Exam 6: Understanding Organizations As Customers

The existence of reciprocal arrangements,long-term contracts,and in some cases,buyer-seller relationships that evolve into supply partnerships,are all examples of

The practice of __________,which can affect the normal operation of the free market and limit the flexibility of buyers,is occasionally addressed in the ethics codes of companies or their purchasing policies.

Dell,Inc.sells surplus,refurbished,or closeout computer merchandise at its dellauction.com website to many buyers who bid competitively against one another.This is an example of a

Keystone Foods,which invented the individual quick freeze process for beef,provides McDonald's with millions of pounds of chicken,beef,and fish annually for use in its restaurants.The firm sources the animal proteins from farms and processes them in a variety of ways,such as breading or freezing,before selling them to McDonald's.Keystone is operating in a(n)__________ market.

A reverse auction refers to an online auction

What are the five stages of the organizational buying process? Describe at least three differences from the consumer buying process.

Several people often participate in the organizational buying process.Called a __________,these people share common goals,risks,and knowledge important to a purchase decision.

A study on ethical practices in purchasing found that smaller firms frequently make agreements with other organizations to purchase each other's products and services.This practice is referred to as

E-Marketplaces refer to

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

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

The system that provides common industry definitions for Canada,Mexico,and the United States,which makes it easier to measure economic activity in the three member countries of the North American Free Trade Agreement (NAFTA),is referred to as the

During the third stage of the organizational buying decision process,the organization engages in

At the weekly meeting for Choice Hotels,the marketing manager said,"We need an inexpensive creative way to increase awareness of our hotels among people who travel by automobile.To do that,I want to find some new media that the other hotel chains are not using." The purchase of this new media for the hotel chains' advertising would be an example of a

Spruceland Millworks in Canada makes wooden pallets for transporting and storing new appliances such as stoves,freezers,and refrigerators.The demand for Spruceland pallets would be classified as

Explain the differences between independent e-marketplaces and private exchanges.

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

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.

A straight rebuy is a(n)__________ while a modified rebuy is a(n)__________.

The NAICS is consistent with the International Standard Industrial Classification of All Economic Activities,which is published by the __________ to facilitate measurement of global economic activity.