Exam 6: Understanding Organizations As Customers

A computer company salesperson invites the IT managers of its top ten customers (in terms of dollar sales) to view a demonstration of the firm's new product line so she can obtain their opinions regarding various options and configurations that could be offered.These IT managers are most likely to be the __________ of their organizations' buying centers.

How might a marketing manager, for a manufacturer of turboprop engines used in private jet planes, use the North American Industry Classification (NAICS) system to help with his or her marketing planning?

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

Explain the differences between independent e-marketplaces and private exchanges.

FIGURE 6-3 -An organization's buying center (see Figure 6-3 above), has individuals that can play one or more of the following roles except __________.

What is the buying center? In what type of business would a buying center most likely be found?

As the salesperson for West Plains band saw talked to a group from Conner Industries, he overheard one of the men on the production line 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 and by some of our shorter workers.I bet this will speed up 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?

eBay is the predominant person-to-person trading community in the world.The eBay Business Web site is an example of a(n)

These buyers purchase raw materials and parts to reprocess into the finished goods they sell.

Important product or service characteristics in organizational buying behavior include: products or services of a technical nature, purchased on the basis of specifications; a large portion of goods are purchased in a raw or semi-finished state, and

North American Industry Classification System (NAICS) refers to

A __________ exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost of and/or increasing the value of goods and services delivered to the ultimate customer.

Reverse auctions

When Walmart jumps, the retail world shakes.So when Walmart says it's going to work with its suppliers partnerships to cut 20m tons of emissions from its supply chain, is it too far to say it's a leap in the __________?

Federal, state, and local agencies that buy goods and services for the constituents they serve are referred to as

Organizational buyers include manufacturers, wholesalers, retailers, and government agencies

In an effort to make better and more efficient purchase decisions, the Ford Motor Company forms loosely organized groups of people who work together on purchase decisions.The people included in these groups change depending on the purchase situation and may include key personnel from various departments, including research and development, finance, marketing, shipping, and sales.Such a loosely organized group of people within an organization who are involved in the purchase decision is correctly called an organizational

Merrill Lynch and Thompson Financial are two years into a three-year, $1 billion project that will put workstations on the desks of 25,000 Merrill Lynch's brokers.These machines will put the world of investing information at the broker's fingertips.Thompson, the supplier, is obligated not only to deliver technology and services on time and on budget, but to constantly improve customer-satisfaction levels among Merrill's brokers and end customers.This is a(n) example of

A study on ethical practices in purchasing found that smaller firms frequently make agreements with other organizations to purchase each other's goods and services.(This occurs much more frequently with small firms rather than larger firms.) This practice is referred to as

A buy class situation affects buying center tendencies in different ways.If there are two or three people involved, only present suppliers are considered, and the time required for a decision is moderate, the buy class situation most likely is a