Exam 6: Understanding Organizations As Customers

On a visit to Conner Industries, a West Plains Band Saw salesperson heard a production employee 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 as well as by our shorter workers. I bet this would speed up my production time by 30 percent. Why don't we order this band saw?" The person the salesperson heard giving input has which buying center role?

The services market sells diverse services such as legal advice, auto repair, and dry cleaning. Along with finance, insurance, and real estate businesses; transportation, __________ and public utility firms; and not-for-profit organizations, these firms represent about 75 percent of all industrial firms.

Online buying in organizational markets is prominent because Internet technology

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

Comparing the stages in a consumer and organizational purchase decision process reveals key differences. When a smartphone manufacturer buys an earbud headset for its units from a supplier, more individuals are involved, supplier capability becomes more important, and the ______________ behavior is more formal.

Although not strictly illegal, the U.S. Justice Department frowns on reciprocity because the practice

The NAICS provides common industry definitions for

In the construction industry, an independent trading community such as Buzzsaw.com or Cephren.com enables a general contractor to manage and coordinate the many suppliers, subcontractors, architects, and engineers necessary to complete a project. Buzzsaw.com and Cephren.com are examples of

The existence of reciprocal arrangements, the long-term contracts, and the buyer-seller relationships that can evolve into supply partnerships, are all examples of

Swiss specialty chemical company Ciba is the primary producer of the chemical triclosan, the antibacterial agent in many household products such as liquid soap. Consumers may have heard about research suggesting environmental and health risks associated with the cumulative effects of antibacterial agents. Changing consumer purchases provide an example of __________ demand for Ciba's triclosan product.

PlasticsNet, Hospital Network.com, TextileWeb, and eBay Business are all examples of

Most large multistore chain resellers use __________ that are highly formalized to arrive at buying decisions.

Small businesses benefit from independent __________ like PlasticsNet, Hospital Network.com, and TextileWeb.

The primary organizational buying objective for business firms is to

The office of SFX Entertainment, a talent promoter, needs a new fax machine that will print at three seconds a page (instead of five seconds per page like the one it is using now) and has both local and network printing capabilities. The purchase of a replacement fax machine would be an example of a

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

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.

A buy class situation affects buying center tendencies in different ways. If there is one person involved, the problem is well-defined, and the buying objective is to find a low-priced supplier, the buy class situation is most likely a

At the weekly meeting for Choice Hotels, the marketing manager said, "We need an inexpensive creative way to increase awareness of our hotels among people who travel by automobile. To do that, 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

Which of the following statements about marketing mix characteristics in organizational buying behavior is most accurate?