Exam 6: Understanding Organizations As Customers

A company that runs its trucks on a mixture of petroleum and ethanol buys its ethanol from Archer Daniels Midland (ADM)Company because it is the only large supplier of ethanol that has an ethanol manufacturing facility in Illinois and is able to meet the trucking company's delivery schedules. The selection of ADM to provide the ethanol was based on a(n):

At the weekly meeting for Choice Hotels (the company that owns Clarion Hotel, Quality Inn, Comfort Inn, Comfort Suites, Sleep Inn, and Mainstay Inn), the marketing manager said, "Since September 11th, there has been a noticeable increase in highway traffic as travelers have abandoned the airlines and taken to the highways. We need an inexpensive, creative way to reach these people and make them aware of our hotels. I want to find some new media that the other hotel chains are not using." The purchase of this new media for the hotel chains' advertising would be an example of a:

When Rolls Royce is trying to sell their engines to Boeing for use in the new Boeing 787, who is likely the most important person to convince?

As the salesperson for West Plains band saw talked to a group from Conner Industries, he overheard one of the men saying, "This band saw has a 36-inch wheel that could really save us time, and with its adjustable height, it can be operated by someone tall like me and by some of our shorter workers. I bet this will speed up production time by 30 percent. Why don't we order this band saw?" The person, the salesperson heard Giving input has which buying centre role?

Scandinavian Airlines recently announced the purchase of 35 Boeing 737-600 airliners, with the option to buy another 35 for a total of $2.4 billion. SAS called Boeing "a professional and solid supplier." Deliveries began in late 1998 and will continue for some years to come. This arrangement between Boeing and SAS is an example of:

ISO 9000 standards:

After reaching a conclusion on the make-buy decision, the firm will likely complete a value analysis now that it has reached the_________ stage.

Using a Value Analysis is most likely to occur at which stage of the organizational buying process?

Organizational buyers include all the following EXCEPT:

A relationship that exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost and/or increasing the value of products and services delivered to the ultimate consumers is known as:

As part of the procurement team at Walmart, you are likely part of which larger organizational unit?

Differentiate between traditional and reverse auctions.

Which of the following statements about the North American Industry Classification System (NAICS)is false?

Concern about terrorists using biological warfare has caused the U.S. government to create stockpiles of specific drugs. The federal government has purchased Cipro, the only drug specifically approved by the FDA to treat inhaled anthrax from Bayer, the German drug and chemical company. The U.S. government has also purchased smallpox vaccine from Acambis, a British drug company. These transactions are examples of:

All of the following are commonly used organizational buying criteria EXCEPT:

A reseller purchases products from a manufacturer and then________ before selling them to the end customer.

Marketers need to understand the buying centres with which they deal. A series of questions can be used to facilitate this process. Which of the following questions would be the LEAST useful when trying to understand the operations of a buying centre?

Campus Living Centres offer colleges and universities student life programs and services including: