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  • 1.
    Input-output analysis is most likely to yield what type of information?
    A. The number of employees that a firm has.
    B.
    The industries that purchase the major portion of an industry’s output.
    C.
    The kinds of returns a firm is getting on its equipment investments.
    D.
    The type of inventory turnover that is characteristic of a firm.
    E. None of these
    Ans
    B
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  • 2.
    What are the four main categories of factors that influence organisational buying decisions?
    A.
    Cultural, social, psychological and personal
    B. Environmental, organisational, psychological and individual
    C.
    Environmental, psychological, individual and technological
    D. Technological, organisational, environmental and interpersonal
    E.
    Environmental, organisational, technological and individual
    Ans
    A
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  • 3.
    After deciding to order replacement parts for aging machinery, the buyer for a construction company examines catalogues and trade publications. The buyer is probably at which stage of the organisational buying decision process?
    A. problem recognition B. product specification
    C. product-supplier search D. product selection
    E. product evaluation
    Ans
    C
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  • 4. For routinely purchased items, buyers are frequently the:
    A. users B. influencers
    C. deciders D. gatekeepers
    E. None of these
    Ans
    C
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  • 5.
    The group of people within an organisation who are involved in making organisational purchase decisions is referred to as:
    A. the new-task team B. negotiators
    C. purchasing agents D. deciders
    E. the buying centre
    Ans
    E
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