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7/27/2017 Quiz: Hutt/Speh, Business Marketing Management: B2B 10e, Chapter 3
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Assignment Name: Hutt/Speh, Business Marketing Management: B2B 10e, Chapter 3
Summary of Results
Total Possible: 23.0 Time Spent: 00:01:18 / 01:00:00
correct incorrect
11.00 12.00
47.83% 52.17%
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Organizational buying behavior can best be understood by:

a. focusing on the purchasing act or outcome.
b. adopting a decision process perspective.
1 c. carefully examining the purchasing manager's role in the decision.
d. centering attention on the executive who has buying authority and is also a decider.
e. isolating the role that top management assumes in ongoing purchasing activities.
status: incorrect (0.0)

correct: b
your answer: c
feedback: Incorrect.
2 The problem solving approach followed by an organizational buyer in a straight rebuy situation is:
a. limited.
b. selective.
c. routine.
d. extended.
http://www.cengage.com/cgi-wadsworth/course_products_wp.pl?fid=M20b&product_isbn_issn=9780324581676&discipline_number=0 1/7
e. cerebral.
status: correct (1.0)

correct: c
your answer: c
feedback: Correct.
Organizational buyers do not have well-defined criteria that can be applied to the procurement problem in:
a. modified rebuy situations.
b. new task buying situations.
3 c. straight rebuy situations.
d. purchasing expensive accessory equipment.
e. none of the above.

correct: b
your answer: b
feedback: Correct.
What factor moves a buying organization from a straight rebuy into a modified rebuy situation?
a. Poor delivery performance by a present supplier.
b. A change in product requirements.
4 c. A sales presentation by an "out" supplier.
d. All of the above.
e. (a) and (b) only.

correct: e
your answer: e
feedback: Correct.
5 Those buying decisions that are of extreme importance to the firm's long-term competitive position are referred to as:
a. complex modified rebuy decisions.
b. strategic modified rebuy decisions.
c. judgmental new task decisions.
d. strategic new task decisions.
e. lost-for-good decisions.

correct: d
your answer: a
Complex modified rebuy:

a. involves a large set of choice alternatives.
b. is characterized by little uncertainty.
6 c. is particularly well-suited to a competitive bidding process.
d. all of the above.
e. (a) and (c) only.

correct: d
your answer: b
All those individuals and groups who participate in the purchasing decision-making process, and who share some
common goals and risks arising from the decision, comprise the:
a. purchasing-central.
b. purchasing department.
7
c. buying center.
d. procurement staff.
e. strategy center.

correct: c
your answer: c
feedback: Correct.
8 Which of the following factors might move an organization to centralize the purchasing function?
a. A supply environment consisting of many small firms, each covering limited geographical areas.
b. A supply industry that is dominated by a few large sellers.
c. Two or more procuring units within the organization that have common purchasing requirements.
d. (a) and (c) only.
e. (b) and (c) only.

correct: e
your answer: b
The size of the buying center varies from one buying situation to another, but on the average, buying centers will include:
a. one person per purchase.
b. two persons per purchase.
9 c. three persons per purchase.
d. more than four persons per purchase

correct: d
your answer: c
The rate of technological change in an industry influences the organizational buying process. Recent research suggests
that the more rapid buyers perceive the pace of technological change to be:
a. the longer the duration of their overall search process.
b. the greater the involvement and influence of purchasing managers.
10
c. the more intense their search efforts.
d. all of the above.

correct: c
your answer: a
11 The amount of perceived risk in a purchase decision is determined by:
a. uncertainty about the outcome of a decision.
b. the magnitude of consequences associated with making the right choice.
c. the number of alternatives in the evoked set.
d. the interaction structure of the members of the buying center.
e. all of the above.

correct: a
your answer: c
The likelihood of utilizing a group structure for making purchase decisions in increased for:
a. new tasks.
b. modified rebuys of higher risk.
12 c. straight rebuys
d. causal purchases.

correct: e
your answer: a
All are forces influencing organizational buying behavior except:

a. individual forces.
b. group forces.
13 c. organizational forces.
d. environmental forces.
e. geographical forces.

