Chapter 5 Assignment

Question 1

To make the lightest bikes possible, Trek had to locate suppliers that could produce the highest quality aluminum on Earth. Prior to the purchase, Trek purchasing agents updated the specifications for the aluminum purchase and sent the specifications to various aluminum suppliers. This purchase for aluminum is a(n) ________ for Trek.

A) repurchase buy
B) new buy
C) straight rebuy
D) initial buy
E) modified rebuy

Answer 1

E) modified rebuy

Question 2

Within Trek’s domestic buying center, the ________ helps define the specifications for what is bought. For example, if Trek was looking for a saddle for its newest racing bike, this buying center member would draft the requirement for what needs to be purchased.

A) gatekeeper
B) buyer
C) decider
D) influencer
E) user

Answer 2

D) influencer

Question 3

Trek is committed to being an efficient, green company and therefore has joined a number of online trading communities called ________, which bring qualified buyers and sellers together and streamline Trek’s purchasing process.
A) organizational markets
B) buying centers
C) procurement portals
D) export hubs
E) e-marketspace

Answer 3

E) e-marketspace

Question 4

The need for Hope Springs to have tablet computers that are fast, include 24/7 tech support, and include a generous volume discount relate to which key characteristic of organizational buying?

A) # of potential buyers
B) organizational buying criteria
C) derived demand
D) buyer-seller relationship

Answer 4

B) organizational buying criteria

Question 5

One of the key characteristics of Hope Springs’ organizational buying behavior is the ________ characteristic, where the price of the tablet computers can be negotiated and is affected by quantity-purchase discounts.

A) buying process
B) marketing mix
C) regulatory
D) product or service
E) market

Answer 5

B) marketing mix

Question 6

The ________ includes members of Hope Springs’ upper management team, purchasing manager Brian, and members of the accounts payable department.
A) decision team
B) buying center
C) buyback unit
D) finance group

Answer 6

B) buying center

Question 7

If Brian were tasked with purchasing an additional 500 tablets for Hope Springs but he was asked to change the requirements for making the purchase, this would be called a(n)

A) modified rebuy
B) new buy
C) straight rebuy
D) direct purchase
E) indirect buyback

Answer 7

A) modified rebuy

Question 8

________, or technical experts, can control the flow of information in the purchasing process of the buying center at Hope Springs.

A) Deciders
B) Buyers
C) Users
D) Gatekeepers
E) Influencers

Answer 8

D) Gatekeepers