Chapter 6 Business and Organizational Customers
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Chapter 6 Business and Organizational Customers

Course: BUSINESS 023, Spring 2011

School: Universiti Teknologi...

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Chapter 6: Business and Organizational Customers and their Buying Behavior True-false Questions 1. There are more final consumers than business and organizational customers, so more is purchased by final consumers. | Ans: False | Easy | LO: 1 | Pg. 142 | Definition | 2. Organizational buyers are often referred to as the B2B market. | Ans: True | Easy | LO: 1 | Pg. 142 | Definition | 3....

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6: Chapter Business and Organizational Customers and their Buying Behavior True-false Questions 1. There are more final consumers than business and organizational customers, so more is purchased by final consumers. | Register to View Answer | Easy | LO: 1 | Pg. 142 | Definition | 2. Organizational buyers are often referred to as the B2B market. | Register to View Answer | Easy | LO: 1 | Pg. 142 | Definition | 3. Organizational buyers are also referred to as industrial or intermediate buyers. | Register to View Answer | Easy | LO: 1 | Pg. 142 | Definition | 4. Like final consumers, organizations make purchases to satisfy specific needs, but their basic need is for goods and services that will help them satisfy their own customers or clients. | Register to View Answer | Easy | LO: 1 | Pg. 143 | Definition | 5. Dependability of supply is usually much less important than price for most business customers. | Register to View Answer | Easy | LO: 1 | Pg. 143-44 | Definition | 6. The approaches used to serve business customers in international markets are even more varied than those required to reach individual consumers. | Register to View Answer | Easy | LO: 1 | Pg. 144 | Definition | 7. Organizational buyers often buy on the basis of a set of purchasing specifications. | Register to View Answer | Easy | LO: 1 | Pg. 144 | Definition | 8. A description of what a firm wants to buy is called its purchasing specifications, whether that description is written or electronic. | Register to View Answer | Easy | LO: 1 | Pg. 144 | Definition | 9. Purchasing specifications should be used only with products where quality is highly standardized. | Register to View Answer | Easy | LO: 1 | Pg. 144 | Definition | 10. Purchase specifications for services are usually very simple because services tend to be very standardized. | Register to View Answer | Easy | LO: 1 | Pg. 144 | Definition | Chapter 6: Business and Organizational Customers 6-1 11. Purchasing managers seldom use purchasing specifications to buy on the Internet. | Register to View Answer | Easy | LO: 1 | Pg. 144 | Definition | 12. Purchasing specifications may be very simple (with only a brand name or part number) or very detailed (as with services). | Register to View Answer | Easy | LO: 1 | Pg. 144 | Definition | 13. ISO 9000 is a way for a supplier to document that its quality procedures meet internationally recognized standards. | Register to View Answer | Easy | LO: 1 | Pg. 145 | Definition | 14. ISO 9000 is only relevant to domestic suppliers. | Register to View Answer | Easy | LO: 1 | Pg. 145 | Definition | 15. ISO 9000 is only relevant to international suppliers. | Register to View Answer | Easy | LO: 1 | Pg. 145 | Definition | 16. ISO 9000 is relevant to both domestic and international suppliers. | Register to View Answer | Easy | LO: 1 | Pg. 145 | Definition | 17. With ISO 9000 someone is responsible for quality at every step. | Register to View Answer | Easy | LO: 1 | Pg. 145 | Definition | 18. ISO 9000 reduces the need for a customer to conduct its own audit of a supplier's quality procedures. | Register to View Answer | Easy | LO: 1 | Pg. 145 | Definition | 19. Purchasing managers are buying specialists for organizations and may have a lot of power. | Register to View Answer | Easy | LO: 2 | Pg. 145 | Definition | 20. Multiple-buying influence means that the buyer shares the purchasing decision with several people. | Register to View Answer | Easy | LO: 2 | Pg. 145 | Definition | 21. The process of organizational buying is entirely different from consumer buying. | Register to View Answer | Easy | LO: 2 | Pg. 147 | Definition | 22. A seller's marketing mix should satisfy BOTH the needs of the customer company and the needs of individuals in the buying center. | Register to View Answer | Easy | LO: 2 | Pg. 147 | Definition | | Definition | 23. A requisition is a request to buy something. | Register to View Answer | Easy | LO: 2 | Pg. 148 Chapter 6: Business and Organizational Customers 6-2 24. Some firms add "spend management" systems to track large purchases. | Register to View Answer | Easy | LO: 2 | Pg. 148 | Definition | 25. A firm's social values and economic needs can sometimes clash. | Register to View Answer | Easy | LO: 2 | Pg. 148 | Definition | 26. Straight-rebuy buying takes longer than modified-rebuy or new-task buying and offers more chance for promotion impact by the seller. | Register to View Answer | Easy | LO: 3 | Pg. 149 | Definition | 27. Few purchasing managers have been able to turn over any of their order placing to computers because so few organizational purchases are routine. | Register to View Answer | Easy | LO: 3 | Pg. 149 | Definition | 28. In business markets, suppliers usually want close relationships with customers; however, there's little benefit to the customer of having closer relationships with suppliers. | Register to View Answer | Easy | LO: 4 | Pg. 150 | Definition | 29. A close buyer-seller relationship in a business market may reduce a firm's flexibility. | Register to View Answer | Easy | LO: 4 | Pg. 151 | Definition | 30. In business markets, a seller would always prefer to have a closer relationship with a customer. | Register to View Answer | Easy | LO: 4 | Pg. 151 | Definition | 31. In business markets, buyer-seller relationships tend to be an "all-or-nothing" arrangement-either very close or not at all close. | Register to View Answer | Easy | LO: 4 | Pg. 151 | Definition | 32. Although we talk about close "relationships" between firms in business markets, in practice it is just the relationship between the salesperson and purchasing manager that becomes close. | Register to View Answer | Easy | LO: 4 | Pg. 151 | Definition | 33. In cooperative relationships in a business market, the buyer and seller work together to jointly achieve both mutual and individual objectives. | Register to View Answer | Easy | LO: 4 | Pg. 151 | Definition | 34. Just-in-time relationships between buyers and sellers usually require operational linkages and information sharing. | Register to View Answer | Easy | LO: 4 | Pg. 152 | Definition | 35. Negotiated contract buying would be used when the buyer knows precisely what he wants and the requirements of the job aren't likely to change as the job is done. | Register to View Answer | Easy | LO: 4 | Pg. 153 | Definition | Chapter 6: Business and Organizational Customers 6-3 36. Relationship-specific adaptations involve changes in a firm's product or procedures that are unique to the needs or capabilities of a relationship partner. | Register to View Answer | Easy | LO: 4 | Pg. 153 | Definition | 37. Relationship-specific adaptations are usually not required when the buying organization uses outsourcing. | Register to View Answer | Easy | LO: 4 | Pg. 153 | Definition | 38. To protect themselves from unpredictable events, most purchasing managers seek several dependable sources of supply. | Register to View Answer | Easy | LO: 4 | Pg. 153 | Definition | 39. So far, B2B e-commerce has had little effect on the way organizations make purchase decisions and deal with suppliers. | Register to View Answer | Easy | LO: 5 | Pg. 154 | Definition | 40. In a survey of business buyers, over 90 percent said their FIRST step to satisfy new or unfamiliar questions is to use a search engine. | Register to View Answer | Easy | LO: 5 | Pg. 154 | Definition | 41. Specialized search engines can help a business buyer search for products by description. | Register to View Answer | Easy | LO: 5 | Pg. 154 | Definition | 42. Specialized search engines can help a business buyer search for products using purchase