Exam 6: Understanding Organizations As Customers

Independent e-marketplaces are likely to have all of the following characteristics except:

To lower costs and reduce manufacturing time, Michelin has people work together on important purchases, including individuals in the roles of buyers, deciders, gatekeepers, and others as needed. This kind of cross-functional group is known as a(n):

Jackson Steel produces sheet metal that is then sold to Ford, Toyota, and GM for use in producing their vehicles. Jackson Steel competes with other sheet metal companies for the car company's business. Jackson Steel is in which segment?

What is a bidders' list? How does a firm get on a bidders' list?

John Deere employees almost 100 supplier-development engineers that focus on working with suppliers to:

Two manufacturers were discussing the upcoming trends in the business market. One kept referring to the market as the 'business market,' while the other interrupted him and said: "when you refer to the business market, you are referring to the _________."

Just as there are different inputs into an organization's decision to make a major buy, so there is a similar situation that occurs within a family. Various members of an organization and of a family will take different roles depending upon the product being purchased. What are the two major differences between how organizations and families make purchase decisions? (These differences are based on the roles members play.)

How might a marketing manager for a manufacturer of turboprop engines used in private jet planes use the North American Industry Classification System (NAICS)to help with his marketing planning to find prospective customers?

A local healthcare company is manufacturing a world changing healthcare solution. However, the only issue is that what they are seeking to manufacture has never been done before. All of the following would likely be sources of information for the company's technical engineers except:

After conducting a value analysis, a company is able to:

Online trading communities that bring together buyers and suppliers are called:

Ultimately, most demand is derived from consumer demand, the exception being demand derived from:

As part of the procurement team at Bayer HealthCare Pharmaceuticals, you participate in the buying process and share common goals, risks, and knowledge important to the purchase decision with your fellow colleagues. Together, you are likely part of which team?

Each of the following statements accurately characterizes the organizational buying process EXCEPT:

Which is likely the commonality between a straight rebuy and a modified rebuy?

At which stage in the buying decision process would a firm clarify its organizational buying criteria and select a supplier?

Honeywell's Micro Switch Division sells its fibre-optic technology and products to manufacturers of data communication systems worldwide. Data communications system manufacturers are operating in________ market.

Spruceland Millworks in Canada makes wooden pallets for transporting and storing new appliances such as stoves, freezers, and refrigerators. What kind of demand is there for Spruceland pallets?

A netbook company salesperson invites the information systems managers of its top ten customers (in terms of dollar sales)to view a demonstration of the firm's new product line so she can obtain their opinions regarding various options and configurations that could be offered. These information system managers are most Likely to be the_________ of their organizations' buying centres.

Graham-Field Health Products makes hospital beds and wheelchairs from component parts and materials it buys. It sells its products to hospitals, nursing homes, and retailers of health care products. Graham-Field Health Products operates in a(n) ________ market.