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Chap006 - CHAPTER 6 ORGANIZATIONAL MARKETS AND BUYER...

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CHAPTER 6 ORGANIZATIONAL MARKETS AND BUYER BEHAVIOR MULTIPLE CHOICE QUESTIONS 6-1 CHAPTER OPENING EXAMPLE: JCPMEDIA DEFINITION JCPMedia: a. buys the fashions that are sold in JCPenney stores. b. is an advertising agency for industrial companies that want brand recognition. c. is the print and paper purchasing subsidiary of JCPenney. d. is a marketing research company that monitors e-commerce activities. e. buys and sells media space for newspapers. Answer: c Page: 149 Rationale: As described in the chapter opening example, JCPMedia is the print and paper purchasing arm of JCPenney, the fifth largest retailer in the United States. 6-2 CHAPTER OPENING EXAMPLE: JCPMEDIA APPLICATION When JCPMedia buys paper, it considers the supplier's forest management practices and its antipollution performance. How the supplier assumes its _____ is important in the selection of a paper supplier for JCPMedia. a. profit responsibility b. societal responsibility c. ecological accountability d. environmental autonomy e. stakeholder responsibility Answer: b Page: 149 Rationale: Students will need to remember the definition of the various concepts of social responsibility in chapter 4 to answer this question. 6-3 CHAPTER OPENING EXAMPLE: JCPMEDIA APPLICATION To select a paper supplier, JCPMedia looks at the supplier's capacity to deliver selected grades of paper, the availability of specific types of paper as well as price. This examination would be done during JCPMedia's: a. business correlation analysis. b. break-even analysis. c. value analysis. d. database search. e. social audit. Answer: c Page: 149 Rationale: A value analysis is the systematic appraisal of the design, quality, and performance of products to reduce purchasing costs while still maintaining desired quality levels. 321
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6-4 CHAPTER OPENING EXAMPLE: JCPMEDIA APPLICATION The size and number of JCPenney catalogs designed and mailed to consumers would determine how much paper JCPMedia would need to buy. This is an example of: a. derived demand. b. reciprocity. c. a tying agreement. d. a transactional sale. e. elastic supply. Answer: a Page: 149 Rationale: Derived demand means the demand for the paper is driven by the demand for the catalog. 6-5 BUSINESS MARKETING DEFINITION _____ is the marketing of goods and services to commercial enterprises, governments, and other profit and not-for-profit organizations for use in the creation of goods and services that they then produce and market to other business customers, as well as individuals and ultimate consumers. a. A relational enterprise b. Institutional marketing c. Business marketing d. Reseller marketing e. Agricultural marketing Answer: c Page: 150 Other Locations: SG Rationale: Key term definition—business marketing 6-6 BUSINESS MARKETING DEFINITION The business market is also called: a. the transactional market.
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