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Marketing Management A Strategic Decision-Making Approach 8th Edition Mullins Test Bank 1
Marketing Management A Strategic Decision-Making Approach 8th Edition Mullins Test Bank 1
[QUESTION]
1. At the most basic level, marketers need to answer the same set of questions about
organizational markets as about consumer markets in order to develop a solid foundation for
their marketing plans.
Answer: True
Level of difficulty: Easy
Page: 123
Take-Away: 1
[QUESTION]
2. A crucial factor that distinguishes organizational markets from consumer markets is the
method in which products are purchased.
Answer: True
Level of difficulty: Easy
Page: 124
Take-Away: 1
[QUESTION]
3. Organizational buyers, when compared with buyers of consumer goods, are greater in number.
Answer: False
Level of difficulty: Easy
Page: 125
Take-Away: 1
[QUESTION]
5-1
Chapter 05 - Understanding Organizational Markets and Buying Behavior
4. The demand for industrial goods and services is derived from the demand for consumer goods
and services.
Answer: True
Level of difficulty: Medium
Page: 125
Take-Away: 1
[QUESTION]
5. Compared to consumer markets, organizational markets are characterized by closer buyer-
seller relationships.
Answer: True
Level of difficulty: Medium
Page: 125
Take-Away: 1
5-2
Chapter 05 - Understanding Organizational Markets and Buying Behavior
[QUESTION]
6. High level of mutual interdependence encourages the development and maintenance of long-
term relationships and alliances between buyers and sellers.
Answer: True
Level of difficulty: Easy
Page: 126
Take-Away: 3
[QUESTION]
7. Gatekeepers provide information for evaluating alternative products and suppliers.
Answer: False
Level of difficulty: Easy
Page: 127
Take-Away: 3
[QUESTION]
8. In the organizational purchasing process, the people who must use or work with the product or
service purchased are referred to as the buyers.
Answer: False
Level of difficulty: Medium
Page: 127
Take-Away: 3
[QUESTION]
9. The relative influence of the purchasing manager is lesser when reordering items the firm has
purchased in the past than when buying a new product.
Answer: False
Level of difficulty: Easy
Page: 128
Take-Away: 3
[QUESTION]
10. The way specific organizational purchase decisions are made vary with the firm’s level of
past experience and other aspects of the buying situation.
Answer: True
Level of difficulty: Easy
Page: 129
Take-Away: 3
[QUESTION]
11. A modified rebuy occurs when buying centers are forced to look for alternative products
because the organization’s needs have changed.
Answer: False
Level of difficulty: Easy
Page: 130
5-3
Chapter 05 - Understanding Organizational Markets and Buying Behavior
Take-Away: 3
[QUESTION]
12. A straight rebuy involves purchasing a common product or service the organization has
bought many times before.
Answer: True
Level of difficulty: Easy
Page: 130
Take-Away: 3
[QUESTION]
13. Requirements planning governs the purchase of raw materials and fabricating components as
well as supplies and major installations.
Answer: True
Level of difficulty: Medium
Page: 131
Take-Away: 5
[QUESTION]
14. Value analysis is the first step in the organizational decision-making process for new-task
purchases.
Answer: False
Level of difficulty: Medium
Page: 131
Take-Away: 3
[QUESTION]
15. Organizational buyers evaluate alternative suppliers and their offerings by using a set of
choice criteria reflecting the desired benefits.
Answer: True
Level of difficulty: Easy
Page: 132
Take-Away: 3
[QUESTION]
16. Value analysis maximizes procurement costs.
Answer: False
Level of difficulty: Easy
Page: 132
Take-Away: 3
[QUESTION]
17. Reciprocity occurs when an organization favors a supplier that is also a customer or potential
customer for the organization’s own products or services.
Answer: True
Level of difficulty: Easy
5-4
Chapter 05 - Understanding Organizational Markets and Buying Behavior
Page: 133
Take-Away: 3
[QUESTION]
18. Industrial buyers respond only to economic arguments.
Answer: False
Level of difficulty: Easy
Page: 133
Take-Away: 3
[QUESTION]
19. Short-term purchasing contracts enables an organization to concentrate on its purchases with
one or a few suppliers, reduce transaction costs, and gain scale economies through quantity
discounts and the like.
Answer: False
Level of difficulty: Easy
Page: 133-134
Take-Away: 3
[QUESTION]
20. Technology has changed organizational purchasing over the past decade by facilitating
logistical alliances involving the sharing of sales and inventory data and computerized
reordering.
Answer: True
Level of difficulty: Easy
Page: 135
Take-Away: 4
[QUESTION]
21. A firm is more likely to trust and develop a long-term commitment to a supplier when that
supplier makes dedicated, customer-specific investments.
Answer: True
Level of difficulty: Easy
Page: 138
Take-Away: 5
[QUESTION]
22. Government organizations tend to require less documentation and paperwork from their
suppliers compared to the business organizations.
Answer: False
Level of difficulty: Easy
Page: 138
Take-Away: 5
5-5
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The Project Gutenberg eBook of A backwoods princess
This ebook is for the use of anyone anywhere in the United States
and most other parts of the world at no cost and with almost no
restrictions whatsoever. You may copy it, give it away or re-use it
under the terms of the Project Gutenberg License included with this
ebook or online at www.gutenberg.org. If you are not located in the
United States, you will have to check the laws of the country where
you are located before using this eBook.
Language: English
NEW YORK
GEORGE H.
DORAN COMPANY
COPYRIGHT, 1926,
BY HULBERT FOOTNER
A BACKWOODS PRINCESS
—Q—
CONTENTS
CHAPTER PAGE
I Catastrophe
............................................ 9
II The
............................................
Burial of Blackburn 22
III The
............................................
Slaves Without a Master 30
IV At............................................
Fort Good Hope 40
V Yellow-Head
............................................ 51
VI The
............................................
Dinner Party 64
VII The
............................................
Cloven Hoof 79
VIII Heavenly
............................................
Music 94
IX An............................................
Upset 102
X Contraband
............................................ 118
XI A ............................................
Meeting 133
XII Fur
............................................ 140
XIII The
............................................
Fur Goes Out 156
XIV The
............................................
Discovery 167
XV Shadowing
............................................ 179
XVI With
............................................
Conacher 190
XVII The
............................................
Meeting 201
XVIII Confusion
............................................ 207
XIX Preparing
............................................
for Danger 216
XX Besieged
............................................ 228
XXI A ............................................
Leap for Freedom 239
XXII The
............................................
Search 255
XXIII Hunger
............................................ 273
XXIV Downstream
............................................ 287
XXV Conclusion
............................................ 305
A BACKWOODS PRINCESS
CHAPTER I
CATASTROPHE