14 Aug 1. U.S. businesses spent about ________ on online transactions with other busi

1.
U.S.
businesses spent about ________ on online transactions with other businesses in
2002 as compared to consumer online
purchases of $71 billion during the same time period.
a.
$650 billion
b.
$500 billion
c.
$482 billion
d.
$225 billion
e.
$53 billion

2.
With respect to
e-procurement, Web sites are organized around two types of e-hubs: ________.
a.
vertical and horizontal hubs
b.
vertical and functional hubs
c.
functional hubs and organizational hubs
d.
supplier and user hubs
e.
manufacturer and supplier hubs

3.
With respect to e-procurement, Coca-Cola, Sara Lee,
Kraft, PepsiCo, Gillette, P&G,
and several other companies joined
forces to form a ________ called Transora to use their combined leverage to
obtain lower prices for raw materials.
a.
manufacturers co-op
b.
suppliers co-op
c.
middleman group
d.
buying alliance
e.
cabal

4.
Business-to-business cyberbuying is flourishing on
the Internet. So far, most of the
products that businesses are buying electronically are ________, and travel and
entertainment services.
a.
promotion
services such as advertising
b.
HR services (e.g., employee
recruitment)
c.
MRO materials (maintenance, repair, and operations)
d.
food services
e.
marketing research services

5.
Moving into e-procurement
has many benefits. Which of the following would not be among
those benefits?
a.
Aggregating purchasing across multiple departments
gains larger volume discounts.
b.
Aggregating purchasing across multiple departments
gains centrally negotiated volume discounts.
c.
There is less buying of substandard goods from outside
the approved list of suppliers.
d.
A smaller purchasing staff is required.
e.
Purchasing gains a significant leverage with top
management because of its management team.

6.
With respect to e-procurement commitment, in 2003 ________
was named number one in BtoBmagazines
annual ranking of the top B-to-B Web sites because of its ability to generate
sales (about 55 percent of the companys
total sales) and commitment to the process.
a.
Coca-Cola
b.
Dell Computers
c.
Hewlett-Packard
d.
Cadillac
e.
Boeing

7.
In the proposal solicitation process, ________
should be marketing documents that describe value and benefits in customer
terms.
a.
written proposals
b.
oral proposals
c.
e-proposals
d.
alliance proposals
e.
global proposals

8.
Xerox qualifies only suppliers who meet the ISO 9000
quality standards, but to win the companys
top awardcertification statusa supplier must first complete
________.
a.
government
certification
b.
an extensive ethics statement evaluation
c.
the Xerox Multinational Supplier Quality Survey
d.
a company
training and indoctrination period
e.
a Malcolm Baldridge National Quality Award entry
form and then enter

9.
All of the following are considered to be methods of
assessing customer value EXCEPT ________.
a.
direct survey questions
b.
exit interviewing
c.
focus-group value assessment
d.
conjoint analysis
e.
benchmarks

10. According to purchasing professionals, which of the following is
considered to be the major responsibility of the purchasing agent in supplier
negotiations?
a.
Forming networks
for future business.
b.
Assuring quality conformance.
c.
Being fair with all parties.
d.
To use a team approach in negotiations.
e.
Negotiating price.

11. If an industrial buyer leases heavy equipment like machinery and trucks rather than purchasing them, the lessee gains
several advantages. Which of the following would NOT be among
those advantages?
a.
Higher quality products.
b.
Conserving capital.
c.
Getting the latest products.
d.
Receiving better service.
e.
Some tax advantages.

12. OTIFNE is a
term that summarizes three desirable outcomes of a B-to-B transaction:
OTdeliver on time; IFin full; and, NE________.
a.
no error
b.
no emergencies
c.
non-experimental
d.
new entrepreneurs
e.
need equipment

13. Corporate
credibility depends on three factors: corporate expertise, corporate
trustworthiness, and ________.
a.
corporate manpower
b.
corporate mission statement
c.
corporate likeability
d.
corporate governance
e.
corporate management structure

14. Cannon and Perreault found that buyer-suppler relationships differed according to four factors. Which of the
following would NOT be among those
factors?
a.
Importance
of supply.
b.
Complexity
of supply.
c.
Availability of alternatives.
d.
Supply market dynamism.
e.
Demand market conservatism.

