1. (1) Which of the following influences organizational culture and, thus, organizational buyer behavior? culture marketing activities organizational values motives all of the above 2. (1) Different functional areas of an organization often do all of the following EXCEPT _____. play different roles in the purchase process utilize different information sources use different evaluative criteria assign different weights to evaluative criteria all of the above are done by different functional areas 3. (1) For products in which stage of the product life cycle are the engineering and R&D likely to be key functions influencing the purchase decision? introduction growth maturity decline fortification 4. (1) Which of the following is an organizational purchase situation? nominal modified rebuy limited extended routine 5. (1) Payments, warranties, delivery dates, and so forth represent _____. purchase specifications product specifications terms and conditions postpurchase evaluation relationship marketing 6. (1) Given the informational role of the web in today's B2B environment, salespeople need to adopt the role of solution provider adopt the role of information provider replace the use of search engines redesign corporate websites all of the above 7. (1) _____ involve both organization characteristics (e.g., size, activities, and location) and characteristics of the composition of the organization (e.g., gender, age, education). Firmographics Psychographics Demographics Geographics Behaviorgraphics 8. (1) General Electric commits millions of dollars a year to research and development to develop new products. How would this be classified with respect to general organizational objectives and the nature of the organizational activity? commercial objective, routine activity commercial objective, complex activity commercial objective, technical activity cooperative objective, technical activity nonprofit objective, complex activity 9. (1) Which of the following is NOT an objective uncovered through research that drives the management of privately held firms? building a place for the entire family to work and be involved becoming wealthy avoiding corporations and working for others build a lasting "empire" change governmental regulations 10. (1) Which of the following is NOT considered a user reference group in organizational buying? lead user trade press early adopters followers all of the above are considered a user reference group 11. (1) Which of the following is a reason for the significant role of salespeople in industrial markets? Because it is the least expensive form of communication for the selling organization. Business buyers prefer to do business with firms they know, like, and trust, and sales personnel are the most common representative of the selling organization. Because advertising has been shown to not have any positive impact on awareness and sales. Business buyer.

1. 1. (1)
Which of the following influences organizational culture and,
thus, organizational buyer behavior?
culture
marketing activities
organizational values
motives
all of the above
2. (1)
Different functional areas of an organization often do all of the
following EXCEPT _____.
play different roles in the purchase process
utilize different information sources
use different evaluative criteria
assign different weights to evaluative criteria
all of the above are done by different functional areas
3. (1)
For products in which stage of the product life cycle are the
engineering and R&D likely to be key functions influencing the
purchase decision?

2. introduction
growth
maturity
decline
fortification
4. (1)
Which of the following is an organizational purchase situation?
nominal
modified rebuy
limited
extended
routine
5. (1)
Payments, warranties, delivery dates, and so forth represent
_____.
purchase specifications
product specifications
terms and conditions

3. postpurchase evaluation
relationship marketing
6. (1)
Given the informational role of the web in today's B2B
environment, salespeople need to
adopt the role of solution provider
adopt the role of information provider
replace the use of search engines
redesign corporate websites
all of the above
7. (1)
_____ involve both organization characteristics (e.g., size,
activities, and location) and characteristics of the composition
of the organization (e.g., gender, age, education).
Firmographics
Psychographics
Demographics
Geographics
Behaviorgraphics

4. 8. (1)
General Electric commits millions of dollars a year to research
and development to develop new products. How would this be
classified with respect to general organizational objectives and
the nature of the organizational activity?
commercial objective, routine activity
commercial objective, complex activity
commercial objective, technical activity
cooperative objective, technical activity
nonprofit objective, complex activity
9. (1)
Which of the following is NOT an objective uncovered through
research that drives the management of privately held firms?
building a place for the entire family to work and be involved
becoming wealthy
avoiding corporations and working for others
build a lasting "empire"
change governmental regulations
10. (1)
Which of the following is NOT considered a user reference
group in organizational buying?

