colors. Roger Bossard, the White Sox head groundskeeper, scouted nationwide for dirt before settling on the mix provided by Partac Peat. (He uses sand under the grassy areas of the playing field.)NARRENDRefer to Baseball Dirt. What type of business product would Partac Peat be since it is used in the making of baseball fields?a. equipmentb. accessory equipmentc. capital itemd. processed materialse. component parts

Q: NARRBEGIN: Baseball DirtBaseball DirtDirt is not dirt when it comes to baseball fields. About two-thirds of the pro baseball fields got their dirt from a dirt farm in New Jersey called Partac Peat. The company markets a secret mix for the infield (resilient), the warning track (extra crunchy), and the pitcher's mounds (firm). Mounds come in red, brown, orange, and gray colors. Roger Bossard, the White Sox head groundskeeper, scouted nationwide for dirt before settling on the mix provided by Partac Peat. (He uses sand under the grassy areas of the playing field.)NARRENDRefer to Baseball Dirt. Because Partac Peat is a business product, the primary promotional method used for its sale is:a. trade promotionsb. slotting allowancesc. personal sellingd. advertising in consumer magazinese. publicity

Q: NARRBEGIN: Baseball DirtBaseball DirtDirt is not dirt when it comes to baseball fields. About two-thirds of the pro baseball fields got their dirt from a dirt farm in New Jersey called Partac Peat. The company markets a secret mix for the infield (resilient), the warning track (extra crunchy), and the pitcher's mounds (firm). Mounds come in red, brown, orange, and gray colors. Roger Bossard, the White Sox head groundskeeper, scouted nationwide for dirt before settling on the mix provided by Partac Peat. (He uses sand under the grassy areas of the playing field.)NARRENDRefer to Baseball Dirt. An increase in the price of Partac Peat will not affect the demand for the product because many groundskeepers believe there is no substitute for the product. Thus, demand for Partac Peat is:a. inelasticb. intangiblec. heterogeneousd. synergistice. elastic

Q: NARRBEGIN: Baseball DirtBaseball DirtDirt is not dirt when it comes to baseball fields. About two-thirds of the pro baseball fields got their dirt from a dirt farm in New Jersey called Partac Peat. The company markets a secret mix for the infield (resilient), the warning track (extra crunchy), and the pitcher's mounds (firm). Mounds come in red, brown, orange, and gray colors. Roger Bossard, the White Sox head groundskeeper, scouted nationwide for dirt before settling on the mix provided by Partac Peat. (He uses sand under the grassy areas of the playing field.)NARRENDRefer to Baseball Dirt. Some of the dirt sold by Partac Peat is used to make clay tennis court surfaces. As the number of people playing tennis increases so does the demand for new clay courts and, therefore, the demand for Partac Peat. This occurs because the demand for Partac Peat is:a. inelasticb. intangiblec. heterogeneousd. derivede. elastic

Q: NARRBEGIN: Lucent TechnologiesLucent TechnologiesBecause AT&T Corporation wanted to become a big player in the booming market for outsourcing computer services, it set up Lucent Technologies to manage corporate clients' worldwide computer networks. Lucent Technologies assists corporations in global network and computer management by drawing on AT&T's worldwide digital network and its computer hardware and software businesses. It also relies on the expertise of technicians at Bell Laboratories.NARRENDRefer to Lucent Technologies. AT&T requires its customers to purchase all the necessary technology to run the network. This requires expensive machinery that will be purchased and then depreciated over time. The machinery is classified as:a. processed materialsb. accessory equipmentc. installationsd. suppliese. component parts

