Exam 5: Understanding Organizations As Customers

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

Back in July 2009,Matt Kistler,a senior vice-president at Walmart,claimed the company was making progress on achieving three major goals: (1)to be supplied by 100% renewable energy; (2)to create zero-waste; and (3)to increase the sale of renewably-produced products.Walmart is focusing on

The buying situation where users,influencers,or deciders want to change product specifications,price,delivery schedule,or supplier for an item that is largely the same as what was previously purchased is referred to as a

The deliberate effort by organizational buyers to build relationships that shape suppliers' products,services,and capabilities to fit a buyer's needs and those of its customers is referred to as

When JCPMedia buys paper,it considers suppliers' forest management and other sustainability practices.For JCPMedia,these are important

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.

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

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

If a purchase is a new buy for a manufacturer,the seller should expect a long time for a buying decision to be reached,to work with technical personnel,and

All of the following are organizational buyers EXCEPT:

A buy class situation affects buying center tendencies in different ways.If there is one person involved,the problem definition is well-defined,and the buying objective is to find the low-priced supplier,the buy class situation is a

To select a paper supplier,JCPMedia looks at its capabilities: to deliver on-time,quality and quantity of selected grades of paper,and price.This examination would be done during JCPMedia's __________ stage of the buying decision process.

Reverse auctions

Apple,Inc.custom orders the manufacture of microprocessors for its iMac,iPhone,and iPad.For example,Intel makes chips for the iMac,and Samsung produces Apple-designed chips for the iPhone and iPad.These two suppliers in turn rely on components from their own subcontracted suppliers.The suppliers involved in making and delivering microprocessors have adopted mutually beneficial objectives and strategies that ultimately give Apple's customers value for their money.Apple's method of doing business this way is an example of a(n)

Within the buying center,influencers are people who

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

Starbucks is using its purchasing power to continue its quest to reduce its energy usage by a quarter by the end of 2012.Recently,the company announced plans to replace all of the traditional incandescent and halogen bulbs in its stores worldwide with more efficient light emitting diode (LED)bulbs-a move the company claims will enable it to cut energy consumption in its stores by up to 7%.Starbucks would be considered a leader in

The three types of organizational buy classes are

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

Wholesalers and retailers that buy physical products and resell them without any reprocessing are referred to as