Exam 6: Understanding Organizations As Customers

The primary reason organizations buy products and services is to help them achieve their objectives. Which of the following statements does NOT illustrate a typical organizational buying objective?

Bell Canada has decided to sign a 'code sharing agreement' with Telus and Rogers which allows them to grow their market while avoiding costs by having to build more cell transmission towers. The focus of Bell Canada's actions is to:

Engineers have decided that it will be more cost effective to produce the required component in-house, rather than search externally. Reaching this decision has likely occurred in which stage of the organizational buying decision process?

Manufacturers, wholesalers, retailers, and government agencies that buy goods and services for their own use or for resale are examples of:

Mark manages a small family-owned amusement park. He believes the park can increase its profits if its owners will buy three food concession trailers. He has contacted three dealers of such trailers, which come fully customized to user specifications, and has determined Century Industries has the best price. He will present his research to the family tomorrow. In which buying centre roles is Mark acting?

Which of the following statements accurately characterizes buying behaviour in organizational markets?

Colleges and universities across Canada contract Campus Living Centres to:

Which of the following possible aspects of consumer buying decisions is LEAST likely to enter into an organizational buying decision?

Europe's Airbus Industrie, the world's largest aircraft manufacturer, sells its passenger airplanes to Air Canada, which flies Canadian businesspeople to Asia. This is an example of:

Which of the following statements accurately describes the people in the buying centre of a medium-sized manufacturing plant?

The maintenance crew chief told the head of the hotel housekeeping staff, "Call Ralph at Bright Ideas, we need another case of his light bulbs." This would be an example of a:

All of the following are considered resellers, except:

Measuring product performance is likely to occur in which stage of the organizational purchase decision process?

BlackBerry provides their smartphones to all of the major telecom companies in Canada for the mutual benefit that they will make an effort to sell them to their ultimate consumers. The likely relationship between BlackBerry and these suppliers is a:

The concept in organizational buying that corresponds most closely to a consumer's evoked set in consumer buying is the:

The publisher of the Redwood Falls Gazette, a weekly newspaper, decided the production department would be more efficient if a new computerized advertising layout system was purchased. In an effort to ensure a high quality, functional system was purchased, the publisher asked the newspaper's production manager for advice on specific features, components, and capabilities of the system. The production manager played the role of _________in the newspaper's buying centre.

The Danish Carsten Maersk is an ocean-going container ship that is longer and only a bit narrower than three football fields laid out end zone to end zone. If you were to set the ship's load of containers end to end, they would stretch 27 miles. To handle this ship and her sister ships, Los Angeles is building Maersk a completely new facility at a cost that could top $800 million. The terminal is rising in the middle of the harbour on dredged material and ten million tons of rock that will form a 685-acre island connected to the rest of California by rail line and highway. When the initial phase opened in 2002, Maersk, which has an exclusive 25-year lease, had room to dock three of these huge ships. Every city on the West Coast wanted to be selected by Maersk as a terminal city, but only the Port Authority of Los Angeles was able to build the relationships needed to convince Maersk that it could handle the load. This is an example of:

NAICS is an acronym for:

Industry Canada frowns on the use of reciprocity for all of the following reasons except:

A bidders' list would be a useful tool at which stage of the organizational purchase decision process?