5. lead user
trade press
early adopters
followers
all of the above are considered a user reference group
11. (1)
Which of the following is a reason for the significant role of
salespeople in industrial markets?
Because it is the least expensive form of communication for the
selling organization.
Business buyers prefer to do business with firms they know,
like, and trust, and sales personnel are the most common
representative of the selling organization.
Because advertising has been shown to not have any positive
impact on awareness and sales.
Business buyers usually are not allowed to purchase without the
assistance of a sales representative.
none of the above
12. (1)
Which organization buyer segment doesn't want value-added
service and doesn't want to pay for it?
commodity buyers

6. underperforming buyers
partner buyers
most-valuable buyers
government buyers
13. (1)
Individual power and expertise have virtually no influence on
organizational decisions since it is a group process involving
DMUs.
True
False
14. (1)
To process information, a firm must go through the same
sequential stages of exposure, attention, and interpretation as
consumers.
True
False
15. (1)
Buyers with higher risk tolerance should prefer relational
exchanges.
True

7. False
16. (1)
Which of the following is a special unit of the National
Advertising Division of the Council of Better Business Bureaus
that specifically reviews advertising aimed at children?
Children's Advertising Review Unit (CARU)
National Advertising Review Board (NARB)
National Children's Advertising Division (NCAD)
National Children's Advertising Review Board (NCARB)
Federal Trade Commission (FTC)
17. (1)
What is the concern regarding the limited ability of children to
comprehend advertising messages?
Do children understand the selling intend of commercials?
Can children understand specific aspects of commercials?
Do children like commercials?
a and b
a, b, and c
18. (1)
If consumers call a specific number, they can access games on

8. their cell phones. The games usually involve a branded product
or an event, such as the release of a movie. This is an example
of which type of marketing activity aimed at children that is
considered controversial?
violent entertainment products
kids' clubs
mobile marketing
commercialization in schools
Internet marketing
19. (1)
Which of the following is NOT a classification of
commercialization of schools?
in-school ads
ads in classrooms
corporate-sponsored educational materials and programs
corporate-sponsored contests and incentive programs
mobile games
20. (1)
What year did the rules based on the guidelines in the
Children's Online Privacy Protection Act go in to effect?
1990

9. 1995
1998
2000
2002
21. (1)
Which of the following has the purpose of ensuring that
consumers are provided with adequate information?
Telephone Consumer Protection Act
truth-in-lending legislation
FTC Corrective Advertising Act
Internet Protection Act
FTC's unfairness authority
22. (1)
Which law deals with nutrition labeling on products' packages?
Truth-in-Labeling Law
Nutritional Labeling and Education Act
Trans Fat Labeling Act
Fair Packaging and Labeling Act

10. U.S. Packaging and Labeling Law
23. (1)
A new rule that requires marketers to list the number of grams
of trans fat on a product's package is an amendment of which
law?
Truth-in-Labeling Law
Nutritional Labeling and Education Act
Fat Labeling Act
Fair Packaging and Labeling Act
U.S. Packaging and Labeling Law
24. (1)
What is the health risk of trans fat that prompted to government
to require that the number of grams of trans fat be provided in
nutrition labels on packages?
it raises the level of LDL (bad) cholesterol
it lowers the level of HDL (good) cholesterol
it raises blood sugar levels
a and b
a, b, and c
25. (1)

11. While government and businesses want consumers to have full
disclosure, which of the following might result for consumers?
information overload
increased time to make a decision
inability to make a decision
all purchases become high-involvement situations
inferior choices will be made
26. (1)
Marketing practices are sometimes controversial.
True
False
27. (1)
The regulation of marketing activities aimed at children focuses
primarily on product safety, advertising and promotions, and
child pornography.
True
False
28. (1)
Research indicates that disclaimers such as "Part of a nutritious
breakfast" or "Each sold separately" are fully understood even
by children as young as 3 years old.

12. True
False
29. (1)
Gillette's advertising for the M3 Power razor which claimed that
"gentle micropulses stimulate hair up and away from skin" was
deemed to be literally false by the court hearing the case.
True
False
30. (1)
Corrective advertising is advertising run by the government to
cause consumers to unlearn inaccurate information they
acquired as a result of a firm's earlier advertising.
True
False