specifications. | Register to View Answer | Easy | LO: 5 | Pg. 154 | Definition | 43. Specialized search engines can help a business buyer search for products by inspection. | Register to View Answer | Easy | LO: 5 | Pg. 154 | Definition | 44. A business buyer who uses general purpose and/or specialized search engines may reduce the need to arrange for custom-produced items. | Register to View Answer | Easy | LO: 5 | Pg. 154 | Definition | 45. In the B2B market, websites seldom give information about a firm's whole marketing mix and, instead, focus on price. | Register to View Answer | Easy | LO: 5 | Pg. 154 | Definition | 46. Catalog sites make it convenient to search for and order products from many different suppliers at one website. | Register to View Answer | Easy | LO: 5 | Pg. 155 | Definition | Chapter 6: Business and Organizational Customers 6-4 47. Procurement sites operate for the benefit of buyers by directing suppliers to them at one convenient site. | Register to View Answer | Easy | LO: 5 | Pg. 155 | Definition | 48. At a procurement site, competition among sellers is likely to increase . | Register to View Answer | Easy | LO: 5 | Pg. 155 | Definition | 49. The Internet is making it faster and easier for organizational buyers to use competitive bidding procedures. | Register to View Answer | Easy | LO: 5 | Pg. 155 | Definition | 50. Reverse auctions, unlike regular auctions, operate for the benefit of buyers. | Register to View Answer | Easy | LO: 5 | Pg. 155 | Definition | 51. Reverse auctions, unlike regular auctions, operate for the benefit of sellers. | Register to View Answer | Easy | LO: 5 | Pg. 155 | Definition | 52. Reverse auctions foster competition among buyers. | Register to View Answer | Easy | LO: 5 | Pg. 155 | Definition | 53. Reverse auctions work best for differentiated products. | Register to View Answer | Easy | LO: 5 | Pg. 156 | Definition | 54. Reverse auctions are less effective when the value provided to a customer comes from a complete marketing mix, not just a low price. | Register to View Answer | Easy | LO: 5 | Pg. 156 | Definition | 55. By offering unique items, auction sites operate for the benefit of sellers. | Register to View Answer | Easy | LO: 5 | Pg. 156 | Definition | 56. Auction sites foster competition among sellers. | Register to View Answer | Easy | LO: 5 | Pg. 155-56 | Definition | 57. Collaboration hubs go beyond matching buyers and sellers for one-time transactions and instead focus on helping firms work together on a continuing basis. | Register to View Answer | Easy | LO: 5 | Pg. 156 | Definition | 58. Unfortunately, collaboration hubs match buyers and sellers for one-time transactions only. | Register to View Answer | Easy | LO: 5 | Pg. 156 | Definition | 59. Internet tools used in the B2B market that focus primarily on lowering price do not always lower TOTAL purchasing costs. | Register to View Answer | Easy | LO: 5 | Pg. 157 | Definition | Chapter 6: Business and Organizational Customers 6-5 60. The Internet is making even straight rebuys more competitive. | Register to View Answer | Easy | LO: 5 | Pg. 158 | Definition | 61. Most manufacturers are quite small, with 250 or fewer employees. | Register to View Answer | Easy | LO: 6 | Pg. 158-59 | Definition | 62. Compared to final consumers, manufacturers tend to be more spread out geographically. | Register to View Answer | Easy | LO: 6 | Pg. 158 | Definition | 63. It is very common for manufacturers to concentrate in certain geographic areas and by type of industry. | Register to View Answer | Easy | LO: 6 | Pg. 158 | Definition | 64. The term "NAICS" stands for New Auto Industry Classification Survey. | Register to View Answer | Easy | LO: 6 | Pg. 159 | Definition | 65. The United States adopted NAICS as its new industrial classification system in 1997. | Register to View Answer | Easy | LO: 6 | Pg. 159 | Definition | 66. The U.S. government reports data on the number of firms, sales volume, and number of employees by NAICS code. | Register to View Answer | Easy | LO: 6 | Pg. 159 | Definition | 67. Firms that are described by NAICS code 3152 are more similar than firms described by NAICS code 31. | Register to View Answer | Easy | LO: 6 | Pg. 159-60 | Definition | 68. There are about 11 times as many service firms as manufacturing firms. | Register to View Answer | Easy | LO: 7 | Pg. 161 | Definition | 69. Purchasing managers are even more likely to be involved in buying by small service firms than in buying by large producers. | Register to View Answer | Easy | LO: 7 | Pg. 161 | Definition | 70. Most retail and wholesale buyers see themselves as purchasing agents for their target customers. | Register to View Answer | Easy | LO: 7 | Pg. 162 | Definition | 71. Sales reps calling on large food retailers often must make their sales presentations to a buyer who doesn't have the final decision responsibility. | Register to View Answer | Easy | LO: 7 | Pg. 162 | Definition | Chapter 6: Business and Organizational Customers 6-6 72. Most wholesalers and retailers pay very close attention to each item they handle, treating most products as new-task purchases. | Register to View Answer | Easy | LO: 7 | Pg. 162-63 | Definition | 73. A retail buyer who is "open to buy" has funds budgeted to spend during the current time period. | Register to View Answer | Easy | LO: 7 | Pg. 163 | Definition | 74. If a buyer is "open to buy," this means that he generated more sales than he expected. | Register to View Answer | Easy | LO: 7 | Pg. 163 | Definition | 75. Independent buying agents who work in central markets, representing several wholesaler or retailer customers, are called resident buyers. | Register to View Answer | Easy | LO: 7 | Pg. 163 | Definition | 76. Resident buyers are employees of chain stores who buy in central markets for their employers. | Register to View Answer | Easy | LO: 7 | Pg. 163 | Definition | 77. Government is one of the smallest groups (in sales volume) of customers in the United States. | Register to View Answer | Easy | LO: 7 | Pg. 163-64 | Definition | 78. When selling to government customers, both competitive bids and negotiated contracts are common. | Register to View Answer | Easy | LO: 7 | Pg. 164 | Definition | 79. To share in the government market, it is advantageous to be on the list of approved suppliers. | Register to View Answer | Easy | LO: 7 | Pg. 164 | Definition | 80. To compete in the government market, it is very important that marketing mixes are well matched with different bid procedures. | Register to View Answer | Easy | LO: 7 | Pg. 164 | Definition | 81. The Internet is not very useful for firms that want to target government markets. | Register to View Answer | Easy | LO: 7 | Pg. 164 | Definition | 82. Although outright influence peddling is common in some international markets, it is not allowed under the Foreign Corrupt Practices Act. | Register to View Answer | Easy | LO: 7 | Pg. 165 | Definition | Chapter 6: Business and Organizational Customers 6-7 Multiple-Choice Questions 83. Regarding U.S. business and organizational customers, A) more goods and services are purchased by business and organizational customers than by final consumers. B) there are more business and organizational customers than final consumers. C) there are more manufacturers than all other types of business and organizational customers combined. D) more goods and services are purchased by government buyers than by all other business and organizational customers. E) Both B and D are true. | Register to View Answer | Hard | LO: 1 | Pg. 142 | Comprehension | 84. Which of the following is a business or organizational customer? A) producers of goods or services. B) a retailer. C) a wholesaler. D) a government agency. E) All of the above are business and organizational customers. | Register to View Answer | Easy | LO: 1 | Pg. 142 | Self-Test | 85. Which of the following are NOT "business and organizational customers?" A) Wholesalers B) Manufacturers C) Financial institutions D) Government units E) All of the above ARE business and organizational customers. | Register to View Answer | Easy | LO: 1 | Pg. 142 | Definitional | 86. Which of the following is NOT an organizational buyer? A) the Red Cross buying office supplies. B) a sporting goods retailer buying skis. C) a law office buying a background