Exam 6: Understanding Organizations As Customers

Organizations face three kinds of specific buying situations.They are new buy,straight rebuy,and modified rebuy.Collectively,these situations are referred to as

a ___________ situation,users,influencers,or deciders in the buying center want to change product specifications,price,delivery schedule,or suppliers.

buy class situation affects buying center tendencies in different ways.If there are two or three people involved,only present suppliers are considered,and the time required for a decision is moderate,the buy class situation is a

of the following people are part of the Trek buying center EXCEPT:

prospective buyers observe the bids of others and decide whether or not to increase the bid price,it is called a(n)

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

Which of these statements regarding organizational buyers is most accurate?

the breakdown for the NAICS code based on Figure 6-1 above,"A" represents the

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

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

business market is also referred to as

__________ exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate customer.

Identify and describe the five roles an individual can play in a buying center.

buy class situation affects buying center tendencies in different ways.If there are many people involved,both new and present suppliers are considered,and the buying objective is a good solution,the buy class situation is MOST LIKELY a

Wholesalers and retailers that buy physical products and resell them without any reprocessing are referred to as

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

Within the buying center,deciders are people who

Manufacturers,wholesalers,retailers,and government agencies that buy goods and services for their own use or for resale are referred to as

system that provides common industry definitions for Canada,Mexico,and the United States,which makes it easier to measure economic activity in the three member countries of the North American Free Trade Agreement (NAFTA),is referred to as the

straight rebuy is a(n)__________ while a modified rebuy is a(n)__________.