correct: e
your answer: b
14 Organizational decision makers feeling that they can derive significant benefits by reevaluating alternatives is known as:
a. new task.
b. straight rebuy.
c. modified rebuy.
c. modified rebuy.
d. open rebuy.

correct: c
your answer: b
Routinized response behavior is the decision process approach that organizational buyers employ when
confronting a straight rebuy.
15 True
False

correct: true
your answer: true
feedback: Correct.
The complex modified rebuy involves a large set of choice alternatives and is characterized by little
uncertainty.
16 True
False

correct: true
your answer: true
feedback: Correct.
The marketing task appropriate for the straight rebuy situation depends on whether the marketer is an "in" or
an "out" supplier.
17 True
False

correct: true
your answer: true
feedback: Correct.
A global account management program treats a customer's worldwide operations as one integrated account,
with coherent terms for pricing, service and product specifications.
18 True
False

correct: true
your answer: true
feedback: Correct.
19 Research suggests that buyers who perceive the pace of technological change to be more rapid do not
change their search efforts.
True
False

correct: false
your answer: true
A marketer who is sensitive to organizational influences can more accurately map the decision-making
process, isolate buying influentials, identify salient buying criteria, and target marketing strategy for both
centralized and decentralized organizations.
20
True
False

correct: true
your answer: true
feedback: Correct.
The three types of buying situations are new task, modified rebuy, and straight rebuy.
True
21
False

correct: true
your answer: true
feedback: Correct.
Problem recognition is the first stage in the buying process and performance review is the final stage.
True
22
False

correct: true
your answer: false
Research suggests that organizational buyers employ two buying-decision approaches, casual and high
priority.
23 True
False

correct: false
your answer: false
feedback: Correct.

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7/27/2017 Quiz: Hutt/Speh, Business Marketing Management: B2B 10e, Chapter 3

Assignment Name: Hutt/Speh, Business Marketing Management: B2B 10e, Chapter 3

Total Possible: 23.0 Time Spent: 00:01:18 / 01:00:00

To email the results to your instructor(s), complete this form:

E-mail results to:

Your last name:

Your email address:

Organizational buying behavior can best be understood by:

b. adopting a decision process perspective.

1 c. carefully examining the purchasing manager's role in the decision.

status: incorrect (0.0)

status: correct (1.0)

b. new task buying situations.

3 c. straight rebuy situations.

d. purchasing expensive accessory equipment.

e. none of the above.

status: correct (1.0)

b. A change in product requirements.

4 c. A sales presentation by an "out" supplier.

d. All of the above.

e. (a) and (b) only.

status: correct (1.0)

a. complex modified rebuy decisions.

b. strategic modified rebuy decisions.

c. judgmental new task decisions.

d. strategic new task decisions.

status: incorrect (0.0)

Complex modified rebuy:

b. is characterized by little uncertainty.

6 c. is particularly well-suited to a competitive bidding process.

d. all of the above.

e. (a) and (c) only.

status: incorrect (0.0)

status: correct (1.0)

b. A supply industry that is dominated by a few large sellers.

d. (a) and (c) only.

e. (b) and (c) only.

status: incorrect (0.0)

b. two persons per purchase.

9 c. three persons per purchase.

d. more than four persons per purchase

e. none of the above.

status: incorrect (0.0)

b. the greater the involvement and influence of purchasing managers.

d. all of the above.

e. (a) and (b) only.

status: incorrect (0.0)

11 The amount of perceived risk in a purchase decision is determined by:

a. uncertainty about the outcome of a decision.

b. the magnitude of consequences associated with making the right choice.

c. the number of alternatives in the evoked set.

d. the interaction structure of the members of the buying center.

e. all of the above.

status: incorrect (0.0)

b. modified rebuys of higher risk.

e. (a) and (b) only.

status: incorrect (0.0)

All are forces influencing organizational buying behavior except:

status: incorrect (0.0)

e. none of the above.

status: incorrect (0.0)

status: correct (1.0)

status: correct (1.0)