Question 1

a ___________ situation,users,influencers,or deciders in the buying center want to change product specifications,price,delivery schedule,or suppliers.

Accepted Answer

The situation described is a modified rebuy, where there is a change in product specifications, price, delivery schedule, or suppliers, and the buying center wants to explore new options. A new buy refers to a situation where the organization is buying a product for the first time. Straight rebuy refers to a situation where the organization is buying the same product from the same supplier without any changes. Make-buy refers to a decision of whether to produce a component in-house or buy it from an external supplier. Buy class refers to the categorization of products or services based on their characteristics and the level of involvement required in the buying decision.

Question 2

buy class situation affects buying center tendencies in different ways.If there is one person involved,the problem definition is well-defined,and the buying objective is to find the low-priced supplier,the buy class situation is a

Accepted Answer

The given scenario describes a typical straight rebuy situation where one person is involved, the problem definition is clear, and the buying objective is to find a low-priced supplier. In a straight rebuy, the buyer reorders products or services they have bought many times before without any significant modifications to the buying situation.

Question 3

a purchase is a new buy for a manufacturer,the seller should be prepared to act as a consultant to the buyer,expect a long time for a buying decision to be reached,and

Accepted Answer

The sentence mentions the seller acting as a consultant, indicating that technical knowledge and expertise may be required. Therefore, working with technical personnel would be the best choice out of the options given. A, B, and E are not mentioned in the sentence, and C is unlikely as accommodating unlimited specification changes would be very time-consuming and impractical.

Question 4

classes refer to the three types of organizational buying situations:

Accepted Answer

The three types of organizational buying situations are new buy (when an organization is buying a product or service for the first time), straight rebuy (when an organization is buying a product or service it has purchased before), and modified rebuy (when an organization wants to modify an existing product or service purchase). Option D identifies these three types of buying situations.

Question 5

buy class situation affects buying center tendencies in different ways.If there are many people involved,the problem definition is uncertain and the time required for a decision is long,the buy class situation is MOST LIKELY a

Accepted Answer

A new buy situation typically involves many people, an uncertain problem definition, and a longer decision-making process as the organization is purchasing a product or service for the first time.

Question 6

assistant heard his supervisor in the supply room yell,"Call Crate & Barrel-we need another case of its coffee mugs for the conference next week." The supervisor was asking the assistant to make a

Accepted Answer

The supervisor is asking for more of the same coffee mugs they have ordered before, which is a straight rebuy.

Question 7

buy class situation affects buying center tendencies in different ways.If there are many people involved,both new and present suppliers are considered,and the buying objective is a good solution,the buy class situation is MOST LIKELY a

Accepted Answer

In a "new buy" situation, the buying center is likely to involve many people, consider both new and present suppliers, and focus on finding a good solution, as it involves purchasing a product or service for the first time.

Question 8

a purchase is a new buy for a manufacturer,the seller should expect a long time for a buying decision to be reached,work with technical personnel,and

Accepted Answer

The seller should focus on providing a good solution to the problem for the buyer. This is the most important aspect of the purchase decision, and the seller should prioritize meeting the buyer's needs over any other concerns. While technical specifications may change or there may be some conflict during the buying process, ultimately the buyer is looking for a solution that meets their needs. Making concessions or compromises may be necessary to reach a successful buying decision, but the seller should always keep the focus on providing the best possible solution for the buyer. Doing favors for decision-makers, while potentially helpful, should not be the primary focus of the seller's efforts.

Question 9

department secretary orders ink cartridges for the department printer from the Corporate Express catalog each month.This is an example of a

Accepted Answer

This is a straight rebuy since the department secretary is ordering the same product (ink cartridges) from the same supplier (Corporate Express) on a monthly basis without any modifications or changes.

Question 10

buy class situation affects buying center tendencies in different ways.If there are many people involved,the problem definition is uncertain,and the buying influence comes from technical or operating personnel,the buy class situation is MOST LIKELY a

Accepted Answer

A new buy situation typically involves many people, an uncertain problem definition, and influence from technical or operating personnel, as it is a first-time purchase requiring more information and evaluation.

