Exam 6: Understanding Organizations As Customers

deliberate effort by organizational buyers to build relationships that shape suppliers' products,services,and capabilities to fit a buyer's needs and those of its customers is referred to as

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

Figure 6-6a -shown in Figure 6-6a above,what type of online auction do one seller and many buyers typify?

Important product or service characteristics in organizational buying behavior include which of the following?

Apple,Inc.custom orders the manufacture of microprocessors for its iMac,iPhone,and iPad.For example,Intel makes chips for the iMac,and Samsung produces Apple-designed chips for the iPhone and iPad.These two suppliers in turn rely on components from their own subcontracted suppliers.The suppliers involved in making and delivering microprocessors have adopted mutually beneficial objectives and strategies that ultimately give Apple's customers value for their money.Apple's method of doing business this way is an example of a(n)

sales representative for a pharmaceutical company visits the doctor's office,hoping to explain a new drug to the doctor.However,the office receptionist explains that the doctor is with patients and will not be able to see the sales rep.The receptionist is acting as a(n)__________.

a buying center,__________ have the formal or informal power to select or approve the supplier that receives the contract.

E-marketplace can take two different formats,which are

three types of organizational buy classes are

the Federal Aviation Administration (FAA)purchases radars for 22 major air traffic control centers in the U.S.,it is operating as a(n)

evaluation of whether components and assemblies will be purchased from outside suppliers or built by the firm itself is referred to as a

Which of the following statements about Trek Bicycles is NOT true?

standards for registration and certification of a manufacturer's quality management and assurance system based on an on-site audit of practices and procedures developed by the International Standards Organization are referred to as

an e-marketplace,an online auction in which a buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with each other is referred to as a

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 buying objective is the low-priced supplier,the buy class situation is a

is the last stage of the organizational buying decision process?

Harley-Davidson is admired by its suppliers for involving them in future product development,referring to them as stakeholders,using quality benchmarks,and

Business marketing refers to

concept in organizational buying that corresponds most closely to a consumer's consideration set in the consumer purchase decision process is the

a purchase is a new buy for a manufacturer,the seller should be prepared to act as a consultant to the buyer,expect a long time for a buying decision to be reached,and