Exam 6: Understanding Organizations As Customers

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

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 sixth digit designate a(n)

Supplier development refers to

To be a Wal-Mart supplier, a firm must be able to deliver its products to Wal-Mart distribution centers within a 15-minute window.If the driver arrives before or after the scheduled window they will be turned away and fined.Wal-Mart's insistence of choosing a supplier based upon their ability to provide on-time delivery is an example of a(n)

At the weekly meeting for Choice Hotels (the company that owns Clarion Hotel, Quality Inn, Comfort Inn, Comfort Suites, Sleep Inn, and Mainstay Inn), 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

When Lands' End shipping boxes without evaluating or changing specifications, it would most likely be an example of a

If a purchase is a new buy for a manufacturer, the seller should be prepared to act as a consultant to the buyer, work with technical personnel, and

Procurement 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 are referred to as

Which of the following characterizes organizational buyer-seller relationships?

A buy class situation affects buying center tendencies in different ways.If there is one person involved, the problem definition is well defined, and the time required for a decision is short, most likely the buy class situation is a

A firm that reprocesses a good or service it buys before selling the product again to the next buyer is referred to as a(n)

Important buying process characteristics in organizational buying behavior include: technically qualified and professional buyers who follow established purchasing policies and procedures; buying objectives and criteria are typically spelled out, there are multiple buying influences and parties participating the purchase decision, and

Important market characteristics in organizational buying behavior include derived demand for industrial products and services and

In terms of the buying center, Lands' End quality assurance personnel would assume the role of __________.

At which stage in the buying decision process would a firm visit a potential supplier to assess their financial status?

The three types of organizational buy classes are

The highest percentage of firms in industrial markets are classified as

FIGURE 6-5 -Which type of auction does Figure 6-5 above represent?

Reverse auctions

Reciprocity refers to