Exam 5: Understanding Organizations As Customers

In which type of auction is there an upward pressure on bid prices as more would-be buyers become involved?

In the organizational buying process, heavy emphasis is placed on which product or service characteristics?

Reverse auctions

During late summer and early fall, there is a large demand for containers in Asia that are used to ship consumer products from Asia to the United States in time for the holiday selling season. The demand for these containers is referred to as ________ demand.

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

European Style Furniture (ESF), headquartered in New York, acquires fine furniture from several high quality manufacturers in Europe and enjoys exclusive distribution rights from them to sell to furniture stores throughout the United States. In this context, ESF is most likely classified as

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

At which stage of the organizational buying decision process would purchasing and engineering personnel visit potential suppliers to assess their facilities, production capability, and quality control?

Supplier development refers to

Organizational buyers are divided into three markets, which are

Business-to-business buying over the Internet

Which of the following organizational buyers purchases raw materials and parts to reprocess into the finished goods they sell?

The system that provides common industry definitions for Canada, Mexico, and the United States, which makes it easier to measure economic activity in the three member countries of the North American Free Trade Agreement (NAFTA), is referred to as the

In a buying center, ________ have the formal or informal power to select or approve the supplier that receives the contract.

Many companies have broadened their buying objectives to include an emphasis on

What type of online auction includes one buyer and many sellers?

Differentiate between traditional and reverse auctions.

The predominant person-to-person trading community in the world is

A supply partnership exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of

Reverse auctions