Question 1

Those buying decisions that involve a narrow set of choice alternatives, encompass a moderate amount of both information search and analysis, and concentrate on the long-term relationship potential of suppliers are called:

Accepted Answer

Simple modified rebuy involves a narrow set of choice alternatives, moderate information search and analysis, and a focus on long-term supplier relationships.

Question 2

Strategies that would be appropriate for an "out" supplier to follow when confronting a modified rebuy situation include:

Accepted Answer

In a modified rebuy situation, the buyer is open to considering alternatives. An "out" supplier can use strategies like offering performance guarantees, encouraging sampling, and addressing issues with the current supplier to persuade the buyer to switch.

Question 3

When organizational buyers have well developed choice criteria to apply to the purchase decision, they are operating in a stage of problem solving known as:

Accepted Answer

The answer of When organizational buyers have well developed choice...

Question 4

When buying influentials and decision makers lack well-defined criteria for comparing alternative products and suppliers and they also lack strong predispositions toward a particular solution, they are operating in a stage of _____ problem solving.

Accepted Answer

Extensive problem solving occurs when buyers have no established criteria for evaluating a product or supplier and are not predisposed towards any particular solution, requiring them to gather and evaluate a lot of information.

Question 5

As a result of poor delivery performance by a supplier of high quality metal components, Jim Houser, purchasing agent at Milton Toy Company, plans to consider a possible change in suppliers. This provides an illustration of:

Accepted Answer

A modified rebuy occurs when a buyer wants to modify product specifications, prices, terms, or suppliers, as in this case where Jim Houser is considering changing suppliers due to poor performance.

Question 6

The problem solving approach followed by an organizational buyer in a new task buying situation is:

Accepted Answer

In a new task buying situation, an organizational buyer typically engages in extensive problem solving because they are dealing with a situation that is unfamiliar and requires thorough research and evaluation of alternatives.

Question 7

In choosing a new piece of manufacturing equipment, the buying organization is uncertain of the model or brand to choose, the suitable level of quality, and the appropriate price to pay. This represents which type of buying situation?

Accepted Answer

A judgmental new task decision occurs when an organization is purchasing a product for the first time and faces uncertainty about the specifications, quality, and price, requiring significant evaluation and judgment.

Question 8

Strategies that would be appropriate for an "out" supplier to follow in dealing with a well-satisfied customer in a straight rebuy situation include:

Accepted Answer

All the strategies listed are appropriate for an "out" supplier to consider in trying to influence a well-satisfied customer in a straight rebuy situation.

Question 9

Concerning the eight-stage model of the organizational buying process, research suggests that:

Accepted Answer

The eight-stage model of the organizational buying process can be influenced by various factors, including redefinition of the problem, changes in the external environment, concurrent completion of stages, and incremental decisions leading to the final supplier selection.

Question 10

Those buying decisions that are of extreme importance to the firm strategically and financially are referred to as:

Accepted Answer

Strategic new task buying decisions are those that are crucial to a firm's strategy and financial outcomes, as they often involve significant investments and long-term implications.

Question 11

The purchase of an expensive piece of material handling equipment would be classified as:

Accepted Answer

The answer of The purchase of an expensive piece of...

Question 12

The simple modified rebuy:

Accepted Answer

The answer of The simple modified rebuy:
...

Question 13

Jim Parker, Purchasing Manager for the Boston Motor Works, is involved in many organizational buying decisions each year. The forces that influence Jim's organizational buying decisions might be broadly classified as:

Accepted Answer

Jim's buying decisions are influenced by group dynamics, environmental factors, individual preferences, and organizational policies.

Question 14

Because of the technical complexity of the product, the difficulty of evaluating alternatives, or the unpredictable aspects of dealing with a new supplier, this type of buying decision involves the greatest level of uncertainty.

Accepted Answer

A judgmental new task decision involves a high level of uncertainty due to the complexity and novelty of the product or supplier, making it difficult to evaluate alternatives.

Question 15

The environmental forces that influence organizational buying behavior include:

Accepted Answer

All of the mentioned factors (economic, political and legal, and technological) are environmental forces that can influence organizational buying behavior.

Question 16

Upon meeting with a General Electric buyer, a salesperson learned that the G.E. purchasing function is unhappy with the supplier's performance and is openly considering new options. This provides an illustration of:

Accepted Answer

A modified rebuy occurs when a buyer is considering changes to an existing purchase agreement, such as seeking new suppliers due to dissatisfaction with current performance.

Question 17

When organizational buyers have well-defined criteria to apply to the purchase decision, but are uncertain about which suppliers can best fit their needs, they are operating in a stage of _____ problem solving.

Accepted Answer

The answer of When organizational buyers have well-defined criteria to...

Question 18

Mary Bronson, purchasing manager for the Los Angeles Tool Company, placed her quarterly order for supplies from the Gibson Paper Company. Mary has been dealing with Gibson for many years. What type of problem solving would Mary employ in this purchase decision?

Accepted Answer

Mary would employ routine problem solving because she has been dealing with Gibson for many years, indicating a repetitive and familiar purchasing decision.

Question 19

The organizational buying process, which ultimately may lead to the purchase of a new computer, could be set into action by:

Accepted Answer

The organizational buying process can be initiated by any of the mentioned factors, such as a breakdown of existing equipment, the need for a new system, or even a sales presentation.

Question 20

The problem solving approach followed by an organizational buyer in a modified rebuy situation is:

Accepted Answer

In a modified rebuy situation, the organizational buyer is making some changes to an existing purchase, which requires a limited problem-solving approach as they have some experience with the product but need to evaluate new options or suppliers.

Quiz 2: Organizational Buying Behavior