Q: NARRBEGIN: Lucent TechnologiesLucent TechnologiesBecause AT&T Corporation wanted to become a big player in the booming market for outsourcing computer services, it set up Lucent Technologies to manage corporate clients' worldwide computer networks. Lucent Technologies assists corporations in global network and computer management by drawing on AT&T's worldwide digital network and its computer hardware and software businesses. It also relies on the expertise of technicians at Bell Laboratories.NARRENDRefer to Lucent Technologies. Consumers utilizing the First National Bank of Chicago to purchase U.S. Treasury bonds will affect the demand for and use of the AT&T network computer system capabilities. This is called:a. joint demandb. inelastic demandc. derived demandd. fluctuating demande. elastic demand

Q: NARRBEGIN: Lucent TechnologiesLucent TechnologiesBecause AT&T Corporation wanted to become a big player in the booming market for outsourcing computer services, it set up Lucent Technologies to manage corporate clients' worldwide computer networks. Lucent Technologies assists corporations in global network and computer management by drawing on AT&T's worldwide digital network and its computer hardware and software businesses. It also relies on the expertise of technicians at Bell Laboratories.NARRENDRefer to Lucent Technologies. First National Bank of Chicago, one of AT&T's customers, claims the new network helped the bank win a huge contract from the U.S. Treasury. For classification purposes, First National Bank would be which type of customer?a. producerb. resellerc. governmentd. institutione. wholesaler

Q: NARRBEGIN: Lucent TechnologiesLucent TechnologiesBecause AT&T Corporation wanted to become a big player in the booming market for outsourcing computer services, it set up Lucent Technologies to manage corporate clients' worldwide computer networks. Lucent Technologies assists corporations in global network and computer management by drawing on AT&T's worldwide digital network and its computer hardware and software businesses. It also relies on the expertise of technicians at Bell Laboratories.NARRENDRefer to Lucent Technologies. Lucent Technologies depends on AT&T but also has found it necessary to form cooperative partnerships with other technology, telecommunications, and software firms. Lucent has found it necessary to form:a. strategic alliancesb. relationship contractsc. outsourcing vendor liaisonsd. bargaining positioning gridse. market groupings

Q: NARRBEGIN: Lucent TechnologiesLucent TechnologiesBecause AT&T Corporation wanted to become a big player in the booming market for outsourcing computer services, it set up Lucent Technologies to manage corporate clients' worldwide computer networks. Lucent Technologies assists corporations in global network and computer management by drawing on AT&T's worldwide digital network and its computer hardware and software businesses. It also relies on the expertise of technicians at Bell Laboratories.NARRENDRefer to Lucent Technologies. Lucent Technologies sells:a. consumer productsb. business productsc. suppliesd. consumer and business productse. installations

Q: NARRBEGIN: FAAFAAThe Federal Aviation Administration has been struggling for several years with antiquated systems, and all it takes is a single failure on one piece of the system to shut down the entire air-traffic control system for several hours, resulting in significant snarls at major airports. The most recent failure occurred in the FAA's core telecommunications network, called the Federal Telecommunications Infrastructure (FTI), which is managed by Harris Corporation. Marc Raimondi, a spokesperson for Harris Corporation, said, "The FTI system has proven to be one of the most reliable and secure communications networks operating within the civilian government." Snafus like this have been happening with alarming frequency, prompting Congress to demand the FAA and its contractors to do more to prevent these malfunctions. The problem is that the FAA has been using a patchwork approach by updating with modern hardware and software on old systems instead of a complete overhaul of the system. The FAA's next generation of modernization will rely on satellite-based networks instead of phone lines and data cables. The FAA is waiting for White House approval on whether it will have the funds to take this next step.NARRENDRefer to FAA. When the FAA purchases a satellite-based system, this will be a situation in which it is purchasing an entire system, not just a modified part or new vendor for existing parts. Basically, this is a situation in which the FAA will be purchasing a system for the first time and is referred to as a(n):a. straight rebuyb. modified rebuyc. new buyd. original equipment purchasee. primary purchase

