Exam 5: Understanding Organizations As Customers

Comparing the stages in a consumer and organizational purchase decision process reveals key differences.In organizations,the ______________ stage is more formal,often involving a vendor rating system.

Kim Nagele,senior sourcing manager at JCPenney,purchases tons of publication paper annually at a cost of hundreds of millions of dollars.As described and inferred in the text,Mr.Nagele performs all of the following roles in the JCPenney buying center except which?

Which of the following possible characteristics of consumer buying is least likely to enter into an organizational buying decision?

The primary organizational buying objective for business firms is to

Which of the following characterizes organizational buyer-seller relationships?

A buy class situation affects buying center tendencies in different ways.If there are two or three people involved,the problem is a minor modification,and the suppliers considered are the present ones,the buy class situation is most likely 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

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

Starbucks is using its purchasing power to continue its quest to reduce its energy usage.Recently,the company announced plans to replace all of the traditional incandescent and halogen bulbs in its stores worldwide with more efficient light-emitting diode (LED)bulbs-a move the company claims will enable it to cut energy consumption in its stores by up to 7 percent.Starbucks would be considered a leader in

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?

Business-to-business marketing refers to

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

Figure 5-5a -Which type of auction does Figure 5-5a represent?

Becca,an office manager for a small construction company,met with representatives from Xerox and Minolta,along with the president and the accountant,to compare options for a new copier for the office.Since she made most of the copies,Becca wanted to see the features of the machines,though her boss would have to approve the final purchase.Becca has what role in the buying center?

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.

The North American Industry Classification System (NAICS)designates industries with a numerical code in a defined structure.A six-digit coding system is used.The third digit designates

In a __________ situation,users,influencers,or deciders in the buying center want to change product specifications,price,delivery schedule,or suppliers,though the product is largely the same.

An organization buys products and services for one main reason,which is to

In a buying center,__________ affect the buying decision,usually by helping define the specifications for what is bought.

What is the last stage of the organizational buying decision process?