Chapter 6 Business and Organizational Customers

Chapter 6 Business and Organizational Customers - Chapter 6...

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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. Organizational buyers are also referred to as industrial or intermediate buyers. | Ans: True | 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. | Ans: True | Easy | LO: 1 | Pg. 143 | Definition | 5. Dependability of supply is usually much less important than price for most business customers. | Ans: False | 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. | Ans: False | Easy | LO: 1 | Pg. 144 | Definition | 7. Organizational buyers often buy on the basis of a set of purchasing specifications. | Ans: True | 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. | Ans: True | Easy | LO: 1 | Pg. 144 | Definition | 9. Purchasing specifications should be used only with products where quality is highly standardized. | Ans: False | Easy | LO: 1 | Pg. 144 | Definition | 10. Purchase specifications for services are usually very simple because services tend to be very standardized. | Ans: False | Easy | LO: 1 | Pg. 144 | Definition | Chapter 6: Business and Organizational Customers 6 - 1
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11. Purchasing managers seldom use purchasing specifications to buy on the Internet. | Ans: False | 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). | Ans: True | 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. | Ans: True | Easy | LO: 1 | Pg. 145 | Definition | 14. ISO 9000 is only relevant to domestic suppliers. | Ans: False | Easy | LO: 1 | Pg. 145 | Definition | 15. ISO 9000 is only relevant to international suppliers. | Ans: False | Easy | LO: 1 | Pg. 145 | Definition | 16. ISO 9000 is relevant to both domestic and international suppliers. | Ans: True | Easy | LO: 1 | Pg. 145 | Definition | 17. With ISO 9000 someone is responsible for quality at every step. | Ans: True | 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. | Ans: True | Easy | LO: 1 | Pg. 145 | Definition | 19. Purchasing managers are buying specialists for organizations and may have a lot of power. | Ans: True | Easy | LO: 2 | Pg. 145 | Definition | 20. Multiple-buying influence means that the buyer shares the purchasing decision with several people.
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