Q: NARRBEGIN: FAAFAAThe Federal Aviation Administration has been struggling for several years with antiquated systems, and all it takes is a single failure on one piece of the system to shut down the entire air-traffic control system for several hours, resulting in significant snarls at major airports. The most recent failure occurred in the FAA's core telecommunications network, called the Federal Telecommunications Infrastructure (FTI), which is managed by Harris Corporation. Marc Raimondi, a spokesperson for Harris Corporation, said, "The FTI system has proven to be one of the most reliable and secure communications networks operating within the civilian government." Snafus like this have been happening with alarming frequency, prompting Congress to demand the FAA and its contractors to do more to prevent these malfunctions. The problem is that the FAA has been using a patchwork approach by updating with modern hardware and software on old systems instead of a complete overhaul of the system. The FAA's next generation of modernization will rely on satellite-based networks instead of phone lines and data cables. The FAA is waiting for White House approval on whether it will have the funds to take this next step.NARRENDRefer to FAA. Ultimately, The FAA must get authority from the President to spend the billions of dollars necessary to upgrade the system because Congress must authorize the funds and the President must approve that authorization. In terms of the buying center, the President is the:a. initiatorb. gatekeeperc. purchaserd. decidere. user

Q: NARRBEGIN: FAAFAAThe Federal Aviation Administration has been struggling for several years with antiquated systems, and all it takes is a single failure on one piece of the system to shut down the entire air-traffic control system for several hours, resulting in significant snarls at major airports. The most recent failure occurred in the FAA's core telecommunications network, called the Federal Telecommunications Infrastructure (FTI), which is managed by Harris Corporation. Marc Raimondi, a spokesperson for Harris Corporation, said, "The FTI system has proven to be one of the most reliable and secure communications networks operating within the civilian government." Snafus like this have been happening with alarming frequency, prompting Congress to demand the FAA and its contractors to do more to prevent these malfunctions. The problem is that the FAA has been using a patchwork approach by updating with modern hardware and software on old systems instead of a complete overhaul of the system. The FAA's next generation of modernization will rely on satellite-based networks instead of phone lines and data cables. The FAA is waiting for White House approval on whether it will have the funds to take this next step.NARRENDRefer to FAA. Harris Corporation provides which type of business product to the FAA?a. major equipmentb. accessory equipmentc. raw materialsd. business servicese. component parts

Q: NARRBEGIN: FAAFAAThe Federal Aviation Administration has been struggling for several years with antiquated systems, and all it takes is a single failure on one piece of the system to shut down the entire air-traffic control system for several hours, resulting in significant snarls at major airports. The most recent failure occurred in the FAA's core telecommunications network, called the Federal Telecommunications Infrastructure (FTI), which is managed by Harris Corporation. Marc Raimondi, a spokesperson for Harris Corporation, said, "The FTI system has proven to be one of the most reliable and secure communications networks operating within the civilian government." Snafus like this have been happening with alarming frequency, prompting Congress to demand the FAA and its contractors to do more to prevent these malfunctions. The problem is that the FAA has been using a patchwork approach by updating with modern hardware and software on old systems instead of a complete overhaul of the system. The FAA's next generation of modernization will rely on satellite-based networks instead of phone lines and data cables. The FAA is waiting for White House approval on whether it will have the funds to take this next step.NARRENDRefer to FAA. The company that wins the contract to develop the satellite-based system for the FAA will have to purchase satellites and mainframe computers for this system. These types of products are best described as which type of business product?a. raw materialsb. processed materialsc. accessory equipmentd. business equipmente. major equipment

Q: NARRBEGIN: FAAFAAThe Federal Aviation Administration has been struggling for several years with antiquated systems, and all it takes is a single failure on one piece of the system to shut down the entire air-traffic control system for several hours, resulting in significant snarls at major airports. The most recent failure occurred in the FAA's core telecommunications network, called the Federal Telecommunications Infrastructure (FTI), which is managed by Harris Corporation. Marc Raimondi, a spokesperson for Harris Corporation, said, "The FTI system has proven to be one of the most reliable and secure communications networks operating within the civilian government." Snafus like this have been happening with alarming frequency, prompting Congress to demand the FAA and its contractors to do more to prevent these malfunctions. The problem is that the FAA has been using a patchwork approach by updating with modern hardware and software on old systems instead of a complete overhaul of the system. The FAA's next generation of modernization will rely on satellite-based networks instead of phone lines and data cables. The FAA is waiting for White House approval on whether it will have the funds to take this next step.NARRENDRefer to FAA. The FAA is what type of business buyer?a. producerb. resellerc. governmentd. institutione. unbiased

