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Exam 6: Understanding Organizations As Customers

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Question 111

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Organizational buyers are divided into three markets, which are

A) industrial, wholesaler, and retailer.
B) industrial, retailer, and government.
C) retailer, manufacturer, and government.
D) industrial, government, and ultimate consumer.
E) industrial, reseller, and government.

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Question 112

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Walmart asked that Procter & Gamble (P&G) electronically link to its computerized cash register scanning system, allowing for direct electronic ordering and replenishing for all of its stores. This way, Walmart can tell P&G what merchandise it needs, along with how much, when, and to which store to deliver on a daily basis. Walmart is engaged in

A) ISO 9000 certification.
B) ISO 14000 certification.
C) a supply partnership.
D) sustainable development.
E) cause marketing.

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Question 113

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

A buy class situation affects buying center tendencies in different ways. If there are two or three people involved, the problem is minor modification, and the suppliers considered are the present, the buy class situation is most likely a

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

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

A software company has updated its logo. It now needs to order new letterhead and business cards. This purchase would be a

Firms marketing consumer products or services often try to reach thousands or millions of individuals or households. Firms selling to organizations

What is the last stage of the organizational buying decision process?

When prospective buyers observe the bids of others and decide whether or not to increase the bid price, it is called a

Which of the following statements about Trek Bicycles is false?

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

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

The department secretary orders pens, copy paper, and printer ink cartridges for the department from the Corporate Express catalog nearly every month. This is an example of a

Which of the following characterizes organizational buyer-seller relationships?

According to the textbook, JCPenney buys paper for which of the following media?

JCPMedia, Inc. paper buyers are thoroughly trained in

At which stage of the organizational buying decision process would purchasing assess the financial status of potential suppliers?

All of the following people are part of the Trek buying center except

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(n)