15. According to
Cannon and Perreault, buyer-supplier relationships
fall into eight different categories. Which of the following relationships is characterized as being one that has much trust
and commitment leading to a true partnership?
a.
Mutually adaptive
b.
Collaborative
c.
Basic buying and selling
d.
Customer supply
e.
Cooperative systems

16. In the ________
category of Cannon and Perreaults buyer-supplier relationship categorization,
although bonded by a close, cooperative relationship, the seller adapts to meet
the customers needs without expecting much adaptation or change on the part of
the customer in exchange.
a.
contractual transaction
b.
cooperative system
c.
collaborative
d.
mutually adaptive
e.
customer is king

17. Vertical
coordination can facilitate stronger customer-seller ties but at the same time
may increase the risk to consumers and suppliers ________ (e.g., those
expenditures tailored to a particular company
and value chain partner).
a.
logistics channel
b.
independent operations
c.
specific investments
d.
leverage ability
e.
liquidity situation

18. The ________
market consists of schools, hospitals, nursing homes, prisons, and other
institutions that must provide goods and services to people in their care.
a.
vertical
b.
nonprofit
c.
spot
d.
secondary business
e.
institutional

19. With purchases of
$200 billion annually in goods and services, ________ is the largest customer
in the world.
a.
Wal-Mart
b.
Grainger
c.
the State of California
d.
the U.S.
government
e.
Latin America

True/False

20. Webster and Wind define organizational buying as the decision-making
process by which formal organizations establish the need for purchased products
and services and identify, evaluate, and choose among
alternative brands and suppliers.

21. The business market is essentially the same thing as the consumer market.

22. The demand for
business goods is ultimately derived from the demand for raw materials.

23. The total demand
for many business goods and services is inelasticthat is, not much is affected
by price changes.
Answer: True
24. In the straight rebuy, out-suppliers try to get a small order and then
enlarge their purchase share over time.
25. Over time, new-buy situations become straight rebuys and routine purchase
behavior.

26. Most business buyers,
preferring to spread their risk, reject what is called systems buying
from one seller.

27. Systems selling is a key industrial marketing strategy in bidding to build large-scale
industrial projects such as dams or pipelines.

28. The buying centeris where
consumers go to purchase their goods and services.

29. Initiators are those who authorize the
proposed action of deciders or buyers.

30. Users perform all seven roles in the buying center
because of their direct tie to the product and what it is supposed to do.

31. The typical buying center has a minimum of two to three people even
though large companies may have more performing this function.

73. Webster cautions that ultimately, organizations not individuals make
purchasing decisions.

74. In the business
market, small sellers concentrate on reaching as many participants as possible
because their chances of success are slim.

75. To gold-standard customers, a seller is wise
to use what is called quality selling.

76. To effectively sell to price-oriented
customers, a company is wise to use
transactional selling.

77. One of the forms of solution selling is to provide solutions to enhance
customer revenues.Answer: True

78. Today, purchasing departments occupy a relatively low position in
the management hierarchy and answer primarily to the vice-president of
marketing.

79.
If a companys purchasing department focus is short term
and tactical, it is said to have a buying
orientation.
80. When business buyers work
simultaneously to seek quality improvements
and cost reductions, the business buyers are said to have a demand orientation.