music service. D) a country club buying tennis balls for a tournament. E) All of the above are organizational buyers. | Register to View Answer | Easy | LO: 1 | Pg. 142 | Application | 87. Which of the following is NOT an example of an organizational buyer? A) a government buyer purchasing a new desk for the mayor's office. B) a woman buying cookware to sell to her friends and neighbors. C) a sales rep buying a new necktie to make a good impression. D) a wholesaler buying a delivery truck. E) None of the above is a good example. | Register to View Answer | Easy | LO: 1 | Pg. 142 | Application | Chapter 6: Business and Organizational Customers 6-8 88. Concerning consumer and business markets: A) promotion to consumer markets usually relies more heavily on the use of personal selling. B) it is often easier to define customer needs in business markets. C) a marketing mix directed at an organizational customer is usually less precisely adjusted to the needs of the specific customer. D) All of the above are true. E) None of the above is true. | Register to View Answer | Medium | LO: 1 | Pg. 143 | Comprehension | 89. Which of the following is NOT true regarding organizational buyers? A) Buyers for all kinds of organizations (governments, nonprofit groups, middlemen) tend to buy in much the same way as do manufacturers. B) The basic aspects of business customer buying behavior tend to be quite similar in the U.S. and in international markets. C) Marketing strategies aimed at them are often tailored to each individual customer. D) Their purchases are made to help their organizations meet the demands for their products. E) Their needs are usually harder to define than for final consumers. | Register to View Answer | Easy | LO: 1 | Pg. 143 | Self-Test | 90. In comparison to the buying of final consumers, the purchasing of organizational buyers: A) is strictly economic and not at all emotional. B) is always based on competitive bids from multiple suppliers. C) leans basically toward economy, quality, and dependability. D) is even less predictable. E) Both A and C are true statements. | Register to View Answer | Easy | LO: 1 | Pg. 143 | Self-Test | 91. Organizational buying based on a written (or electronic) description of a product is called buying by ______________. A) purchasing specifications B) reciprocity C) negotiated contract | Register to View Answer | Easy | LO: 1 | Pg. 144 | Definitional | | Application | 92. Purchasing specifications may include: A) the product grade B) the brand name C) the part number D) all of the above E) none of the above | Register to View Answer | Easy | LO: 1 | Pg. 144 Chapter 6: Business and Organizational Customers 6-9 93. Which of the following buying methods would a supermarket buyer be MOST LIKELY to use in the purchase of grade A large eggs? A) Purchasing specifications B) Competitive bidding C) Negotiated contract | Register to View Answer | Medium | LO: 1 | Pg. 144 | Application | 94. Which of the following products would be bought using purchasing specifications? A) 100 gallons of Du Pont brand muriatic acid. B) 1,000 700MB CD-Rs. C) 50 pounds of number 10 USX nails. D) all of the above. E) none of the above. | Register to View Answer | Medium | LO: 1 | Pg. 144 | Application | 95. Which of the following buying methods would a purchasing manager be most likely to use on the Internet? A) Reciprocity B) Negotiated contract C) Purchasing specifications | Register to View Answer | Medium | LO: 1 | Pg. 144 | Application | 96. Which of the following statements about ISO 9000 is FALSE? A) ISO 9000 is a way for government suppliers to document their quality procedures, but it does not apply to other organizational suppliers. B) A supplier that has met the ISO 9000 standard is always better than one that has not. C) ISO 9000 applies to international suppliers only. D) All of the above are false. E) None of the above is false. | Register to View Answer | Hard | LO: 1 | Pg. 144-45 | Comprehension | 97. Buying specialists for organizations are commonly called: A) supply agents. B) vendor agents. C) value analysts. D) purchasing managers. E) consumer buyers. | Register to View Answer | Easy | LO: 2 | Pg. 145 | Definitional | Chapter 6: Business and Organizational Customers 6 - 10 98. A furniture producer has decided to buy its upholstery cloth from new suppliers. The president has given the purchasing manager responsibility to make the final selections and negotiate the terms. The purchasing manager looks through books with samples and specifications, and then calls salespeople to make presentations to the production manager, who is concerned about how easy the cloth will be to cut and sew. In this case, the purchasing manager is A) an influencer. B) a buyer. C) a decider. D) a gatekeeper. E) all of the above. | Register to View Answer | Easy | LO: 2 | Pg. 145-46 | Comprehension | 99. Regarding organizational buying, the people who have the power to select or approve the supplier--especially for larger purchases--are called: A) influencers. B) deciders. C) buyers. D) gatekeepers. E) users. | Register to View Answer | Hard | LO: 2 | Pg. 145 | Definitional | 100. Natalie Simopoulos, director of procurement at Grecian Glass, Inc. must approve every purchase order, and Anthony Markatos, purchasing manager, must authorize any sales rep who wants to talk to a Grecian employee. Natalie and Anthony are acting as _____ and _____, respectively. A) decider and gatekeeper B) influencer and user C) gatekeeper and influencer D) buyer and decider E) user and gatekeeper | Register to View Answer | Medium | LO: 2 | Pg. 145 | Application | 101. Multiple buying influence is MOST likely to occur in which of the following purchases? A) note pads. B) a voice-mail phone system. C) a replacement for a broken chair. D) gasoline. E) paper clips. | Register to View Answer | Easy | LO: 2 | Pg. 145-46 | Application | Chapter 6: Business and Organizational Customers 6 - 11 102. If many individuals are involved in a buying decision, this is: A) a multiple input situation. B) a selective rebuy. C) a modified rebuy. D) a multiple buying influence situation. E) a straight rebuy. | Register to View Answer | Easy | LO: 2 | Pg. 146 | Definitional | 103. A "buying center" A) may vary from purchase to purchase. B) refers to all the purchasing agents in a large firm. C) is usually identified on a firm's organization chart. D) is usually controlled by the purchasing manager. E) is usually located in major wholesale markets. | Register to View Answer | Medium | LO: 2 | Pg. 146 | Comprehension | 104. When a salesperson calls on a new business prospect, A) he may have trouble identifying all of the buying center members. B) he usually must see the purchasing manager first. C) the probability of encountering a gatekeeper is high. D) All of the above are true. E) None of the above is true. | Register to View Answer | Medium | LO: 2 | Pg. 145-46 | Comprehension | 105. For new-task buying, a good salesperson will try to contact the potential customer's: A) deciders. B) gatekeepers. C) influencers. D) buyers (purchasing managers). E) All of the above. | Register to View Answer | Easy | LO: 2 | Pg. 145-46 | Comprehension | 106. Vendor analysis A) emphasizes the emotional factors in a purchase decision. B) is a formal procedure used by a vendor's salespeople to be certain that all members of a buying center have been contacted. C) is used less now that multiple buying influence is more common. D) is likely to favor a vendor that offers the customer the lowest total cost associated with the purchase. E) None of the above is true. | Register to View Answer | Medium | LO: 2 | Pg. 147 | Comprehension | Chapter 6: Business and Organizational Customers 6 - 12 107. Vendor analysis A) ensures objectivity by disregarding whether a supplier has been used in the past. B) emphasizes the emotional factors in a purchase decision. C) is used less now that multiple buying influence is more common. D) All of the above are true. E) None of the above is true. | Register to View Answer | Medium | LO: 2 | Pg. 147 | Comprehension | 108. Regarding selling to organizational buyers, A) the buyer's individual needs can be ignored when there is multiple buying influence. B) purchasing managers are usually more emotional than final consumers. C) a purchasing manager's