Exam 6: Understanding Organizations As Customers

Becca,an office manager for a small construction company,met with representatives from Xerox and Minolta,along with the president and the accountant,to compare options for a new copier for the office.Since she made most of the copies,Becca wanted to see the features of the machines,though her boss would have to approve the final purchase.Becca has what role in the buying center?

What are the five stages of the organizational buying process? Describe at least three differences from the consumer buying process.

Graham-Field Health Products makes hospital beds and wheelchairs from the component parts and materials it buys.It sells these manufactured products to hospitals,nursing homes,and retailers of health care products.Graham-Field Health Products operates in a(n)________ market.

Organizational buyers are

The NAICS provides common industry definitions for

Because many companies are concerned with the depletion of natural resources,supply partnerships often include provisions for

Swiss specialty chemical company Ciba is the primary producer of the chemical triclosan,the antibacterial agent in many household products such as liquid soap.Consumers may have heard about research suggesting environmental and health risks associated with the cumulative effects of antibacterial agents.Changing consumer purchases provide an example of ________ demand for Ciba's triclosan product.

1-800 Contacts is based in Draper,Utah,and sells contact lenses manufactured by other well-known companies,including Johnson & Johnson Vision Care,Ciba Vision,Bausch & Lomb,and CooperVision.It would most likely be classified as a(n)

The services market sells diverse services such as legal advice,auto repair,and dry cleaning,and this market represents 75 percent of all industrial firms.Which of the following is another such service firm?

Figure 6-4 -A buy class situation affects buying center tendencies in different ways.If the buying objective is to find a good solution,the suppliers considered are both new and present,and the buying influence includes technical and operating personnel,the buy class situation is most likely a

Recently,Matt Kistler,a senior vice president at Walmart,claimed the company was making progress on achieving three major goals: (1)to be supplied by 100 percent renewable energy,(2)to create zero-waste,and (3)to increase the sale of renewably produced products.Walmart is focusing on

Lara assumed the ________ role in the buying center when she 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,and we will pay the agreed-upon price of $21.74 per box."

The first stage in the organizational buying decision process is

General Electric manufactures electric motors for its clothes dryers.The firm uses a formal vendor rating system to evaluate suppliers and notify those whose parts did not meet quality standards.If a supplier fails to correct the problem,GE will drop it as a future supplier.Which stage in the organizational buying decision process would GE make this evaluation?

An IT engineer specifies the type of electronic shopping cart to be used on the company's new website.The engineer also chooses the supplier that receives the contract to provide the software.In the buying center,this person is the

A reverse auction refers to an online auction

________ comprise the highest percentage of firms in industrial markets.

Researchers who have studied organizational buying identify three types of buying situations,called ________,which include new buy,modified rebuy,and straight rebuy.

eBay Business Supply is an example of a(n)

What type of online auction includes one seller and many buyers?