1.
U.S.
businesses spent about ________ on online transactions with other businesses in
2002 as compared to consumer online
purchases of $71 billion during the same time period.a.
$650 billionb.
$500 billionc.
$482 billiond.
$225 billione.
$53 billion 2.
With respect to
e-procurement, Web sites are organized around two types of e-hubs: ________.a.
vertical and horizontal hubsb.
vertical and functional hubsc.
functional hubs and organizational hubsd.
supplier and user hubse.
manufacturer and supplier hubs 3.
With respect to e-procurement, Coca-Cola, Sara Lee,
Kraft, PepsiCo, Gillette, P&G,
and several other companies joined
forces to form a ________ called Transora to use their combined leverage to
obtain lower prices for raw materials. a.
manufacturers co-opb.
suppliers co-opc.
middleman groupd.
buying alliancee.
cabal4.
Business-to-business cyberbuying is flourishing on
the Internet. So far, most of the
products that businesses are buying electronically are ________, and travel and
entertainment services. a.
promotion
services such as advertisingb.
HR services (e.g., employee
recruitment)c.
MRO materials (maintenance, repair, and operations)d.
food servicese.
marketing research services 5.
Moving into e-procurement
has many benefits. Which of the following would not be among
those benefits?a.
Aggregating purchasing across multiple departments
gains larger volume discounts.b.
Aggregating purchasing across multiple departments
gains centrally negotiated volume discounts.c.
There is less buying of substandard goods from outside
the approved list of suppliers.d.
A smaller purchasing staff is required.e.
Purchasing gains a significant leverage with top
management because of its management team. 6.
With respect to e-procurement commitment, in 2003 ________
was named number one in BtoBmagazines
annual ranking of the top B-to-B Web sites because of its ability to generate
sales (about 55 percent of the companys
total sales) and commitment to the process. a.
Coca-Colab.
Dell Computersc.
Hewlett-Packardd.
Cadillace.
Boeing 7.
In the proposal solicitation process, ________
should be marketing documents that describe value and benefits in customer
terms. a.
written proposalsb.
oral proposalsc.
e-proposalsd.
alliance proposalse.
global proposals 8.
Xerox qualifies only suppliers who meet the ISO 9000
quality standards, but to win the companys
top awardcertification statusa supplier must first complete
________. a.
government
certificationb.
an extensive ethics statement evaluationc.
the Xerox Multinational Supplier Quality Surveyd.
a company
training and indoctrination periode.
a Malcolm Baldridge National Quality Award entry
form and then enter 9.
All of the following are considered to be methods of
assessing customer value EXCEPT ________. a.
direct survey questionsb.
exit interviewing c.
focus-group value assessmentd.
conjoint analysise.
benchmarks 10. According to purchasing professionals, which of the following is
considered to be the major responsibility of the purchasing agent in supplier
negotiations?a.
Forming networks
for future business.b.
Assuring quality conformance.c.
Being fair with all parties.d.
To use a team approach in negotiations.e.
Negotiating price. 11. If an industrial buyer leases heavy equipment like machinery and trucks rather than purchasing them, the lessee gains
several advantages. Which of the following would NOT be among
those advantages?a.
Higher quality products.b.
Conserving capital.c.
Getting the latest products.d.
Receiving better service.e.
Some tax advantages. 12. OTIFNE is a
term that summarizes three desirable outcomes of a B-to-B transaction:
OTdeliver on time; IFin full; and, NE________. a.
no errorb.
no emergenciesc.
non-experimentald.
new entrepreneurse.
need equipment 13. Corporate
credibility depends on three factors: corporate expertise, corporate
trustworthiness, and ________. a.
corporate manpowerb.
corporate mission statementc.
corporate likeabilityd.
corporate governancee.
corporate management structure 14. Cannon and Perreault found that buyer-suppler relationships differed according to four factors. Which of the
following would NOT be among those
factors?a.
Importance
of supply.b.
Complexity
of supply.c.
Availability of alternatives.d.
Supply market dynamism.e.
Demand market conservatism.15. According to
Cannon and Perreault, buyer-supplier relationships
fall into eight different categories. Which of the following relationships is characterized as being one that has much trust
and commitment leading to a true partnership? a.
Mutually adaptiveb.
Collaborativec.
Basic buying and sellingd.
Customer supplye.
Cooperative systems16. In the ________
category of Cannon and Perreaults buyer-supplier relationship categorization,
although bonded by a close, cooperative relationship, the seller adapts to meet
the customers needs without expecting much adaptation or change on the part of
the customer in exchange. a.
contractual transactionb.
cooperative systemc.
collaboratived.
mutually adaptivee.
customer is king 17. Vertical
coordination can facilitate stronger customer-seller ties but at the same time
may increase the risk to consumers and suppliers ________ (e.g., those
expenditures tailored to a particular company
and value chain partner). a.
logistics channelb.
independent operationsc.
specific investmentsd.
leverage abilitye.
liquidity situation 18. The ________
market consists of schools, hospitals, nursing homes, prisons, and other
institutions that must provide goods and services to people in their care. a.
verticalb.
nonprofitc.
spotd.
secondary businesse.
institutional 19. With purchases of
$200 billion annually in goods and services, ________ is the largest customer
in the world. a.
Wal-Martb.
Graingerc.
the State of Californiad.
the U.S.
governmente.
Latin America 20. Webster and Wind define organizational buying as the decision-making
process by which formal organizations establish the need for purchased products
and services and identify, evaluate, and choose among
alternative brands and suppliers.21. The business market is essentially the same thing as the consumer market.
22. The demand for
business goods is ultimately derived from the demand for raw materials. 23. The total demand
for many business goods and services is inelasticthat is, not much is affected
by price changes. Answer: True 24. In the straight rebuy, out-suppliers try to get a small order and then
enlarge their purchase share over time.25. Over time, new-buy situations become straight rebuys and routine purchase
behavior. 26. Most business buyers,
preferring to spread their risk, reject what is called systems buying
from one seller. 27. Systems selling is a key industrial marketing strategy in bidding to build large-scale
industrial projects such as dams or pipelines. 28. The buying centeris where
consumers go to purchase their goods and services.29. Initiators are those who authorize the
proposed action of deciders or buyers. 30. Users perform all seven roles in the buying center
because of their direct tie to the product and what it is supposed to do. 31. The typical buying center has a minimum of two to three people even
though large companies may have more performing this function. 73. Webster cautions that ultimately, organizations not individuals make
purchasing decisions. 74. In the business
market, small sellers concentrate on reaching as many participants as possible
because their chances of success are slim. 75. To gold-standard customers, a seller is wise
to use what is called quality selling. 76. To effectively sell to price-oriented
customers, a company is wise to use
transactional selling. 77. One of the forms of solution selling is to provide solutions to enhance
customer revenues.Answer: True 78. Today, purchasing departments occupy a relatively low position in
the management hierarchy and answer primarily to the vice-president of
marketing. 79.
If a companys purchasing department focus is short term
and tactical, it is said to have a buying
orientation. 80. When business buyers work
simultaneously to seek quality improvements
and cost reductions, the business buyers are said to have a demand orientation.

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