Exam 6: Understanding Organizations As Customers

Which one of the roles below is likely to have formal authority and responsibility to select the supplier and negotiate the terms of a contract for a regular buy?

A buying situation affects buying centre tendencies in different ways. If there are few people involved, the problem definition is well-defined, and the time required for a decision is short, the buying situation which is most likely a:

Gulfstream Aerospace Corp. recently sold three Gulfstream V business jets to a government buyer for use as Special Electronic Mission Aircraft. One of the hardest jobs the Gulfstream sales team had to perform during the negotiations was to convince The_________ they should be allowed to present the information about Gulfstream Planes to the other people in the buying centre who were taking the role of buyers, users, deciders, and influencers.

A list of firms believed to be qualified to supply a given item is a:

Sun Microelectronics custom-orders processors, chips, and circuit boards for Sun's desktop, server, and storage products. Sun doesn't actually make any of its microelectronic gear itself. Sun contracts the work to outside manufacturers, who in turn rely on components from their own subcontracted suppliers. The 150 suppliers involved in making and delivering Sun products have adopted mutually beneficial objectives and strategies that give Sun's customers value for their money. Sun's method of doing business is an example of a:

Soon after Shell Solar was formed to make solar power panels that convert sunlight into energy, its engineers had to decide whether to manufacture the batteries that would store the energy or to purchase them from a German company. This would be an example of a_________ decision.

What is the North American Industry Classification System (NAICS)

At a trade show you overhear one supplier telling the other, "they have too much emphasis on prices, they discourage consideration of other important buying criteria, and they threaten supply partnership opportunities." What is this supplier likely referring to?

A large environmental services company has created a trading platform on their website that facilitates buyer-seller interactions in hopes of learning about the latest technologies and securing these at a great price. What has this company created?

Purchases of sodium fluoride by Pfizer for its Listerine mouthwash would be an example of ________demand.

You are the research director of a major marketing research consulting firm. You need to select an NAICS (North American Industry Classification System)code that gives you the most detail about the competitors in a client's industry. Which of the following levels of classification would provide the greatest detail?

What is the buying centre and in what type of business would a person expect to find one operating?

As a market research analyst for Bain & Co., your Senior Partner asks you to determine the NIACS code for the manufacturing industry. This will be used to help facilitate the measurement of economy activity for the:

Starbucks pays coffee farmers a fair price for the beans, ensures that the coffee is grown in an ecologically sound manner, and invests in the farming communities where its coffees are produced. In this way, Starbucks focuses on the sustainable growth of its suppliers. Integrating environmental considerations into all stages of an organization's buying process is known as:

Within the buying centre, influencers are people who:

Which of the following statements about reciprocity is NOT true?

Cards of Wood, Inc. is a company that makes and markets micro thin wood veneer business cards primarily to people in different facets of the woodworking business. A salesperson for Cards of Wood who calls on a company that makes cabinets would have the highest probability of making a sale if he is able to determine who is the ________ in the company's buying centre.

When selecting new uniforms for the Toronto Raptors, Champion, Nike, and Puma sports apparel manufacturers were asked to submit quotes on how much each would charge to provide the NBA team with new uniforms. These three sports apparel manufacturers were identified by:

Which of the following is NOT one of the seven most common organizational buying criteria?

Jackson Steel sells its sheet metal to Ford, who, in turn, sells its finished product back to Jackson Steel so they can be a Ford vehicle dealer to the end consumer. Which term best accurately describes the relationship between Jackson Steel and Ford?