Exam 6: Organizational Markets and Buyer Behaviour

Itex Corporation,marketer of Photostat products used in the graphic arts field,buys sensitized paper from Eastman Kodak Company,packages it with the Photostat brand name on it,and sells it directly to amateur photographers.In this context,Itex Corporation should be classified as a(n):

Concern about terrorists using biological warfare has caused the U.S.government to create stockpiles of specific drugs.The federal government has purchased Cipro,the only drug specifically approved by the FDA to treat inhaled anthrax from Bayer,the German drug and chemical company.The U.S.government has also purchased smallpox vaccine from Acambis,a British drug company.These transactions are examples of:

Which of the following is not considered a market for organizational buyers?

When compared to consumer marketing,industrial marketing is simpler because:

When Rolls Royce is trying to sell their engines to Boeing for use in the new Boeing 787,who is likely the most important person to convince?

An industrial firm is a firm that:

Within the buying centre,influencers are people who:

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

The NAICS divides the economy into sectors using a ______ coded system.

What are the characteristics of the organizational buying process?

BP drills and refines crude oil into petroleum for vehicles,which it sells through its retail gas stations.What kind of demand is there for BP's gasoline?

List the 2 types of online auctions in organizational markets and explain the differences between the two.

The publisher of the Redwood Falls Gazette,a weekly newspaper,decided the production department would be more efficient if a new computerized advertising layout system was purchased.In an effort to ensure a high quality,functional system was purchased,the publisher asked the newspaper's production manager for advice on specific features,components,and capabilities of the system.The production manager played the role of _____ in the newspaper's buying centre.

Poor performance on a contract may result in a supplier's name being dropped from the buying organization's:

Bombardier competes globally and forecasts that over the next 20 years there will be growth in demand for its products in ___________.

Russ Ross,the owner of a construction company specializing in single family homes,was faced with a problem.His workers relied on Black & Decker brand air-powered hammers to reduce construction time.Recently,the workers informed him several of the hammers were worn out and needed to be replaced.After talking with other members of the buying centre,Mr.Ross decided to purchase Dewalt brand air hammers because of their reduced weight and the longer warranties offered by Dewalt.Ross and the other members of the organizational buying center were in what type of organizational buying situation?

When considering a new buy,which is likely the MOST accurate statement?

At which stage in the buying decision process would a firm ask its vendors' help in designing product specifications?

Attending an international trade show can be very valuable for product engineers,as they are often great sources of information when searching for supplier's __________________.

Which of the following statements about reciprocity is NOT true?