Exam 6: Understanding Organizations As Customers

On a visit to Conner Industries,a West Plains Band Saw salesperson heard a production employee saying,"This band saw has a 36-inch wheel that could really save us time,and with its adjustable height,it can be operated by someone tall like me as well as by our shorter workers.I bet this would speed up my production time by 30 percent.Why don't we order this band saw?" The person the salesperson heard giving input has which buying center role?

Starbucks is using its purchasing power to continue its quest to reduce its energy usage.Recently,the company announced plans to replace all of the traditional incandescent and halogen bulbs in its stores worldwide with more efficient light-emitting diode (LED)bulbs-a move the company claims will enable it to cut energy consumption in its stores by up to 7 percent.Starbucks would be considered a leader in

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

Organizational buying criteria refer to

European Style Furniture (ESF),headquartered in New York,acquires fine furniture from several high-quality manufacturers in Europe and enjoys exclusive distribution rights from them to sell to furniture stores throughout the United States.In this context,ESF is most likely classified as a(n)

The acronym NAICS stands for

A business firm buys products and services for one main reason,which is to

What is a buying center? In what type of business would a buying center most likely be found?

Figure 6-4 -Figure 6-4 above shows the three buy classes encountered by organizational buyers.B 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

The group of people within an organization who participate in the buying process and share common goals,risks,and knowledge important to a purchase decision is referred to as the

Derived demand refers to

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

A software company has updated its logo.It now needs to order new letterhead and business cards.This purchase would be a

Milsco Manufacturing markets ________ in partnership with its customers like Harley-Davidson.

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.

The objective attributes of the supplier's products and services and the capabilities of the supplier itself are collectively referred to as

The North American Industry Classification System (NAICS)

The people in the organization who actually consumer the product or service are referred to as ________,which is one role in the buying center.

All of the following are organizational buyers except which?