emotional needs should be emphasized as well as his economic needs. D) sellers should try to avoid purchasing managers, since they usually can't make the final buying decision. E) All of the above are true. | Register to View Answer | Medium | LO: 2 | Pg. 147 | Integrating | 109. A typical purchasing manager: A) buys strictly on economic needs. B) tries to satisfy both individual needs and company needs. C) seeks the lowest possible cost. D) has the final decision on all purchases. E) All of the above. | Register to View Answer | Medium | LO: 2 | Pg. 147 | Comprehension | 110. Purchasing managers A) are, in general, not very well educated. B) always buy from the lowest price supplier. C) may be willing to pay more to reduce personal risk. D) are usually the last ones a salesperson sees, after the order has been approved by the gatekeepers. E) None of the above is true. | Register to View Answer | Easy | LO: 2 | Pg. 147 | Comprehension | 111. Most purchasing managers: A) reject "vendor analysis" as too subjective. B) want to be "sold" by persuasive salespeople. C) spend most of their time on new-task buying. D) stress dependability as well as lower cost and higher quality. E) dislike the higher risk that is involved in buying from a supplier that meets the ISO 9000 standard. | Register to View Answer | Medium | LO: 2 | Pg. 147 | Comprehension | Chapter 6: Business and Organizational Customers 6 - 13 112. Purchasing managers in business markets (compared to buyers in consumer markets) are generally: A) fewer in number. B) more technically qualified. C) less emotional in their buying motives. D) more insistent on dependability and quality. E) all of the above. | Register to View Answer | Easy | LO: 2 | Pg. 145-47 | Comprehension | 113. Regarding organizational buying, A) a "national accounts" sales force often makes sense when firms with many facilities buy from a central location. B) purchasing managers are more likely to be found in large organizations. C) a geographically bound salesperson can be at a real disadvantage. D) All of the above are true. E) None of the above is true. | Register to View Answer | Medium | LO: 2 | Pg. 148 | Comprehension | 114. A requisition A) is only used for nonroutine purchases. B) is the same as a purchase order. C) sets the terms under a negotiated contract. D) is a formal contract between a buyer and a seller. E) none of the above is true. | Register to View Answer | Medium | LO: 2 | Pg. 148 | Comprehension | 115. An office manager needs office supplies, so he fills out a form indicating what he needs and sends it to the purchasing department to be ordered. This form is usually called A) a purchase order. B) a requisition. C) a vendor analysis. D) a buying center request. E) the start of the adoption process. | Register to View Answer | Easy | LO: 2 | Pg. 148 | Application | 116. Organizational buyers: A) are producers' agents. B) are problem solvers. C) base purchasing decisions entirely on company needs. D) are not affected by emotional needs. E) All of the above are true. | Register to View Answer | Medium | LO: 2 | Pg. 149 | Integrating | Chapter 6: Business and Organizational Customers 6 - 14 117. Which of the following is NOT one of the organizational processes buying discussed in the text? A) multiple task buying. B) modified rebuy buying. C) new-task buying. D) straight rebuy buying. E) None of the above, i.e., all are buying processes. | Register to View Answer | Easy | LO: 3 | Pg. 149 | Definitional | 118. Which of the following is NOT one of the organizational buying processes discussed in the text? A) Straight rebuy buying B) Modified rebuy buying C) Important task buying D) New-task buying E) None of the above, i.e., all are buying processes. | Register to View Answer | Easy | LO: 3 | Pg. 149 | Definitional | 119. Multiple buying influence should be expected in: A) vendor buying. B) straight rebuy buying. C) modified rebuy buying. D) new-task buying. E) none of the above. | Register to View Answer | Easy | LO: 3 | Pg. 149 | Definitional | 120. Regarding new-task organizational buying, which of the following are likely to be involved? A) top managers. B) purchasing manager. C) production process engineers. D) production line supervisors. E) all of the above. | Register to View Answer | Easy | LO: 3 | Pg. 149 | Application | 121. Regarding new-task organizational buying, which of the following persons is LEAST likely to be involved? A) a competitor's purchasing manager. B) a purchasing manager. C) a production line supervisor. D) the company president. E) a research assistant. | Register to View Answer | Easy | LO: 3 | Pg. 149 | Application | Chapter 6: Business and Organizational Customers 6 - 15 122. A buyer who has not purchased from a vendor in the past is MOST LIKELY to buy from that vendor when there is: A) straight rebuy buying B) selective buying. C) new-task buying. D) selective task buying. E) modified rebuy buying. | Register to View Answer | Medium | LO: 3 | Pg. 149 | Application | 123. Which of the following buying situations gives a seller the most chance for promotion impact? A) Selective task buying B) Modified rebuy buying C) New-task buying D) Straight rebuy buying E) All of the above are equal. | Register to View Answer | Easy | LO: 3 | Pg. 149 | Comprehension | 124. Straight rebuy A) decisions, as contrasted with modified rebuys, are more likely to involve multiple buying influence. B) vendor selections are likely to be made by a purchasing manager--without consulting anyone else. C) decisions are infrequent, but they typically take longer to make than new-task buying decisions. D) decisions usually involve getting negotiated bids from suppliers. E) decisions cannot be influenced by advertising. | Register to View Answer | Hard | LO: 3 | Pg. 149 | Comprehension | 125. A straight rebuy is MOST likely to occur for: A) a new computer network. B) a pension plan which meets the new government regulations. C) paper supplies for the copy equipment. D) electronic components for a new product. E) executive chairs for a new office building. | Register to View Answer | Easy | LO: 3 | Pg. 149 | Application | 126. A vendor is MOST likely to make a sale if the buyer has bought from the vendor before and is doing: A) straight rebuy buying. B) selective buying. C) multiple task buying. D) modified rebuy buying. E) new-task buying. | Register to View Answer | Medium | LO: 3 | Pg. 149 | Application | Chapter 6: Business and Organizational Customers 6 - 16 127. A vendor is LEAST LIKELY to make a sale if the buyer has not bought from the vendor before and is doing: A) straight rebuy buying B) selective buying. C) new-task buying. D) selective task buying. E) modified rebuy buying. | Register to View Answer | Medium | LO: 3 | Pg. 149 | Application | 128. Percy Malik, purchasing agent for Black Mountain Chemical Industries, routinely signs purchase orders for office supplies without further consideration. At Black Mountain, purchases of office supplies are A) a modified rebuy. B) a necessity. C) Somewhat Insignificant Commodity (SIC) items. D) a new-task buy. E) a straight rebuy. | Register to View Answer | Medium | LO: 3 | Pg. 149 | Application | 129. A modified rebuy would be most likely when: A) A railroad plans to change from steel to aluminum rail cars to cut weight. B) A car producer is developing a sportier car which will require wider tires. C) A bread producer is placing its weekly order for flour. D) A computer producer is buying new assembly line equipment. E) A shoe factory needs more glue to attach heels to its shoes. | Register to View Answer | Easy | LO: 3 | Pg. 149 | Self-Test | 130. A modified rebuy is MOST likely to occur for: A) file folders. B) brooms. C) paper clips. D) a desk. E) copier paper. | Register to View Answer | Easy | LO: 3 | Pg. 149 | Application | 131. Whitewater Corp. is looking for a new vendor for basic plastics because the present vendor has been inconsistent about meeting delivery schedules. Which of the following buying processes is the firm's purchasing agent MOST LIKELY to use? A) Selective buying B) Modified rebuy buying C) Intensive buying D) New-task buying E) Straight rebuy buying | Register to View Answer | Medium | LO: 3 | Pg. 149 | Application | Chapter 6: Business and Organizational Customers 6 - 17 132. Organizational