Question 11

buying situation where an organization is a first-time buyer of the product or service is referred to as a

Accepted Answer

A "new buy" is a situation where an organization is a first-time buyer of a product or service. The other options refer to different types of buying situations, but "new buy" specifically fits the description given in the question.

Question 12

buy class situation affects buying center tendencies in different ways.If there are many people involved,the problem definition is uncertain,and the buying objective is to find a good solution,the buy class situation is MOST LIKELY a

Accepted Answer

A new buy situation typically involves many people, uncertain problem definition, and the objective of finding a good solution. In this situation, the buying center needs to go through a complete decision-making process, which includes problem recognition, information search, evaluation of alternatives, and the actual purchase decision. Therefore, a new buy situation is the most likely buy class situation in this scenario.

Question 13

three types of organizational buy classes are

Accepted Answer

The three types of organizational buy classes are new buy, straight rebuy, and modified rebuy. Option E lists these three types correctly. Option A lists the types of organizations, not the types of buy classes. Option B lists the kinds of products and services. Option C lists the roles of individuals involved in the buying decision. Option D lists three procurement strategies.

Question 14

reorder of an existing product or service from a list of acceptable suppliers is referred to as a

Accepted Answer

Straight rebuy refers to the purchase of an existing product or service from an existing supplier without any significant modifications or changes in the buying behavior. This is a routine and straightforward purchasing decision where the buyer knows the product, the supplier, and the terms and conditions of the purchase.

Question 15

buy class situation affects buying center tendencies in different ways.If there is one person involved,the problem definition is well-defined,and the time required for a decision is short,the buy class situation is a

Accepted Answer

A straight rebuy is characterized by having one person involved, a well-defined problem definition, and a short decision-making time. This situation involves purchasing the same product or service from the same supplier without any modifications or significant changes in the buying criteria. Therefore, a straight rebuy is the best choice for the given situation. The other options do not fit the criteria described in the question.

Question 16

classes refer to three types of organizational buying situations,which are

Accepted Answer

The three types of organizational buying situations are new buy, straight rebuy, and modified rebuy. A new buy occurs when an organization is purchasing a product or service for the first time. A straight rebuy occurs when an organization is purchasing a product or service that it has purchased before. A modified rebuy occurs when an organization is purchasing a product or service that it has purchased before but is making some modifications or changes to the purchase decision. Options A, C, and E are not correct as they do not represent the types of organizational buying situations.

Question 17

buy class situation affects buying center tendencies in different ways.If there are two or three people involved,the problem definition has only minor modifications,and the time required for a decision is moderate,the buy class situation is a

Accepted Answer

In a modified rebuy situation, the buying center is involved in making minor modifications to the problem definition, and the decision-making process is moderately time-consuming, typically involving two or three people.

Question 18

the weekly meeting for Choice Hotels (the company that owns Clarion Hotel,Quality Inn,Comfort Inn,Comfort Suites,Sleep Inn,and Mainstay Inn),the marketing manager said,"We need an inexpensive creative way to increase awareness of our hotels among people who travel by automobile.To do that,I want to find some new media that the other hotel chains are not using." The purchase of this new media for the hotel chains' advertising would be an example of a

Accepted Answer

The purchase of new media that the hotel chains have not used before would be considered a "new buy" because it involves acquiring a product or service for the first time.

Question 19

a purchase is a new buy for a manufacturer,the seller should be prepared to act as a consultant to the buyer,work with technical personnel,and

Accepted Answer

In a new buy situation, the decision-making process is often lengthy as the buyer gathers information and evaluates options, requiring the seller to be patient and supportive.

Question 20

buying situation where users,influencers,or deciders want to change product specifications,price,delivery schedule,or supplier is referred to as a

Accepted Answer

A modified rebuy occurs when the buying situation involves a desire to change one or more aspects of a previously purchased product or service, such as specifications, price, delivery schedule, or supplier. This involves some degree of decision-making, but not as much as a new buy. In a straight rebuy, the purchasing decision is made without any changes to the previously established product or supplier, whereas a new buy involves a completely new product or service purchase. Buy class and make-buy refer to different aspects of the purchasing process, but are not relevant to this question.

Quiz 6: Understanding Organizations As Customers