chapter 6 - The correct answer for each question is...

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The correct answer for each question is indicated by a .
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1 CORRECT Organizational buyers include all the buyers in a nation EXCEPT: A) retailers. B) government. C) manufacturers. D) wholesalers. E) ultimate consumers. Feedback: Ultimate consumers are people who use the goods and services they purchase for themselves and their households. Page: 144, LO: 1 2 CORRECT In terms of organizational buyers, Amazon.com, Lands' End, and JCPenney would all be classified as: A) capitalists. B) resellers. C) monopolies. D) facilitating agents. E) industrialists. Feedback: Resellers are retailers who buy physical products and resell them again without any reprocessing. Page: 144, LO: 1 3 INCORREC T Which of the following statements about the North American Industry Classification System (NAICS) is true? A) The NAICS provides information for all countries in North America.
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B) In 2005, the SIC classification system will replace the NAICS. C) The NAICS permits a firm to find the NAICS codes of its present customers and then obtain NAICS-coded lists for similar firms. D) The NAICS uses a four-digit coding system. E) The NAICS assigns multiple codes to conglomerates. Feedback: NAICS provides common industry definitions for Canada, Mexico, and the United States, which facilitate the measurement of economic activity in the three countries. Page: 146, LO: 1 4 CORRECT The decision-making process organizations use to establish their need for goods and services and to identify, evaluate, and choose among alternative brands and suppliers is called: A) the consumer purchase decision process. B) organizational buying behavior. C) the industrial purchase procedure. D) facilitating behavior. E) the reseller procurement process. Feedback: Key term definition—organizational buying behavior. Page: 154, LO: 3 5 CORRECT Saint Gobain Desjonqueres is a company that manufactures perfume bottles for perfume makers. The manufacturer's perfume bottles are a good example of __________ demand because demand for its bottles is so closely related to consumer demand for perfume. A) contiguous B) pooled C) conjoint D) congruent
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E) derived Feedback: Derived demand occurs when the sale of one product (typically industrial) results from the sale of another item (typically consumer). Page: 147, LO: 2 6 INCORREC T Which of the following possible aspects of consumer buying decisions is LEAST likely to enter into an organizational buying decision? A) comparison of product performance with expectations B) decision based on highest overall evaluation C) alternatives evaluated on important criteria D) information gathered from internal and external searches E) problem recognition triggered by self-actualization motives Feedback: Generally, motivations related to a firm's profit performance dominate in organizational buying decisions. When personal motives enter into these decisions, they are usually a lower level on Maslow's hierarchy than self-actualization. Page: 147,
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This note was uploaded on 10/26/2009 for the course MKTG 3104 taught by Professor Ebcoupey during the Fall '08 term at Virginia Tech.

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chapter 6 - The correct answer for each question is...

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