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Exam 6: Understanding Organizations As Customers

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Question 1

Multiple Choice

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The buying situation where users, influencers, or deciders want to change product specifications, price, delivery schedule, or supplier is referred to as a

A) new buy.
B) straight rebuy.
C) modified rebuy.
D) buy class.
E) make-buy.

F) None of the above
G) All of the above

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Question 2

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Reverse auction refers to

A) an online auction in which a buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with each other.
B) an online auction in which a manufacturer offers to share its facilities, inventory, or services with other smaller firms who are invited to bid in competition with each other.
C) an online auction in which a smaller manufacturer seeks to share the facilities, inventory, or services of a larger firm, and invites those firms to bid in competition with each other.
D) an online auction where firms may sell their overstock-unused raw materials, packaging, and tools to the highest bidder.
E) an online auction where firms seek to purchase other firms' overstock-unused raw materials, packaging, and tools, while trying to find the lowest price possible.

F) B) and E)
G) B) and C)

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Question 3

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According to Land's End, the biggest difference between them and some other retailers or catalog business is

June Golden is part of the buying center for a large manufacturer.Her field of expertise is logistics and she is responsible for choosing transportation providers for the company.A sales representative for Yellow Roadway (a very large trucking firm) calls on June, however her secretary thinks he is quite rude and announces that June is not available.The secretary is acting in the role of __________ for the buying center.

Describe the three types of organizational markets and give examples of each.

When a seller puts an item up for sale and would-be buyers are invited to bid in competition with each other it is referred to as a(n) __________.

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

The assistant heard her supervisor in the supply room yell, "Call Crate & Barrel-we need another case of their coffee mugs for the conference next week." The supervisor was asking her assistant to make a

When prospective buyers observe the bids of others and decide whether or not to increase the bid price, it is called a(n)

The International Standard Industrial Classification of All Economic Activities, published by the __________ to facilitate global economic activity, is similar in form to the North American Industry Classification system (NAICS) .

Large multi-store chain resellers such as Sears, Safeway, or Target use a highly formalized buying center that is referred to as a(n)

When the Federal Aviation Administration purchases 3,000 computerized workstations for 22 major air traffic control centers in the U.S., it is operating as a(n)

Derived demand means the demand for industrial products and services is driven by, or derived, from

The services market sells diverse services such as legal advice, auto repair, and dry cleaning.Along with finance, insurance, real estate businesses, and __________, communication and public utility firms, as well as not-for-profit organizations, these firms represent about 75 percent of all industrial firms.

Purchases of sodium fluoride by Procter & Gamble for use in the manufacture of Crest toothpaste would be an example of __________ demand.

This practice, which can affect the natural flow of the free market, is occasionally addressed in the ethics codes of companies or their purchasing policies.

production facilities and capacity.

The primary organizational buying objective is to

You are the research director of a major marketing-research consulting firm.You need to select an NAICS (North American Industry Classification System) code that gives you the most detail about the competitors in a client's industry.Which of the following levels of classification would provide the greatest detail?

Procurement that aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the impact on human health and the physical environment is referred to as