Q: NARRBEGIN: Etruscan RailingEtruscan Railing CompanyEtruscan Railing Company makes railing that is used in sports arenas, nursing home corridors,queue houses at amusement parks, and many other places that are not as obvious. Its railing is molded into bicycle racks. You may also see city governments using the railing to make walkways over ravines and creek banks safer for pedestrian traffic. Hospitals also use the railing in their physical therapy departments, to keep the lines straight in the hospital cafeteria, and to prevent patients from falling out of hospital beds.NARRENDRefer to Etruscan Railing Company. Companies that make bicycle racks for bike safekeeping in public places receive the railing as 30-foot lengths of pipe. For these companies, Etruscan railing is:a. suppliesb. accessory equipmentc. an installationd. processed materiale. raw material

Q: NARRBEGIN: Etruscan RailingEtruscan Railing CompanyEtruscan Railing Company makes railing that is used in sports arenas, nursing home corridors,queue houses at amusement parks, and many other places that are not as obvious. Its railing is molded into bicycle racks. You may also see city governments using the railing to make walkways over ravines and creek banks safer for pedestrian traffic. Hospitals also use the railing in their physical therapy departments, to keep the lines straight in the hospital cafeteria, and to prevent patients from falling out of hospital beds.NARRENDRefer to Etruscan Railing Company. Etruscan has experienced a strong increase in railing sales as a result of the growth of college football. This increase in the demand for railings as a result of the demand for new football stadiums is called _____ demand.a. jointb. derivedc. inelasticd. fluctuatinge. elastic

Q: NARRBEGIN: Etruscan RailingEtruscan Railing CompanyEtruscan Railing Company makes railing that is used in sports arenas, nursing home corridors,queue houses at amusement parks, and many other places that are not as obvious. Its railing is molded into bicycle racks. You may also see city governments using the railing to make walkways over ravines and creek banks safer for pedestrian traffic. Hospitals also use the railing in their physical therapy departments, to keep the lines straight in the hospital cafeteria, and to prevent patients from falling out of hospital beds.NARRENDRefer to Etruscan Railing Company. When Etruscan sells railings to refurbish a private university's football stadium, it is selling to a(n):a. intermediaryb. institutionc. resellerd. producere. consumer

Q: NARRBEGIN: Etruscan RailingEtruscan Railing CompanyEtruscan Railing Company makes railing that is used in sports arenas, nursing home corridors,queue houses at amusement parks, and many other places that are not as obvious. Its railing is molded into bicycle racks. You may also see city governments using the railing to make walkways over ravines and creek banks safer for pedestrian traffic. Hospitals also use the railing in their physical therapy departments, to keep the lines straight in the hospital cafeteria, and to prevent patients from falling out of hospital beds.NARRENDRefer to Etruscan Railing Company. When Etruscan sells railing to contractors to use in building loading docks in accordance with federal government regulations, it is selling to:a. governmentb. institutionsc. resellersd. producerse. consumers

Q: NARRBEGIN: Etruscan RailingEtruscan Railing CompanyEtruscan Railing Company makes railing that is used in sports arenas, nursing home corridors,queue houses at amusement parks, and many other places that are not as obvious. Its railing is molded into bicycle racks. You may also see city governments using the railing to make walkways over ravines and creek banks safer for pedestrian traffic. Hospitals also use the railing in their physical therapy departments, to keep the lines straight in the hospital cafeteria, and to prevent patients from falling out of hospital beds.NARRENDRefer to Etruscan Railing Company. Etruscan Railing sells:a. consumer productsb. business productsc. suppliesd. consumer and business productse. major equipment

