10.

There are seven commonly used organizational buying

criteria. One of them is __________.
a. consumer demand
b. flexibility and adaptability
c. promotional incentives
D. technical capability
e. senior management
directives

9. Important market characteristics in organizational buying

behavior include which of the following?
a. unlimited markets but orders are becoming progressiv
b. diminishing international opportunities as more firms
themarket
c. more customers placing progressively smaller orders
D. fewer customers but with larger orders
e. a market that functions independently of consumer de

"8. Derived demand means the demand for industrial products

and services is driven by, or derived from, the"
a. NAICS statistical models.
b. gross national product.
C. demand for consumer goods and services.
d. demand for industrial goods and services.
e. demand for government goods and
services.

"6. The system that provides common industry definitions for

Canada, Mexico, and the United States, which makes it easier to
measure economic activity in the three member countries of the
North American Free Trade Agreement (NAFTA), is referred to as
the"
a. Standard Industrial Code System (SICS).

b. United Nations Central Product Classification System

(UNCPCS).
c. Free Trade Classification System (FTCS).
D. North American Industry Classification System (NAICS
e. Federal System of International Organizations (FSIO).
"5. Amtrak, the U.S. passenger train service, purchases train cars
from Siemens, a German manufacturing company. This purchase
is an example of"
a. the product life cycle.
B. global organizational
markets.
c. market dynamics.
d. reciprocity.
e. supplier development.

"4. U.S.-based Pratt & Whitney sells aircraft engines to Europe's

Airbus S.A.S., which in turn sells passenger airplanes to Japan
Airlines that fly businesspeople around the world. This is an
example of"
a. the product life cycle.
b. reseller dynamics.
C. a global organizational
market.
d. ISO 9000.
e. the business cycle.

"3. Itex Corporation, a marketer of Photostat products used in the

graphic arts field, buys photo sensitized paper from Eastman
Kodak Company, packages it with the Photostat brand name, and
sells it directly to amateur photographers. In this context, Itex
Corporation is most accurately classified as a"
a. manufacturer.

B. reseller.
c. service
provider.
d. wholesaler.
e. industrial firm.

"2. The services market sells diverse services such as legal

advice, auto repair, and dry cleaning. Along with __________,
insurance, and real estate businesses, and transportation,
communication and public utility firms, and not for profit, these
firms represent about 75 percent of all industrial firms."
A. finance
b. wholesalers
c. retailers
d. government units
e. educational
institutions

1. Which of the following organizational buyers purchases raw

materials and parts to reprocess into the finished goods they sell?
a. retailers
b. wholesalers
c. manufacturers'
agents
D. manufacturers
e. ultimate consumers

7.

a. After being used for more than 50 years, the NAICS was

replaced by the Standard Industrial Classification (SIC) system."

The NAICS permits comparability across countries but does not
accurately measure new or emerging industries.
One drawback to the NAICS is that its industry classifications are
inconsistent with the International Standards Organization.
D. The NAICS groups economic activity to permit studies of
market share, demand for goods and services, import
competition in domestic markets, and similar studies."
The NAICS is a five-digit code that allows comparison of industries
even when information is limited.
9. Important market characteristics in organizational buying
behavior include which of the following?
a. unlimited markets but orders are becoming progressively
smaller
b. diminishing international opportunities as more firms enter the
market
c. more customers placing progressively smaller orders
D. fewer customers but with larger orders
e. a market that functions independently of consumer demand