1.buyer who has not purchased from a vendor in the past is MOST LIKELY to buy from that vendor when there is:

A) selective buying.

B) new-task buying.

C) modified rebuy buying.

D) straight rebuy buying.

E) selective task buying.

2._____ are responsible for working with suppliers and arranging the terms of sale.

A) Buyers

B) Deciders

C) Influencers

D) Gatekeepers

E) Users

3.Purchasing specifications

A) are often simple for manufactured items with highly standardized quality.

B) for services, as compared to goods, tend to be detailed because services are usually performed before they're purchased.

C) None of these alternatives is correct.

D) for services, as compared to goods, tend to be detailed because services are more standardized than goods.

E) may simply include a brand name or part number when purchasing requirements are complicated.

4.Sweets Galore, the manufacturer of Rainbow brand lollipops, decided to expand into manufacturing liqueur-filled chocolate truffles. Its buying process for the chocolates, liqueurs, and molds was extensive, and included setting product specifications and evaluating sources of supply. This is an example of a

A) new-task buy.

B) modified rebuy.

C) straight buy.

D) straight rebuy.

E) simplified rebuy.

5.A purchase having some multiple influence and requiring some information would fit the description of a

A) new-task buy.

B) simplified buying.

C) modified rebuy.

D) modified buy.

E) straight rebuy.

6.Organizational buyers:

A) tend to be more emotional than final consumers--because their jobs are at risk if a problem arises.

B) None of these alternatives is correct.

C) tend to rely almost totally on salespeople as their source of information.

D) are likely to do little search for additional information if the purchase is unimportant.

E) prefer formal procedures for rating vendors over informal approaches like vendor analysis.

7.Bank of Omaha is an example of what type of organizational customer?

A) Producer

B) Government

C) Nonprofit

D) Resident buyer

E) Intermediary

8.Straight rebuy

A) decisions are infrequent, but they typically take longer to make than new-task buying decisions.

B) decisions, as contrasted with modified rebuys, are more likely to involve multiple buying influence.

C) vendor selections are likely to be made by a purchasing manager--without consulting anyone else.

D) decisions usually involve getting negotiated bids from suppliers.

E) decisions cannot be influenced by advertising.

9._______ are the terms of sale offered by different suppliers in response to the purchase specifications posted by the buyer.

A) Purchasing rebuys

B) Competitive bids

C) Legal bonds

D) Auctions

E) Requisitions

10.Vendor analysis is a(n)

A) analytic processing of requests to buy something from a vendor.

B) request to buy something.

C) analytic processing of requests to sell something to a vendor.

D) formal rating of suppliers on all relevant areas of performance.

E) written description of what the firm wants to buy.

11.Macy's is considered which type of organizational customer?

A) Intermediary.

B) Government.

C) Nonprofit.

D) Producer.

12.A _____ refers to all of the people who participate in or influence a purchase.

A) bidding group

B) buying center

C) procurement department

D) set of gatekeepers

E) sales analysis group

13.ABC Technologies manufactures computer accessories, such as modems and network cards. Even though the company has several purchasing managers, the company president has final authority on all purchases over $500, including the selection of the supplier. In the typical buying center in this company, the company president would have the primary role of:

A) Buyer.

B) User.

C) Decider.

D) Influencer.

E) Gatekeeper.

14.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) Straight rebuy buying

B) Modified rebuy buying

C) New-task buying

D) Intensive buying

E) Selective buying

15.Which of the following is NOT an example of an organizational buyer?
A) A sales rep buying a new necktie to make a good impression.

B) A wholesaler buying a delivery truck.

C) None of these is a good example of an organizational buyer.

D) A woman buying cookware to sell to her friends and neighbors.

E) A government buyer purchasing a new desk for the mayor's office.