Exam 6: Understanding Organizations As Customers

Corning, Inc., which transforms an exotic blend of materials to create optical fiber capable of carrying much of the telephone traffic in the United States on a single strand, is operating in __________ market.

In the organizational buying process, important product or service characteristics include

When Georgia State University buys new laptops for its faculty, it is operating as

A buy class situation affects buying center tendencies in different ways. If the buying objective is to find a good solution, the suppliers considered are both new and present, and the buying influence includes technical and operating personnel, the buy class situation is most likely a

A bank takes money from its depositors, reprocesses it, and "sells" it as loans to borrowers. The bank is operating in the ___________ market.

"The choice of paper and suppliers is ____________ given the sizable revenue and expense consequences," notes Tom Cassidy, vice president-marketing production at JCPMedia, Inc.

The North American Industry Classification System (NAICS)

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

If a purchase is a new buy for a manufacturer, the seller should expect to

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, _____________ becomes more important, and the post-purchase evaluation behavior is more formal.

Manufacturers, farms, financial services, and fisheries are all examples of companies in the

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

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

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

The primary reason companies have placed an emphasis on buying from minority- and women-owned suppliers and vendors is

When JCPMedia buys paper for JCPenney newspaper inserts, it considers suppliers' forest management and other sustainability practices. JCPMedia buyers consider these as part of the process to

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

A firm that markets photocopy products used in the graphic arts field, buys sensitized paper from Eastman Kodak Co., packages it with the Photostat brand name, and sells it directly to amateur photographers. In this context, the marketer is most likely classified as

Purchasing that aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the impact on human health and the physical environment is referred to as