Q: Which of the following is becoming increasingly more important in business marketing strategies?a. customer serviceb. price collusionc. ethnocentrismd. the divider effecte. competitive advertising

Q: Texas Instruments has developed a detailed Values and Ethics Statement and Code of Business Conduct. Why did they choose to create this? a. Because it makes TI look good b. TI's suppliers will only buy from them if they have this statement c. U. S. law requires a code of ethics d. Consumers demand ethical practices e. A Code of Ethics helps guide buyers and sellers and overall helps the company to follow ethical practices

Q: Purchasing contracts are commonly used in which type of buying situations? a. reciprocal b. straight-rebuy c. new-buy d. extended-rebuy e. modified-rebuy

Q: A professor sent the following memo to his department chair for his authorization: Glen: I need to purchase a camera, Mac computer, and microphone for the selling center lab #2 just like we did for lab #1. This buying situation should be described as a: a. make-or-buy b. value buy c. new buy d. modified rebuy e. straight rebuy

Q: Elizabeth buys flour weekly for her bakery. This purchase is most likely an example of a(n) _____ situation. a. need-related buy b. limited rebuy c. straight rebuy d. rebuy sourcing e. institution buy

Q: A routine purchasing situation in which the purchaser is not looking for new information or at other suppliers is called a: a. modified rebuy b. value buy c. synergistic buy d. straight rebuy e. make-or-buy

Q: Which of the following is the best example of a modified-rebuy situation? a. the purchase of a replacement hamster as the class mascot b. bidding on a new high school multi-purpose gymnasium to replace one built in 1963 c. the purchase of three large screen computer monitors to replace smaller monitors d. the annual purchase of calendar refills for the desks of all company executives e. the monthly updating of computer virus protection

Q: Axel Spring AG, one of Europe's largest newspaper publishers, with 10,000 employees and more than 150 papers in 30 countries, announced it would switch its entire operation from PCs to Macs. Axel decided to make a switch to Apple because the company's layout work was already being done by Macs, the Macs were more user friendly, more elegant, and cheaper to maintain than they had been in the past. This is an example of a _____. a. new buy b. value buy c. straight rebuy d. modified rebuy e. make-or-buy

Q: The Dallas Morning News needed a new printing press comparable to the one that needed to be replaced. The firm's familiarity with the product and its manufacturer caused it to approach two companies--one in the United States and one in Japan--to see which could offer the better deal. It negotiated with both companies and quickly decided to buy from the Japanese manufacturer when it offered to sell a press for $2.2 million less than its U.S. competitor. This purchase was an example of a: a. contingency buy b. modified rebuy c. negotiated buying system d. straight rebuy e. new buying situation

Q: Apple Inc. wanted a faster microprocessor for its new Macs. Apple Inc. most likely engaged in a: a. value engineering task b. modified rebuy c. straight rebuy d. new process e. new buy

Q: A _____ buying situation is normally less critical and less time-consuming than a new-buy situation but does require some change in the original good or service. a. synergistic rebuy b. value buy c. negotiated rebuy d. modified rebuy e. make-or-buy

Q: A small police department wants to buy a machine with which it can perform alcohol breath tests. It has never had this capability before but feels it is an essential tool as the community grows. The machine costs about $5,000, which is almost 75 percent of the department's entire supply budget. This purchase would be an example of a(n) _____ situation. a. extensive buying b. low-involvement buying c. new-buy d. modified-rebuy e. straight-rebuy

Q: A university is considering the purchase of a Web-based course delivery system due to increased demand for online courses and degrees. Since the school has not offered online courses before, what type of buying situation does this represent for the school? a. value engineering task b. modified rebuy c. straight rebuy d. new buy e. derived rebuy

