Exam 6: Understanding Organizations As Customers

The purchasing manager of Ingram Printing has selected HP as the supplier of its new high-speed printer and negotiated the terms of the contract.The purchasing manager is the __________ for Ingram.

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 sixth digit designates a(n)

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

Identify and describe the five roles an individual can play in a buying center.

In a buying center,__________ affect the buying decision,usually by helping define the specifications for what is bought.

In Figure 6-6A above,as the number of buyers increases,the price

Organizational buyers refer to

The three types of organizational buy classes are

The term __________ is used to identify a group of people within an organization who participate in the buying process and share common goals,risks,and knowledge important to a purchase decision.

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

Organizational buying criteria serve the same purpose as __________ criteria used by consumers.

A buy class situation affects buying center tendencies in different ways.If there are many people involved,the problem definition is uncertain,and the time required for a decision is long,the buy class situation is MOST LIKELY a

An international company that wants indisputable proof that its suppliers maintain a high level of quality management would ask the company to

Firms selected from __________ are sent a quotation request from the purchasing agent describing the desired quantity,delivery date(s),and specifications of the components or assemblies.

Marketers need to understand their firms' buying centers.A series of questions can be used to facilitate this process.Which of the following questions would be the LEAST USEFUL when trying to understand the operations of a buying center?

Milso Manufacturing markets __________ in partnership with its customers.

If a purchase is a straight or modified rebuy for a manufacturer,the seller would most likely emphasize a competitive price and __________ in meetings with the purchasing agent.

People who control the flow of information in the buying center,such as technical experts and secretaries,can keep salespeople and information from reaching others in the buying center and are referred to as __________.

When Louisiana State University buys new laptops for its faculty,it is operating as a(n)

Liberty Medical Supply is a home delivery service that sells diabetes testing supplies,prescription drugs,and other supplies directly to consumers to assist them in the management of their health-related conditions.Since Liberty Medical does not make any changes to the supplies that it obtains from manufacturers,it would most LIKELY be classified as a(n)__________.