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Exam 5: Understanding Organizations As Customers

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Question 111

Multiple Choice

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

A) have to do some favors for the decision makers.
B) anticipate a great deal of conflict.
C) accommodate unlimited specification change before the buy is completed.
D) work with the buyer's technical personnel.
E) avoid making concessions or compromises.

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Question 112

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Organizational buying criteria refer to

A) the restrictions placed on potential solutions to a problem in a purchase decision.
B) the specific qualifications of a potential customer based upon past performance, reliability, and consistency regarding the purchase of an organization's offerings.
C) the subjective attributes of the supplier's products and services and the capabilities of the supplier itself.
D) the objective attributes of the supplier's products and services and the capabilities of the supplier itself.
E) the factors that an ultimate consumer would consider that represent both the objective attributes of a brand and the subjective ones to compare different products and brands.

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Question 113

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Milsco Manufacturing emphasizes

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

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 quality standards. If a supplier fails to correct the problem, GE will drop it as a future supplier. Which stage in the organizational buying decision process would GE make this evaluation?

All of the following are organizational buyers EXCEPT:

If General Motors (GM) purchases Borg-Warner transmissions, and Borg-Warner buys trucks and cars from GM, they would be demonstrating which type of buyer-seller interaction?

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

Many companies have broadened their buying objectives to include an emphasis on

Mining companies, farms, financial services, and fisheries are all examples of

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

Although not strictly illegal, the U.S. Justice Department frowns on reciprocity because the practice

On a visit to Conner Industries, a West Plains Band Saw salesperson heard a production employee 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 as well as by our shorter workers. I bet this would 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?

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

The acronym NAICS stands for

To be a Walmart supplier, a firm must be able to deliver its products to its distribution centers within a 16-minute window. If the driver arrives before or after the scheduled window, the supplier will be turned away and fined. Walmart's insistence on choosing a supplier based upon its ability to provide on-time delivery is an example of a(n)

The services market sells diverse services such as legal advice, auto repair, and dry cleaning. Along with finance, insurance, real estate, __________, communication and public utility firms, as well as not-for-profits, these firms represent about 75 percent of all industrial firms.

Supplier development refers to

Organizational buyers refer to

The predominant person-to-person trading community in the world is