buyers: A) tend to rely almost totally on salespeople as their source of information. B) prefer formal procedures for rating vendors over informal approaches like vendor analysis. C) are likely to do little search for additional information if the purchase is unimportant. D) tend to be more emotional than final consumers--because their jobs are at risk if a problem arises. E) None of the above is true. | Register to View Answer | Easy | LO: 3 | Pg. 149 | Definitional | 133. Organizational buyers: A) rely on many sources of information in addition to salespeople when making purchase decisions. B) may use vendor analysis to make certain that all relevant areas of a purchase decision have been considered. C) are likely to do little search for additional information if the purchase is unimportant. D) tend to be more rational--and less emotional--in their buying decisions than final consumers. E) All of the above are true. | Register to View Answer | Easy | LO: 3 | Pg. 147-50 | Definitional | 134. In business markets, close buyer-seller relationships A) may improve the profits of both the buyer and the seller. B) are almost always desirable from the seller's point of view, but not from the buyer's point of view. C) may have benefits, but they usually increase a firm's uncertainty and risk. D) None of the above. E) All of the above. | Register to View Answer | Hard | LO: 4 | Pg. 150-52 | Comprehension | 135. With respect to buyer-seller relationships in business markets, A) relationships benefit sellers, but not customers. B) some customers simply are not interested in a close relationship with a supplier. C) customer firms are better off selecting suppliers with competitive bids rather than establishing a relationship with a single vendor. D) All of the above are true. E) None of the above is true. | Register to View Answer | Easy | LO: 4 | Pg. 150-53 | Self-Test | 136. Which of the following is NOT a key dimension of buyer-seller relationships in business markets? A) legal bonds B) new-task sharing C) cooperation D) operational linkages E) information sharing | Register to View Answer | Easy | LO: 4 | Pg. 151 | Comprehension | Chapter 6: Business and Organizational Customers 6 - 18 137. Which of the following is NOT a key dimension of buyer-seller relationships in business markets? A) information sharing B) legal bonds C) cooperation D) operational linkages E) all of the above are key dimensions | Register to View Answer | Easy | LO: 4 | Pg. 151 | Comprehension | 138. Which of the following is NOT a key dimension of buyer-seller relationships in business markets? A) legal bonds B) relationship-specific adaptations C) joint inspection D) operational linkages E) information sharing | Register to View Answer | Easy | LO: 4 | Pg. 151 | Comprehension | 139. Which of the following is NOT a key dimension of buyer-seller relationships in business markets? A) legal bonds B) relationship-specific adaptations C) cooperation D) operational linkages E) bid rigging | Register to View Answer | Easy | LO: 4 | Pg. 151 | Comprehension | 140. Which of the following is NOT a key dimension of buyer-seller relationships in business markets? A) legal bonds B) relationship-specific recycling C) cooperation D) operational linkages E) information sharing | Register to View Answer | Easy | LO: 4 | Pg. 151 | Comprehension | 141. Suppliers to business markets often A) provide information about industry trends. B) must manage inventory and delivery carefully--to provide customers with just-in-time delivery. C) serve as technical consultants to their customers. D) All of the above are true. E) None of the above is true. | Register to View Answer | Medium | LO: 4 | Pg. 150-53 | Comprehension | Chapter 6: Business and Organizational Customers 6 - 19 142. In business markets, close buyer-seller relationships A) often involve a number of people from different areas in both the buyer and supplier firms. B) may be based on regular, good-faith reviews rather than legal contracts. C) can help reduce uncertainty and risk. D) usually focus on driving down joint costs. E) All of the above. | Register to View Answer | Medium | LO: 4 | Pg. 150-53 | Self-Test | 143. A close buyer-seller relationship in a business market: A) may require relationship-specific adaptations by the seller, the customer, or both. B) may result in the seller accepting a lower price. C) may increase the buyer's "switching costs." D) may not involve a contract that spells out each party's responsibilities. E) All of the above are true. | Register to View Answer | Hard | LO: 4 | Pg. 150-53 | Comprehension | 144. When a purchasing manager knows roughly what is needed but can't describe it exactly--or when the purchasing arrangement may change as the job progresses--then buying is likely to be by: A) negotiated contract. B) description. C) outsourcing. | Register to View Answer | Easy | LO: 4 | Pg. 153 | Definitional | 145. Which of the following situations would involve negotiated contract buying? A) design and manufacture a new computer accessory. B) produce and deliver 1,000 tons of tomatoes. C) manufacture and ship 500 secretarial chairs. D) all of the above. E) none of the above. | Register to View Answer | Medium | LO: 4 | Pg. 153 | Self-Test | 146. Creative Electronics has an idea for a new MP3 accessory. Now it is looking for a supplier to design and manufacture the product. It will most likely use ______________ buying. A) description. B) negotiated contract. C) resident. | Register to View Answer | Medium | LO: 4 | Pg. 153 | Application | Chapter 6: Business and Organizational Customers 6 - 20 147. Today, when a buyer can't specify all of the details of what it will need in the future, the relationship with a supplier is most likely to involve: A) a reverse auction. B) a procurement hub. C) negotiated contracts. D) competitive bids. E) all of the above. | Register to View Answer | Easy | LO: 4 | Pg. 153 | Self-Test | 148. Organizational buyers purchase the same product from more than one source A) if no supplier has a superior marketing mix. B) to help ensure continuing supplies. C) because a single vendor usually doesn't want all of the business. D) if vendor analysis results in a "tie score" for the different suppliers. E) None of the above is true. | Register to View Answer | Hard | LO: 4 | Pg. 153-54 | Comprehension | 149. Regarding e-commerce website resources: A) Collaboration hubs focus on helping firms cooperate on an extended basis. B) Catalog sites automate search and delivery by making it easy to order products from many different suppliers. C) Online marketplaces connect buyers and sellers in particular industries. D) Procurement sites direct suppliers to a buyer at one convenient location. E) All of the above are true. | Register to View Answer | Medium | LO: 5 | Pg. 155-56 | Comprehension | 150. Regarding e-commerce website resources: A) Purchasing specifications are commonly used online to describe what a firm wants to buy. B) Online auction sites commonly operate for the benefit of sellers. C) Competitive bidding systems commonly drive down prices at procurement hubs. D) Online reverse auction sites commonly operate for the benefit of buyers. E) All of the above are true. | Register to View Answer | Easy | LO: 5 | Pg. 154-56 | Self-Test | 151. Regarding B2B e-commerce: A) Procurement sites foster competition among sellers. B) Online auction sites foster competition among buyers. C) Reverse auction sites foster competition among sellers. D) All of the above are correct. E) None of the above is correct. | Register to View Answer | Medium | LO: 5 | Pg. 155-56 | Integrating | Chapter 6: Business and Organizational Customers 6 - 21 152. Regarding the size of manufacturing concerns, large firms (with more than 250 employees) A) outnumber small firms more than two to one. B) account for nearly half of all the manufacturing establishments. C) are few in number but their employees account for nearly half of all employed people. D) provide no more "value added" than the many small firms. E) None of the above is true. | Register to View Answer | Easy | LO: 6 | Pg. 158-59 | Self-Test | 153. Regarding the manufacturers' market, large firms (with more than 250 employees) A) account for the majority of the total "value added" by all manufacturers. B) are very few compared to the