A) is one that is independently owned and takes title to the merchandise it sells. B) buys physical goods and resells them again without any reprocessing. C) deals exclusively with federal, state, and local governments. D) in some way reprocesses a product or service it buys before selling it again to the next buyer. E) only produces a product, not a service. A) is one that is independently owned and takes title to the merchandise it sells. B) buys physical goods and resells them again without any reprocessing. C) deals exclusively with federal, state, and local governments. D) in some way reprocesses a product or service it buys before selling it again to the next buyer. E) only produces a product, not a service.

Exam 5: Understanding Organizations As Customers

Researchers who have studied organizational buying identify three types of buying situations, called ________, which include new buy, modified rebuy, and straight rebuy.

(Multiple Choice)

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Question 181

The sales department's identification of an improvement made to a competitor's product would occur during which stage of the organizational buying decision process?

(Multiple Choice)

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Question 182

Large multistore chain retailers such as 7-Eleven convenience stores, Safeway, and Target use a highly formalized buying center that is referred to as

(Multiple Choice)

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Question 183

Comparing the stages in a consumer and organizational purchase decision process reveals key differences. In organizations, ________ becomes more important for deadlines and quality control, since a long-term relationship is anticipated.

(Multiple Choice)

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Question 184

Organizational buyers include manufacturers, wholesalers, retailers, service companies, not-for-profit organizations, and government agencies that

(Multiple Choice)

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Question 185

Buy classes refer to the three types of organizational buying situations:

(Multiple Choice)

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Question 186

In an effort to make better and more efficient purchase decisions, the Ford Motor Co. includes input from various people, depending on the purchase situation. Individuals may include key personnel from several departments, including research and development, finance, marketing, shipping, and sales. This is a description of Ford's

(Multiple Choice)

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Question 187

Derived demand means the demand for industrial products and services is driven by, or derived from, the

(Multiple Choice)

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Question 188

An industrial firm

(Multiple Choice)

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Question 189

Consider how buy classes affect buying center tendencies in different ways. Describe the buy-class situations, and discuss the implications for the organization of each type of buy class.

(Essay)

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Question 190

An assistant heard his supervisor in the supply room yell, "Call Crate & Barrel. We need another case of its large coffee mugs for the conference next week." The supervisor was asking the assistant to make a

(Multiple Choice)

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Question 191

At which stage of the organizational buying decision process would a firm select a supplier, negotiate terms, and award a contract?

(Multiple Choice)

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Question 192

Important characteristics in organizational buying include which of the following?

(Multiple Choice)

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Question 193

The department's administrative assistant orders pens, copy paper, and printer ink cartridges for the department from the Corporate Express catalog nearly every month. This is an example of a

(Multiple Choice)

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Question 194

A business firm buys products and services for one main reason, which is to

(Multiple Choice)

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Question 195

All of the following are organizational buyers except which?

(Multiple Choice)

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Question 196

Purchasing paper for JCPMedia is one example of

(Multiple Choice)

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Question 197

During the next-to-last stage of the organizational buying decision process, the organization

(Multiple Choice)

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Question 198

To be a Walmart supplier, a firm must be able to deliver its products to Walmart's distribution centers within a 16-minute window. If the driver arrives before or after the scheduled window, the supplier will be turned away and fined. Walmart's insistence on choosing a supplier based upon its ability to provide on-time delivery is an example of

(Multiple Choice)

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Question 199

There are seven commonly used organizational buying criteria. One of them is

(Multiple Choice)

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Question 200

Showing 181 - 200 of 204

Researchers who have studied organizational buying identify three types of buying situations, called ________, which include new buy, modified rebuy, and straight rebuy.

The sales department's identification of an improvement made to a competitor's product would occur during which stage of the organizational buying decision process?

Large multistore chain retailers such as 7-Eleven convenience stores, Safeway, and Target use a highly formalized buying center that is referred to as

Comparing the stages in a consumer and organizational purchase decision process reveals key differences. In organizations, ________ becomes more important for deadlines and quality control, since a long-term relationship is anticipated.

Organizational buyers include manufacturers, wholesalers, retailers, service companies, not-for-profit organizations, and government agencies that

Buy classes refer to the three types of organizational buying situations:

Derived demand means the demand for industrial products and services is driven by, or derived from, the

An industrial firm

Consider how buy classes affect buying center tendencies in different ways. Describe the buy-class situations, and discuss the implications for the organization of each type of buy class.

An assistant heard his supervisor in the supply room yell, "Call Crate & Barrel. We need another case of its large coffee mugs for the conference next week." The supervisor was asking the assistant to make a

At which stage of the organizational buying decision process would a firm select a supplier, negotiate terms, and award a contract?

Important characteristics in organizational buying include which of the following?

The department's administrative assistant orders pens, copy paper, and printer ink cartridges for the department from the Corporate Express catalog nearly every month. This is an example of a

A business firm buys products and services for one main reason, which is to

All of the following are organizational buyers except which?

Purchasing paper for JCPMedia is one example of

During the next-to-last stage of the organizational buying decision process, the organization

There are seven commonly used organizational buying criteria. One of them is

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