Exam 6: Understanding Organizations As Customers

the construction industry,an independent trading community such as Buzzsaw.com or Cephren.com enables a general contractor to manage and coordinate the many suppliers,subcontractors,architects,and engineers necessary to complete a project.Buzzsaw.com and Cephren.com are examples of

which stage of the organizational buying decision process would design and production engineers draft specifications?

reseller market includes

Which of the following organizational buyers purchases raw materials and parts to reprocess into the finished goods they sell?

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

Sales engineers from Siemens,a German manufacturer,have won a contract for a new space-based telescope.They must now evaluate whether components and assemblies will be purchased from outside suppliers or be built by Siemens itself.This aspect of the problem recognition stage of the organizational buying decision process is known as a

lower costs and reduce manufacturing time,Michelin has people work together on important purchases.These people include individuals in the roles of buyers,deciders,gatekeepers,and others,as needed.This type of cross-functional group is known as a(n)

list of firms believed to be qualified to supply a given item is referred to as a

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

Starbucks is using its purchasing power to continue its quest to reduce its energy usage by a quarter by the end of 2012.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%.Starbucks would be considered a leader in

assistant heard his supervisor in the supply room yell,"Call Crate & Barrel-we need another case of its coffee mugs for the conference next week." The supervisor was asking the assistant to make a

uses several organizational buying criteria to evaluate potential suppliers.These include all of the following EXCEPT:

make-buy decision refers to

buy class situation affects buying center tendencies in different ways.If there are many people involved,the problem definition is uncertain,and the buying influence comes from technical or operating personnel,the buy class situation is MOST LIKELY a

Figure 6-3 -Figure 6-3 above summarizes how buy classes affect buying center tendencies in different ways.Identify the buy-class situations "A," "B," and "C."

first stage in the organizational buying decision process is

an effort to make better and more efficient purchase decisions,the Ford Motor Company forms loosely organized groups of people who work together on purchase decisions.The people included in these groups change depending on the purchase situation and may include key personnel from various departments,including research and development,finance,marketing,shipping,and sales.Such a loosely organized group of people within an organization who are involved in the purchase decision is called an organizational

Which of the following is indicative of the purchase decision stage of the organizational buying decision process?

classes refer to three types of organizational buying situations,which are

North American Industry Classification System (NAICS)provides common industry definitions to facilitate the measurement of economic activity for the member countries of the