many small firms. C) employ about half of all people employed in manufacturing. D) All of the above are true. E) None of the above is true. | Register to View Answer | Easy | LO: 6 | Pg. 158-59 | Self-Test | 154. Regarding the business (manufacturing) market, small firms (with fewer than 10 employees) A) are not very numerous compared to the very large firms. B) account for the vast majority of the total employment provided by all manufacturers. C) are the majority of all firms, but account for less than 3 percent of "value added" by manufacturing. D) amount to nearly two million establishments. E) None of the above is true. | Register to View Answer | Hard | LO: 6 | Pg. 158-59 | Comprehension | 155. What percentage of total U.S. "value added" is produced by manufacturers which employ 250 or more employees? A) 40 percent B) Almost 60 percent C) 30 percent D) Less than 5 percent E) 10 percent | Register to View Answer | Hard | LO: 6 | Pg. 158-59 | Definitional | 156. U.S. business manufacturing markets tend to be concentrated: A) by industry. B) with a relatively few large manufacturing plants. C) by geographical location. D) All of the above. E) Only B and C above. | Register to View Answer | Medium | LO: 6 | Pg. 158 | Definitional | Chapter 6: Business and Organizational Customers 6 - 22 157. U.S. manufacturers: A) all employ many workers. B) are evenly spread throughout the country. C) tend to concentrate by industry. D) do not locate close to competitors. E) Both C and D. | Register to View Answer | Easy | LO: 6 | Pg. 158 | Definitional | 158. If a firm targets business and organizational markets, A) NAICS codes may be helpful for segmenting potential customers in Europe but not those in the U.S. B) each customer may need to be treated as a different segment. C) competing manufacturers are often clustered in geographic locations. D) All of the above are true. E) Both B and C are true. | Register to View Answer | Easy | LO: 6 | Pg. 158 | Self-Test | 159. If a firm targets business and organizational markets, A) the geographic location of the customer is likely to be less important than in segmenting consumer markets. B) NAICS codes may help in segmenting manufacturers but not producers of services. C) each customer may need to be treated as a different segment. D) All of the above are true. E) None of the above is true. | Register to View Answer | Medium | LO: 6 | Pg. 144,158 | Comprehension | 160. "NAICS" means: A) North American Initiative for Competitive Structure. B) North American Industry Classification System. C) New Auto Industry Classification System. D) National Automakers Industry Classification System. E) National Apparel Industry Classification System. | Register to View Answer | Medium | LO: 6 | Pg. 159 | Definitional | 161. Which of the following NAICS codes would be used by a marketing manager who wanted data on the MOST GENERAL breakdown of a particular industry? A) 31 B) 31522 C) 315 D) 3152 E) There is no way to tell from the information provided. | Register to View Answer | Medium | LO: 6 | Pg. 159-60 | Application | Chapter 6: Business and Organizational Customers 6 - 23 162. Which of the following NAICS codes would be used by a marketing manager who wanted data that was the MOST SPECIFIC to a particular type of firm within an industry? A) 31 B) 31522 C) 315 D) 3152 E) There is no way to tell from the information provided. | Register to View Answer | Medium | LO: 6 | Pg. 159-60 | Application | 163. If you obtain a customer's four digit NAICS code, you should know that: A) this firm might be manufacturing quite different products than other firms with the same number. B) the firm may also have a five digit code. C) a number of other firms probably have the same code. D) the firm may also have a six digit code. E) All of the above are true. | Register to View Answer | Easy | LO: 6 | Pg. 159-60 | Self-Test | 164. You have just been asked by your manager to compile data on firms in California that have a specific 4-digit NAICS code. You should know A) that there are no 4-digit NAICS codes. B) that there is only one firm to find, since each firm has its own 4-digit NAICS code. C) that it is possible that no data will be available, even if there is one large firm in California in that 4-digit industry. D) that she is talking about the New Auto Industry Classification Survey. E) that none of the above is true. | Register to View Answer | Hard | LO: 6 | Pg. 160 | Comprehension | 165. The U.S. government would NOT publish NAICS data that gives: A) the total sales volume of the four steel manufacturers in a Metropolitan Statistical Area. B) the number of employees for similar two digit industry groups. C) the total sales volume of the only textile equipment manufacturer in a state. D) the sales volumes of similar two digit industry groups. E) the number of establishments for various industry groups. | Register to View Answer | Easy | LO: 6 | Pg. 160 | Self-Test | 166. As contrasted with manufacturers, producers of services are: A) more geographically spread out. B) growing fast domestically and internationally. C) more numerous. D) All of the above. E) None of the above. | Register to View Answer | Easy | LO: 7 | Pg. 161 | Self-Test | Chapter 6: Business and Organizational Customers 6 - 24 167. Regarding middlemen buying, A) computer-controlled inventory systems make buyers more dependent on sales reps. B) buying committees are a way for supermarkets to handle the flood of new products. C) buyers are seldom influenced by their salespeople. D) wholesalers and retailers typically only carry products which they have judged "socially desirable." E) all of the above are true. | Register to View Answer | Hard | LO: 7 | Pg. 162 | Integrating | 168. With regard to retail buying: A) Most retail buyers see themselves as purchasing agents for their suppliers. B) Buying committees, instead of individual retail buyers, may make the decisions. C) Retail buyers make most purchases as modified rebuys. D) All of the above are correct. E) None of the above is correct. | Register to View Answer | Medium | LO: 7 | Pg. 162 | Integrating | 169. When a large wholesaler or retailer uses a buying committee, A) the buyer still makes the final purchase decision. B) the sales rep may not be able to make a sales presentation to the committee. C) the impact of persuasive salespeople is increased. D) the middleman is more likely to take a chance on a really new product that hasn't yet proved itself. E) All of the above are true. | Register to View Answer | Medium | LO: 7 | Pg. 162 | Comprehension | 170. Committee buying in large retail chains A) makes the buyers work as a group and thus lower costs. B) allows a sales rep to avoid a difficult buyer. C) makes it difficult for the seller to see a buyer personally. D) reduces the impact of a persuasive sales rep. E) All of the above. | Register to View Answer | Medium | LO: 7 | Pg. 162 | Comprehension | 171. Because more middlemen are using computer systems to control inventory levels, A) they can assess the profitability of each product. B) new-task buying is increasing. C) they are carrying larger inventories. D) negotiated contract buying is increasing. E) All of the above are occurring. | Register to View Answer | Hard | LO: 7 | Pg. 162-63 | Comprehension | Chapter 6: Business and Organizational Customers 6 - 25 172. Large wholesale and retail buyers typically: A) pay close attention to each of the products they buy. B) don't trust automatic inventory control methods. C) see themselves as selling agents for manufacturers. D) buy most of their products as straight rebuys. E) None of the above. | Register to View Answer | Easy | LO: 7 | Pg. 163 | Self-Test | 173. A retail buyer being "open to buy" means that: A) increases in demand have him back in the market. B) multiple buying influence will not occur. C) he will buy only if offered special prices. D) he has budgeted funds that he can spend during the current period. E) the sales rep should call during those "open" hours. | Register to View Answer | Hard | LO: 7 | Pg. 163 | Definitional | 174. "Open to buy" A) means that a retail buyer is in the market looking for "good buys." B) refers to the business hours when the retail buyer is available for sales reps. C) means that a retail buyer still has budgeted funds to spend during the