Exam 6: Understanding Organizations As Customers

buy class situation affects buying center tendencies in different ways.If there are many people involved,the problem definition is uncertain,and the buying objective is to find a good solution,the buy class situation is MOST LIKELY a

are the research director of a major marketing research consulting firm.You need to select an NAICS code that gives you the most detail about the competitors in a client's industry.Which of the following levels of classification would provide the greatest detail?

has over 80 percent of its worldwide manufacturing and service facilities that are ISO 9000 certified.This certification gives 3M confidence that

Because orders in organizational buying are typically much larger than in consumer buying,buyers must often __________ when the order is above a specific amount,such as $5,000.

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

demand for industrial products and services that is driven by demand for consumer products and services is referred to as

__________ comprise the highest percentage of firms in industrial markets.

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

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

Archer Daniels Midland Co.(ADM)is the world's largest cocoa-bean processor.It buys cocoa beans and converts them into cocoa powder and cocoa butter,which it then sells to companies like Hershey's that manufacture consumer products containing chocolate.ADM is operating in a(n)__________ market.

in the consumer decision process,evaluation occurs in the organizational buying decision process,but it is more formalized and often more sophisticated.All items purchased are examined in a formal product acceptance process.The performance of the vendor is also monitored and recorded.This evaluation occurs during the __________ stage.

People who control the flow of information in the buying center,such as technical experts and secretaries,can keep salespeople and information from reaching others in the buying center and are referred to as __________.

computer company salesperson invites the IT managers of its top ten customers (in terms of dollar sales)to view a demonstration of the firm's new product line,so the salesperson can obtain their opinions regarding various options and configurations that could be offered.These IT managers are most likely to be the __________ of their organizations' buying centers.

university has changed and updated its logo.It now finds needs to order new stationery and business cards for departments and staff of the university.This purchase would be a

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

buy class situation affects buying center tendencies in different ways.If there are two or three people involved,the problem definition has only minor modifications,and the time required for a decision is moderate,the buy class situation is a

Supplier development refers to

International trade statistics indicate the largest exporting industries in the United States focus on __________.

JCPMedia buys paper,it considers suppliers' forest management and other environmental practices.A supplier's view of its __________ is an important selection criterion for JCPMedia.

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