Exam 5: Understanding Organizations As Customers

Merrill Lynch and Thompson Financial had a three-year, $1 billion project that put workstations on the desks of 25,000 of Merrill Lynch's brokers. These machines put the world of investing information at brokers' fingertips. Thompson, the supplier, was obliged to not only deliver technology and services on time and on budget, but also constantly improve customer-satisfaction levels among Merrill's brokers and customers. This is an example of

Which of the following statements about e-marketplaces that act as independent trading communities is false?

Cassidy is part of the buying center for a large manufacturer. Her field of expertise is logistics and she is responsible for choosing transportation providers for the company. A sales representative for Yellow Roadway, a successful trucking firm, regularly buys Cassidy's assistant lunch. The representative does this because he views the assistant as and wants to be sure that information about his company reaches Cassidy.

Important buying process characteristics in organizational buying behavior include which of the following?

A buy class situation affects buying center tendencies in different ways. If there are many people involved, the problem definition is uncertain, and the time required for a decision is long, the buy class situation is most likely a

Online buying in organizational markets is prominent because Internet technology

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

Which of these statements regarding organizational buyers is most accurate?

Independent e-marketplaces act as a neutral third party, provide an Internet technology trading platform, and provide ________ market that enable exchanges between buyers and sellers.

Liberty Medical Supply is a home delivery service that sells diabetes testing supplies, prescription drugs, and other supplies directly to consumers to assist them in the management of their health-related conditions. Since Liberty Medical does not make any changes to the supplies that it obtains from manufacturers, it would most likely be classified as

General Electric manufactures electric motors for its clothes dryers. The firm uses a formal vendor rating system to evaluate suppliers and notify those whose parts did not meet quality standards. If a supplier fails to correct the problem, GE will drop it as a future supplier. Which stage in the organizational buying decision process would GE make this evaluation?

An industrial buying practice in which two organizations agree to purchase each other's products and services is referred to as

Which of the following characterizes organizational buyer-seller relationships?

According to the textbook, JCPenney buys paper for which of the following media?

Milsco Manufacturing emphasizes

Online trading communities that bring together buyers and supplier organizations to make possible the real time exchange of information, money, products, and services are referred to as

The services market sells diverse services such as legal advice, auto repair, and dry cleaning, and this market represents 75 percent of all industrial firms. Which of the following is another such service firm?

What is a buying center? In what type of business would a buying center most likely be found?

The City of Denver contracts with Solid Waste Management to provide trash collection services for its citizens. The city is operating as

Trek uses several organizational buying criteria to evaluate potential suppliers. These include all of the following except which?