current period. D) refers to retail buyers who have shelf space available for new products. E) means that "new-task" buying is likely. | Register to View Answer | Hard | LO: 7 | Pg. 163 | Definitional | 175. Resident buyers A) are not "resident" in the buying firm, but rather are independent buying agents in central markets. B) are especially helpful to small producers and middlemen. C) are frequently used to help select new styles and fashions, as well as fill-in items. D) are usually paid an annual fee--based on their purchases. E) All of the above are true. | Register to View Answer | Easy | LO: 7 | Pg. 163 | Definitional | 176. Resident buyers: A) usually work for only one large retailer because of the work involved. B) are independent buying agents who work for several retailers. C) frequently travel to central markets to buy new styles. D) maintain offices in retailers' buying departments. E) All of the above. | Register to View Answer | Hard | LO: 7 | Pg. 163 | Definitional | Chapter 6: Business and Organizational Customers 6 - 26 177. Independent buying agents who work in central markets for wholesalers and retailers from outlying areas are called: A) buying committees. B) buying centers. C) buying agents. D) brokers. E) resident buyers. | Register to View Answer | Easy | LO: 7 | Pg. 163 | Definitional | 178. Which of the following statements about retail buying is FALSE? A) In most retail operations, a "resident buyer" runs his own department--and his decision is final. B) Most retail buyers see themselves as purchasing agents for their target customers. C) Retail buyers make most purchases as straight rebuys. D) A retail buyer is usually "open to buy" only when s/he has not spent all of the budgeted funds. E) Resident buyers are independent buying agents who help producers and middlemen reach each other inexpensively. | Register to View Answer | Easy | LO: 7 | Pg. 162-63 | Self-Test | 179. Regarding the government market, A) sales reps generally do not (and should not) write the specifications for government business. B) government is the largest customer group in the United States--spending about 30 percent of GDP. C) governments buy a lot, but only of certain products and can be safely ignored by most producers. D) negotiated contracts are uncommon because of mandatory bidding procedures. E) All of the above are true. | Register to View Answer | Hard | LO: 7 | Pg. 163-64 | Integrating | 180. The government market A) often relies on an "approved supplier list" for routine items that are bought frequently. B) is the largest customer group in the United States, accounting for about 30 percent of the gross domestic product. C) usually buys from the lowest price supplier that can meet the written specifications. D) All of the above are true. E) None of the above are true. | Register to View Answer | Easy | LO: 7 | Pg. 163-64 | Comprehension | Chapter 6: Business and Organizational Customers 6 - 27 181. Regarding U.S. government market buying, A) a buyer may order from a supplier on the "approved list" at a previously set price--without asking for new bids. B) most buyers write specs so that only one brand or supplier qualifies. C) it is illegal for a salesperson to try to influence the writing of product specifications. D) Both A and C are true. E) None of the above is true. | Register to View Answer | Medium | LO: 7 | Pg. 164 | Comprehension | 182. Government buyers in the U.S. usually buy by: A) specification--using a mandatory bidding procedure. B) negotiated contracts. C) haggling. D) influence peddling. E) Both A and B. | Register to View Answer | Easy | LO: 7 | Pg. 164 | Definitional | 183. With regard to government buying: A) One of the primary concerns of government buyers is finding the lowest price. B) A government buyer may be forced to accept the lowest bid whether he wants the goods or not. C) A government buyer can accept a higher bid when lower bids don't meet the required specifications. D) All of the above are correct. E) None of the above is correct. | Register to View Answer | Medium | LO: 7 | Pg. 164 | Integrating | 184. Which of the following statements about bidding for government business is true? A) Government buying needs are hard to identify--and their primary concern is with finding the lowest price. B) Government buyers avoid using negotiated contracts since they must purchase at a pre-set price. C) A government buyer may be forced to accept the lowest bid that meets the specifications. D) The biggest job of the government buyer is to locate enough potential suppliers so the bidding procedure works effectively. E) All of the above are true statements. | Register to View Answer | Easy | LO: 7 | Pg. 164 | Self-Test | 185. The Foreign Corrupt Practices Act: A) prohibits U.S. firms from paying bribes to foreign officials. B) levies stiff penalties against people who pay bribes. C) exempts managers whose agents secretly pay bribes. D) was amended to allow small grease money payments if they are customary in that country. E) All of the above. | Register to View Answer | Easy | LO: 7 | Pg. 165 | Self-Test | Chapter 6: Business and Organizational Customers 6 - 28 186. The Foreign Corrupt Practices Act: A) was passed primarily to keep corrupt foreign firms out of the U.S. market. B) holds a manager of a U..S. firm responsible if a foreign agent secretly pays a bribe, even if the agent does it on his own. C) allows U.S. firms to pay bribes to foreign officials as long as the payment is made outside the U.S. D) all of the above. E) none of the above is true | Register to View Answer | Easy | LO: 7 | Pg. 165 | Self-Test | Chapter 6: Business and Organizational Customers 6 - 29

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ESCUELA DE FSICALABORATORIO DE FISICA III - GRUPO J1B29 de Febrero de 2008B-L8: INSTRUMENTOS OPTICOSInformeNombres: Dayanna Katherine Duarte TrianaCamilo Andrs Rodrguez GilJos Manuel Colmenares LenCdigos: 206002520518582041989OBJETIVOS1. Aplic
Universidad Industrial de Santander - FISICA - 7
ESCUELA DE FSICALABORATORIO DE FISICA III - GRUPO J1B0007 de Diciembre de 2007B-L2: PNDULO DE TORSINInformeNombres: Dayanna Katherine Duarte TrianaCamilo Andrs Rodrguez GilJos Manuel Colmenares LenCdigos: 206002520518582041989OBJETIVOS1. Estu
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UNIVERSIDAD INDUSTRIAL DE SANTANDERESCUELA DE FISICALABORATORIO DE FISICA IIIINFORME: RESONANCIA EN CIRCUITOS RLC EN SERIE ACFECHA DE ENTREGA: 14 MAYO DE 2008SUSAN BELN PEREZ CABEZA 2060647ADRIAN RODRIGUEZ 2051864JOAO ARIAS 2050519GRUPO:K2CSUBGRU
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UNIVERSIDAD INDUSTRIAL DE SANTANDERESCUELA DE FISICALABORATORIO DE FISICA IIIINFORME: RESONANCIA EN CIRCUITOS RLC EN SERIE ACFECHA DE ENTREGA: 16 DE JULIO DE 2008SUSAN BELN PEREZ CABEZA 2060647ADRIAN RODRIGUEZ 2051864JOAO ARIAS 2050511. OBJETIVOS
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31deJuliode2008AL12:DIFRACCINDEELECTRONESANALOGAPTICAInformeGrupo:H3CNombres:MaraCamilaVillamizarVlez.AlejandroTorres.Cdigos:2051840OBJETIVOS Determinacin de la longitud de onda de los electrones. Comprobacin de la ecuacin de De Broglie. Determi
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Integrantes:JessikaAndreaHerreraCamposJoulinAnyinethParraMendezGrupo:B2ASupgrupo:2CarlosAlbertoSaurithManjarrezPNDULOCOMPUESTOOBJETIVOS Estudiarydeterminarelmovimientodeunpndulocompuesto. Tomarmedidasdetiempopromedio,analizarestosdatosypoderconst
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M OVIMIENTO ARMNICO SIMPLE DE UN RESORTEEileen Catalina Castilla Duarte Cd. 2051874Gabriel Hernando Jaimes Alfonso Cd. 2022579Presentado a:Mnica FloresUNIVERSIDAD INDUSTRIAL DE SANTANDERFacultad de FsicaLaboratorio de ondasBucaramanga2008OBJETIV
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ESCUELA DE FSICALABORATORIO DE FISICA III - GRUPO J1B19 de Diciembre de 2007A-L3 ONDAS ESTACIONARIAS TRANSVERSALESInformeNombres: Dayanna Katherine Duarte TrianaCamilo Andrs Rodrguez GilJos Manuel Colmenares LenCdigos: 206002520518582041989OBJE
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Integrantes:JessikaAndreaHerreraCamposGrupo:B2AJoulinAnyinethParraMndezSubgrupo:2CarlosAlbertoSaurithManjaresONDASSONORASOBJETIVOS Determinarelmovimientoondulatorioenunaonda Afianzarlosconocimientoobtenidosdelalongituddeondasyvelocidaddelsonido
