Exam 6: Understanding Organizations As Customers

Mile High Frozen Foods is a distributor for McDonalds.It also bakes the buns used by McDonalds in several states.It purchases flour,yeast,and sesame seeds,manufactures the buns,and then ships them to McDonalds' stores.Mile High Frozen Foods is operating in a(n)__________ market.

If a purchase is a straight or modified rebuy for a manufacturer,the seller should emphasize a reliable supply and __________ in meetings with the purchasing agent.

Independent e-marketplaces act as a neutral third party,provide an Internet technology trading platform,and provide a(n)__________ market that enable exchanges between buyers and sellers.

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

The people in the organization who actually use the product or service are referred to as __________,which is one role in the buying center.

What is an important limitation of NAICS codes that inhibit their usefulness?

What are the characteristics of the organizational buying process?

Once an organization passes through the problem recognition stage of the organizational buying decision process,it reaches the __________ stage.

Recently,Matt Kistler,a senior vice-president at Walmart,claimed the company was making progress on achieving three major goals: (1)to be supplied by 100% renewable energy; (2)to create zero-waste;and (3)to increase the sale of renewably-produced products.Walmart is focusing on

Buy classes refer to the three types of organizational buying situations:

In a __________ situation,users,influencers,or deciders in the buying center want to change product specifications,price,delivery schedule,or suppliers,though the product is largely the same.

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

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 MOST LIKELY a

All of the following statements about the size of the purchase involved in organizational buying are true EXCEPT:

EBay is the predominant person-to-person trading community in the world.eBay is an example of a(n)

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

Which of the following statements about e-marketplaces that act as independent trading communities is FALSE?

Plastics Net,Hospital Network.com,Textile Web,and eBay Business are all examples of

Jason,an administrative assistant,made several telephone calls and received product literature from several firms for the recarpeting of the construction company's office.Just prior to the meeting to discuss the project,Jason gave Ben these brochures.Ben,one of the project managers,threw a couple brochures into a waste basket before the meeting started.He told Jason that those companies sold inferior carpet products.Jason was acting in what role in the buying center?

The North American Industry Classification System (NAICS)system designates industries with a numerical code in a defined structure.A six-digit coding system is used.The first two digits designate a(n)