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Exam 6: Understanding Organizations As Customers

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Question 91

Multiple Choice

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At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their facilities?

A) problem recognition
B) information search
C) purchase decision
D) postpurchase behavior
E) alternative evaluation

F) C) and D)
G) A) and D)

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Question 92

Multiple Choice

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In an effort to make better and more efficient purchase decisions,the Ford Motor Company forms loosely organized groups of people who work together on purchase decisions.The people included in these groups change depending on the purchase situation and may include key personnel from various departments,including research and development,finance,marketing,shipping,and sales.Such a loosely organized group of people within an organization who are involved in the purchase decision is called an organizational

A) selling committee.
B) sustainable procurement department.
C) purchasing unit.
D) buying center.
E) buying committee.

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

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Question 93

Multiple Choice

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An industrial firm

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

The NAICS,whose logo is shown above,provides common industry definitions for

The primary reason companies have placed an emphasis on buying from minority- and women-owned suppliers and vendors is because

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

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

The buying situation where an organization is a first-time buyer of the product or service is referred to as a

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) regularly buys June's secretary lunch.The representative does this because she views the secretary as a(n) __________ and wants to be sure that information about her company reaches June.

You are the research director of a major marketing research consulting firm.You need to select an NAICS code that gives you the most detail about the competitors in a client's industry,which operate in Canada,Mexico,and the U.S.Which of the following levels of classification would provide the greatest detail about the firms within this industry?

The size and number of JCPenney direct mail pieces like catalogs that are designed and mailed to consumers would determine how much paper JCPenney needs to buy.This is an example of __________.

Archer Daniels Midland Co.(ADM) is the world's largest cocoa-bean processor.It buys cocoa beans and converts them into cocoa powder and cocoa butter,which it then sells to companies like Hershey's that manufacture consumer products containing chocolate.ADM is operating in a(n) __________ market.

Online trading communities that bring together buyers and supplier organizations to make possible the real time exchange of information,money,products,and services are referred to as

Which type of auction does Figure 6-6B above represent?

The primary organizational buying objective for business firms is to

Kim Nagele,the senior sourcing manager at JCPenney,purchases tons of publication paper annually at a cost of hundreds of millions of dollars.As described and inferred in the textbook,Mr.Nagele performs all of the following roles in the JCPenney buying center EXCEPT:

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

The deliberate effort by organizational buyers to build relationships that shape suppliers' products,services,and capabilities to fit a buyer's needs and those of its customers is referred to as

Figure 6-3 -Figure 6-3 above summarizes how buy classes affect buying center tendencies in different ways.Identify the buy-class situations "A," "B," and "C."