Exam 6: Understanding Organizations As Customers

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

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

During late summer and early fall, there is a large demand for containers in Asia that are used to ship consumer products from Asia to the United States in time for the holiday selling season. The demand for these containers is referred to as ________ demand.

For routine orders within the buying center, the decider is usually

Mining companies, farms, transportation, and legal services are all examples of companies in the

E-marketplaces are

A reorder of an existing product or service from a list of acceptable suppliers is referred to as a

When the Deere & Company employs engineers who work full-time with the company's suppliers to improve their efficiency and quality and reduce their costs, it is practicing

During the next-to-last stage of the organizational buying decision process, the organization

Milsco Manufacturing has a supply partnership with its buyer Harley-Davidson to provide motorcycle

Comparing the stages in a consumer and organizational purchase decision process reveals key differences. In organizations, the ________ stage is more formal, often involving a vendor rating system.

Cassidy 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 successful trucking firm, regularly buys Cassidy's assistant lunch. The representative does this because he views the assistant as a(n) ________ and wants to be sure that information about his company reaches Cassidy.

Merrill Lynch and Thompson Financial had a three-year, $1 billion project that put workstations on the desks of 25,000 of Merrill Lynch's brokers. These machines put the world of investing information at brokers' fingertips. Thompson, the supplier, was obliged to not only deliver technology and services on time and on budget, but also constantly improve customer-satisfaction levels among Merrill Lynch's brokers and customers. This is an example of

At the weekly meeting for Choice Hotels, the marketing manager said, "We need an inexpensive creative way to increase awareness of our hotels among people who travel by automobile. To do that, I want to find a different advertising medium that the other hotel chains are not using now." The purchase of this advertising on an alternative medium would be an example of

An assistant heard his supervisor in the supply room yell, "Call Crate & Barrel. We need another case of its large coffee mugs for the conference next week." The supervisor was asking the assistant to make a

Organizational buying behavior is

In a buying center, ________ affect the buying decision, usually by helping define the specifications for what is bought.

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

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 such as Via La Moda handbags made from this exotic and expensive leather. SCOT has ________ demand for its product.

The sales department's identification of an improvement made to a competitor's product would occur during which stage of the organizational buying decision process?