Exam 6: Understanding Organizations As Customers

As the salesperson for West Plains Band Saw talked to a group from Conner Industries,he overheard one of the men on the production line saying,"This band saw has a 36-inch wheel that could really save us time,and with its adjustable height,it can be operated by someone tall like me and by some of our shorter workers.I bet this will speed up my production time by 30 percent.Why don't we order this band saw?" The person the salesperson heard giving input has which buying center role?

Describe the three types of organizational markets and give examples of each.

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

Organizational buyers include manufacturers,wholesalers,retailers,and government agencies that

Itex Corporation,a marketer of Photostat products used in the graphic arts field,buys photo sensitized paper from Eastman Kodak Company,packages it with the Photostat brand name,and sells it directly to amateur photographers.In this context,Itex Corporation is most LIKELY classified as a

Organizational buying criteria refer to

A bidder's list refers to

When the General Services Administration (GSA),an agency of the federal government,purchased 116 Chevy Volts from General Motors for its vehicle fleet,it was operating as a(n)

The marketing of goods and services to companies,governments,or not-for-profit organizations for use in the creation of goods and services that they can produce and market to others,is referred to as __________.

Online buying in organizational markets is prominent because Internet technology

The office of SFX Entertainment,a talent promoter,needs a new fax machine that will print at three seconds a page (instead of five seconds per page like the one it is using now)and has both local and network printing capabilities.The purchase of a replacement fax machine would be an example of a

A 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

According to the textbook,JCPenney buys paper for which of the following medium(a)?

Concert Staging Company provides the stage,the roof system,and the lighting and sound for outdoor concerts and theatrical events.The firm is typically hired by the organization sponsoring the event.When the economy slows down,consumers are more likely to save their money for a rainy day rather than buy a concert or theater ticket.The number of concert and theater events determines how many times the company is hired to provide its services.Demand for the services provided by Concert Staging Company is a result of __________ demand.

List seven organizational buying criteria.

Important market characteristics in organizational buying behavior include which of the following?

Graham-Field Health Products makes hospital beds and wheelchairs from the component parts and materials it buys.It sells these manufactured products to hospitals,nursing homes,and retailers of health care products.Graham-Field Health Products operates in a(n)__________ market.

JCPenney looks at several capabilities when selecting a paper supplier.These organizational buying criteria include on-time delivery,the availability,quality and quantity of selected grades of paper,the firm's forestry management and sustainable practices,and price.This examination would be done during the __________ stage of the organizational buying decision process.

If a purchase is a new buy for a manufacturer,the seller should expect to

General Electric manufactures electric motors for its clothes dryers.The firm uses a formal vendor rating system to evaluate suppliers and notify those whose parts did not meet its quality standards.If a supplier fails to correct the problem,GE will drop the firm as a future supplier.Which stage in the organizational buying decision process would GE make this evaluation?