Q: A new-buy situation refers to the: a. setting of new standards for current vendors b. establishment of a new buying center c. resolution of new conflict between buyer and seller d. search for replacement vendors for standard, currently used parts e. purchase of a product or service when a new demand arises

Q: A _____ is a situation requiring the purchase of a product for the first time. a. straight rebuy b. value buy c. modified rebuy d. new buy e. make-or-buy

Q: The Beaumont Homeowner's Association had to replace its pool pump. They asked two local companiesThompson Pools and Southern Pool and Spa Companyfor quotes on replacing the pump. Beaumont negotiated with both companies and quickly decided to buy from the Thompson Pool because its quote was $200 cheaper in its labor estimate. Which evaluative criterion appears to have been most important in making this purchase decision? a. price b. familiarity with the product c. reliability d. the availability of replacement parts e. buyer/seller relationship

Q: Business buyers use a variety of criteria to evaluate alternative products and suppliers. The three most important criteria, in order of importance, are usually: a. price, sales support, and service b. quality, service, and price c. reputation, price, and capability d. price, delivery time, and product reliability e. service, quality, and reputation

Q: In terms of how business buyers evaluate products and suppliers, the most important criterion is: a. price b. behavior c. quality d. personal relationships e. reciprocity

Q: The three most important evaluative criteria for business-to-business purchases are quality, price, and: a. competitive offers b. service c. reliability d. assurance e. existing relationships

Q: PAS Systems has developed a new product--an unobtrusive flashlight-alcohol detector. The flashlight readings are inadmissible in court but are used by police officers to decide whether to hold someone for a sobriety test. Each one costs $600. After seeing a prototype brought back by one of its employees from a highway safety convention, the Georgia Governor's Office of Highway Safety decided to equip every DUI officer with one. In this example, the individual who attended the convention had the roles of _____ in the buying center. a. buyer and decider b. decider and user c. gatekeeper and influencer d. initiator and decider e. purchaser and gatekeeper

Q: The _____ is the member of the buying center who regulates the flow of information. a. decider b. influencer c. purchaser d. gatekeeper e. user

Q: Harold works as a new business manager for a manufacturer of marine lubricants. He often talks to several different people before he locates someone who can give him a purchase order or a refusal. In terms of the buying center, he has the most trouble identifying the _____ for his services. a. decider b. influencer c. purchaser d. gatekeeper e. user

Q: All of the following are roles found within a buying center EXCEPT: a. influencers b. gatekeepers c. suppliers d. users e. initiators

Q: You have started raising your first litter of AKC registered Chihuahuas. You want to sell your puppies to the locally owned and operated pet store, Pets and People. How do you find the buyer? a. Look at the formal organization chart of the company. b. Get a copy of Pets and People's phone directory, where all buying center members are listed. c. Contact the store and probe to see who is in charge of buying d. Locate the decider at Pet and People e. Wait for Pets and People to call you when they will hear about your new breeding program

Q: Which of the following statements about buying centers is true? a. The most efficient buying centers have no more than five members. b. No one individual should assume more than two buying center roles. c. Buying centers are clearly labeled on all organizational charts. d. Complex purchase situations usually have fewer people involved in the buying center than less complex purchases. e. Membership and influence in a buying center vary from company to company.

Q: The buying center: a. will be composed of the same decision makers as long as the purchasing process lasts b. is typically on the formal organizational chart under the vice-president for operations c. requires all purchasing participants to be employed by the purchasing department d. refers to all those organizational members who become involved in the purchasing process e. regularly generates formal announcements of who is in the buying center

Q: The _____ is the set of all persons in an organization who become involved in the purchasing process. a. buying center b. stakeholder committee c. ad hoc purchasing staff d. board of directors e. comptroller's staff

Q: A product information source that originates with marketers promoting the product are referred to as a: a. manipulative information source b. primary information source c. secondary information source d. marketing-controlled information source e. biased information source