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M OVIMIENTO ARMNICO SIMPLE DE UN RESORTEEileen Catalina Castilla Duarte Cd. 2051874Presentado a:Mnica FloresUNIVERSIDAD INDUSTRIAL DE SANTANDERFacultad de FsicaLaboratorio de ondasBucaramanga2008OBJETIVOS: Calcular la amplitud y el periodo del p
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ESCUELA DE FSICALABORATORIO DE FISICA III - GRUPO K2C28 de Mayo de 2008B-L1: OSCILACIONES ARMNICAS-ACOPLAMIENTO DE OSCILACIONESCon CASSYINFORMENombres:Adrin David Rodrguez SurezSusan Beln Prez CabezaJoao Fernando AriasCdigo: 2051864Cdigo: 20606
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UNIVERSIDAD INDUSTRIAL DE SANTANDEREscuela de FsicaLaboratorio de Fsica IIIB-L4 ONDAS SONORASOBJETIVOS GENERALES: Aprender a manejar los instrumentos requeridos para la practica Entender los conceptos bsicos necesarios para llevar a cabo la practica
Universidad Industrial de Santander - FISICA - 7
UNIVERSIDAD INDUSTRIAL DE SANTANDEREscuela de FsicaLaboratorio de Fsica IIIB-L4 ONDAS SONORASOBJETIVOS GENERALES: Aprender a manejar los instrumentos requeridos para la practica Entender los conceptos bsicos necesarios para llevar a cabo la practica
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RESONANCIAENCIRCUITORLCENSERIEACJersonFabinRicoAlbarracnCd.2051883Grupo:Subgrupo:Presentadoa:UNIVERSIDADINDUSTRIALDESANTANDERFacultaddeFsicaLaboratoriodeondasBucaramanga2008 OBJETIVOS RealiceyconocaprofundidadlascaractersticasdeuncircuitoRLCense
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ONDASESTACIONARIASTRANSVERSALESOBJETIVOS Analizamos cmo podemos encontrar los modos en una cuerda estacionariavariandolatensinydejandoconstantelafrecuencia. Encontramoslarelacinentrelaamplituddeunaondaestacionariaylade unaondaviajera. Medianteelusod
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Integrantes:JessikaAndreaHerreraCamposJoulinAnyinethParraMndezGrupo:B2ASubgrupo:2CarlosAlbertoSaurithManjarrezONDASESTACIONARIASTRANSVERSALESOBJETIVOS Estudiarlasdistintasmanerasdevariacindelasondasestacionarias. Mirarcomovaraelexperimentocuandos
Universidad Industrial de Santander - FISICA - 7
Integrantes:JessikaAndreaHerreraCamposJoulinAnyinethParraMndezGrupo:B2ASupgrupo:2CarlosAlbertoSaurithManjarrezAL9DETERMINACIONDELACARGAESPECFICADELELETRONOBJETIVOSEstudiarlacargaespecificadeunelectrntantoexperimentalcomotericaDeterminar por medio
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Integrantes:EileenCatalinaCastillaDuarteGrupo:H1AGabrielHernandoJaimesAlfonsoSubgrupo:06HenryAndrsDelgadoZabalaDIFRACCIONDEELECTRONES.ANALOGIAOPTICAOBJETIVOS: Conocereidentificarlosfenmenosdelmovimientoondulatorioysuformadepropagaci nalpasarporuna
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Integrantes:Jessika Andrea Herrera CamposJoulin Anyineth Parra MndezCarlos Alberto Saurith ManjarrezGrupo: B2ASubgrupo: 2Longitud de ondas y velocidad del sonidoOBJETIVOS Determinar el movimiento ondulatorio en una onda Afianzar los conocimiento
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Integrantes:JessikaAndreaHerreraCamposJoulinAnyinethParraMendezGrupo:B2ASupgrupo:2CarlosAlbertoSaurithManjarrezONDASDECIMTRICAS:Radiacinypolarizacin.Constantedielctricadelagua.OndasestacionariasOBJETIVOSExaminarelcomportamientodeladireccindepolar
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Integrantes:EileenCatalinaCastillaDuarteGabrielHernandoJaimesAlfonsoGrupo:H1ASubgrupo:06HenryAndrsDelgadoZabala000ONDASDECIM TRICASRadiaci nyPolarizaci n.ConstanteDiel ctricadelAgua.OndasEstacionarias.OBJETIVOS:Identificaryaprenderlascaracterst
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Integrantes:JessikaAndreaHerreraCamposJoulinAnyinethParraMndezGrupo:B2ASupgrupo:2CarlosAlbertoSaurithManjarrezPTICADELOJOOBJETIVOS Estudiarlasdistintascaractersticasdelasimgenesqueseproyectanenlaretinadelmodelodeojo Detallarydeterminarlosdefectos
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Integrantes:Eileen Catalina Castilla DuarteJoulin Anyineth Parra MendezCarlos Alberto Saurith ManjarrezGrupo: B1ASupgrupo: 2OSCILACIONES ROTATORIAS LIBRES Y FORZADASOBJETIVOS Conocer y dominar el marco terico y conceptos como amplitud, periodo,mo
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Integrantes:B2AJessika Andrea Herrera CamposJoulin Anyineth Parra MendezCarlos Alberto Saurith ManjarrezGrupo:Supgrupo: 2PNDULO COMPUESTOOBJETIVOS Estudiar y determinar el movimiento de un pndulo compuesto. Tomar medidas de tiempo promedio, anal
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SUPERPOSICINDEONDASPrincipiodesuperposicinCuandodosomsondasviajerassemuevenatravsdeunmedio,laondaresultanteencualquierpuntoeslasumaalgebraicadelasondasindividuales.Del principio de superposicin: dos ondas viajeras pueden pasar una a travs de otra sin
Universidad Industrial de Santander - FISICA - 7
Integrantes:JessikaAndreaHerreraCamposJoulinAnyinethParraMndezGrupo:B2ASupgrupo:2CarlosAlbertoSaurithManjarrezPTICADELOJOOBJETIVOS Estudiarlasdistintascaractersticasdelasimgenesqueseproyectanenlaretinadelmodelodeojo Detallarydeterminarlosdefectos
Universidad Industrial de Santander - FISICA - 7
Integrantes:JessikaAndreaHerreraCamposJoulinAnyinethParraMndezGrupo:B2ASupgrupo:2CarlosAlbertoSaurithManjarrezAL9DETERMINACIONDELACARGAESPECFICADELELETRONOBJETIVOSEstudiarlacargaespecificadeunelectrntantoexperimentalcomotericaDeterminar por medio
Universidad Industrial de Santander - FISICA - 7
Integrante:EileenCatalinaCastillaDuarteGrupo:H1AGabrielJaimesSubgrupo:06MOVIMIENTOARM NICOSIMPLEDEUNRESORTEOBJETIVOSDemostrarquesecumplelaleydeHookeenlosresortes. Mirarcomovaraelexperimentocuandoesutilizadootrascargassuspendidas. Determinarelperi
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Fnix ArdilaGrupo: L3BFabio NaranjoDiego RojasULTRASONIDOSOBJETIVOS:Determinar el ngulo de reflexinDemostrar el principio de una ecosondaDeterminar la velocidad del sonido en el aire.Marco tericoEfecto doppler:Un observador O se mueve hacia una
Universidad Industrial de Santander - FISICA - 7
Integrantes: Eileen Catalina Castilla DuarteGabriel Hernando Jaimes AlfonsoHenry Andrs Delgado ZabalaGrupo: H1ASubgrupo: 06OSCILACIONES ROTATORIAS LIBRES Y FORZADASOBJETIVOS: Conocer conceptos como amplitud, periodo, movimiento libremente amortigua
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UNIVERSIDAD INDUSTRIAL DE SANTADERFACULTAD DE CIENCIASESCUELA DE FISICALABORATORIO DE FISICA IIIDavid Ricardo GutirrezMonica Patricia SantamaraLaura Andrea Vargas207007520701032070086I1ATITULO: L3 ONDAS ESTACIONARIAS TRANSVERSALESOBJETIVOS Es
Universidad Industrial de Santander - FISICA - 7
UNIVERSIDAD INDUSTRIAL DE SANTADERFACULTAD DE CIENCIASESCUELA DE FISICALABORATORIO DE FISICA IIIDavid Ricardo GutirrezMonica Patricia SantamaraLaura Andrea Vargas207007520701032070086I1ATITULO: L1 MOVIMIENTO ARMONICO SIMPLE DE UN RESORTEOBJETI
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UNIVERSIDAD INDUSTRIAL DE SANTADERFACULTAD DE CIENCIASESCUELA DE FISICALABORATORIO DE FISICA IIIDavid Ricardo GutirrezMonica Patricia SantamaraLaura Andrea Vargas207007520701032070086I1ATITULO: L2. OSCILACIONES ROTATORIAS LIBRES Y FORZADASOBJE
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MARIA PAULA CRIADOSERGIO ANDRESMARIO ALEJANDRO SUAREZ RODRIGUEZI1ASUBGRUPO: 03UNIVERSIDAD INDUSTRIAL DE SANTANDERESCUELA DE FSICALABORATORIO DE FSICA IIIA-L3. ONDAS ESTACIONARIAS TRANSVERSALESOBJETIVOS1. Reproducir ondas estacionarias especficam
Universidad Industrial de Santander - FISICA - 7
UNIVERSIDAD INDUSTRIAL DE SANTADERFACULTAD DE CIENCIASESCUELA DE FISICALABORATORIO DE FISICA IIIDavid Ricardo GutirrezMonica Patricia SantamaraLaura Andrea Vargas207007520701032070086I1ATITULO: L4- ONDAS SONORASOBJETIVOS Determinar experiment
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UNIVERSIDAD INDUSTRIAL DE SANTADERFACULTAD DE CIENCIASESCUELA DE FISICALABORATORIO DE FISICA IIIDavid Ricardo GutirrezMonica Patricia SantamaraLaura Andrea Vargas207007520701032070086I1ATITULO: L9.INDICE DE REFRACCINOBJETIVOS Analizar el efec
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UNIVERSIDAD INDUSTRIAL DE SANTADERFACULTAD DE CIENCIASESCUELA DE FISICALABORATORIO DE FISICA IIIDavid Ricardo GutirrezMnica Patricia SantamaraLaura Andrea Vargas207007520701032070086I1ATITULO: L7- ONDAS DECIMETRICASOBJETIVOS Examinar el compo