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Exam 5: Understanding Organizations As Customers

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Question 81

Multiple Choice

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Which of these statements regarding organizational buyers is most accurate?

A) Wholesalers and retailers resell the products they buy without reprocessing them.
B) Wholesalers and retailers alter the products they sell to meet the specific needs of their customers prior to sale.
C) Manufacturers purchase processed goods and resell them to suppliers who in turn resell them to ultimate consumers.
D) Ultimate consumers can be considered organizational buyers when they purchase in large quantities or make long-term purchase agreements.
E) Government agency purchases are more similar to ultimate consumer purchases than they are to wholesalers and retailers.

F) B) and D)
G) A) and E)

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Question 82

Multiple Choice

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A buy class situation affects buying center tendencies in different ways.If there are many people involved,the problem definition is uncertain and the time required for a decision is long,the buy class situation is MOST LIKELY a

A) standard buy.
B) straight rebuy.
C) conditional rebuy.
D) modified rebuy.
E) new buy.

F) A) and D)
G) B) and E)

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Question 83

Multiple Choice

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Harley-Davidson emphasizes

In the construction industry,an independent trading community such as Buzzsaw.com or Cephren.com enables a general contractor to manage and coordinate the many suppliers,subcontractors,architects,and engineers necessary to complete a project.Buzzsaw.com and Cephren.com are examples of

What is the last stage of the organizational buying decision process?

To lower costs and reduce manufacturing time,Michelin has people work together on important purchases.These people include individuals in the roles of buyers,deciders,gatekeepers,and others,as needed.This type of cross-functional group is known as a(n)

The person who assumed the __________ role in the buying center shook the salesperson's hand and said,"Ms.Hron,we would like to accept your bid.I'll expect 48 boxes of ring shank nails to be delivered by November 8^th,and we will pay the agreed-upon price of $21.74 per box."

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

There are seven commonly used organizational buying criteria.One of them is __________.

The purchasing manager of Ingram Printing has selected HP as the supplier of its new high-speed printer and negotiated the terms of the contract.The purchasing manager is the __________ for Ingram.

South Cape Ostrich Tanning (SCOT) is a producer of fine ostrich leathers,which are sold to manufacturers that make a variety of products from shoes to car interiors.Demand for SCOT's leather is a result of consumer interest in products like Via La Moda handbags made from this exotic and expensive leather.SCOT has __________ demand for its product.

A relationship that exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate customer is referred to as a __________.

Large multi-store chain retailers such as Sears,Safeway,and Target use a highly formalized buying center referred to as a(n)

The office of SFX Entertainment,a talent promoter,needs a new fax machine that will print at three seconds a page (instead of five seconds per page like the one it is using now) and has both local and network printing capabilities.The purchase of a replacement fax machine would be an example of a

Independent e-marketplaces act as a neutral third party,provide an Internet technology trading platform,and provide a(n) __________ market that enable exchanges between buyers and sellers.

Which of the following statements about Trek Bicycles is FALSE?

A buy class situation affects buying center tendencies in different ways.If there are two or three people involved,the problem definition has only minor modifications,and the buying objective is the low-priced supplier,the buy class situation is a

In a __________ situation,users,influencers,or deciders in the buying center want to change product specifications,price,delivery schedule,or suppliers,though the product is largely the same.

For e-marketplaces,large companies tend to favor __________ that link them with their network of qualified suppliers and customers.

In a buying center,__________ have formal authority and responsibility to select the supplier and negotiate the terms of a contract.