Q: An external information search is especially important when: a. there is a great deal of past experience b. there are high costs associated with making an incorrect decision c. the cost of gathering information is high d. buying frequently purchased, low-cost items e. there is little risk of making an incorrect decision

Q: Which of the following is an information source that is not associated with advertising or promotion? a. external b. nonmarketing-controlled c. marketing-controlled d. unbiased e. primary

Q: The types of products people purchase using only an internal search are typically: a. frequently purchased, low-cost items b. frequently purchased, high-cost items c. infrequently purchased, low-cost items d. infrequently purchased, high-cost items e. all types of items, regardless of price or frequency of purchase

Q: Which of the following products would most likely require the purchaser to use only an internal information search? a. A doctor for recently detected illness b. A new washer and dryer c. A formal dance d. Favorite restaurant you love to patronize regularly e. Choose a movie to see at the theater

Q: While looking at the DVDs at Wal-Mart, Tee tried to remember the name of the action movie starring Harrison Ford as an archeologist so he could buy the DVD. Which step of the consumer decision-making process is this? a. antecedent search b. need recognition c. external information search d. alternative evaluation e. internal information search

Q: After a need or want is recognized, a consumer may be motivated to clarify the options available and generate an evoked set of brands. This occurs during which part of the consumer decision-making process? a. evaluation of alternatives b. information search c. cognitive dissonance d. consideration stage e. product identification

Q: A(n) _____ is a way a consumer goes about addressing a need. a. want b. evaluation c. quest d. cognition e. attitude

Q: Lisa has to have a Diet Coke for breakfast. At a breakfast meeting, she was offered coffee and refused. She only wanted a Diet Coke. This illustrates that Lisa needs Diet Coke to: a. satisfy a want b. satisfy a need c. satisfy a belief d. satisfy a physiological drive e. satisfy a momentary stimulus

Q: Which of the following is the BEST example of an internal stimulus that would create need recognition? a. a friend comments on how shabby your coat looks b. a radio station runs an ad for a new video game rental store c. a headache d. an invitation to a graduation for which you need a gift e. a billboard promoting a new national Internet service provider

Q: As a result of hearing the adventures of returning soldiers, Monroe decided to enlist in the U.S. Army. These stories he heard from the soldiers acted as: a. affective states b. external stimuli c. internal stimuli d. purchase outcomes e. a dissonance creator

Q: Rod saw a television commercial for a Honda S2000 and wants to test drive one. The commercial is an example of a(n) _____ stimulus. a. internal b. external c. primary d. secondary e. non-personal

Q: Which of the following is any unit of input affecting one or more of the five senses: sight, smell, taste, touch, and hearing? a. tactic b. need c. stimulus d. want e. desire

Q: Sam was driving when someone ran a stop sign and totaled his car. His car cannot be repaired, so he realized he's going to have to get another one. What stage of the consumer decision-making process does this represent? a. need recognition b. purchase c. evaluation of alternatives d. postpurchase behavior e. information search

Q: Which step in the consumer decision-making process is a result of an imbalance between actual and desired states? a. evaluation of alternatives b. want recognition c. purchase d. need recognition e. postpurchase behavior

Q: The steps of the consumer decision-making process in order are: a. need recognition, alternative aggregation, reevaluation, purchase decision, postpurchase behavior b. need positioning, stimulus response reactions, evaluation of alternatives, purchase decision, postpurchase behavior c. need positioning, alternative aggregation and divestment, purchase decision, postpurchase evaluation d. information search, need positioning, evaluation of alternatives, product trial, purchase decision, postpurchase satisfaction e. need recognition, information search, evaluation of alternatives, purchase, and postpurchase evaluation

Q: The processes individuals use when making a purchase decision are called _____. a. consumer behavior b. marketing c. consumerism d. perceptual mapping e. database mining

Q: An attitude is a physiological difference among consumers.

Q: Stimulus discrimination is a learned ability to differentiate among similar products.