Exam 6: Understanding Organizations As Customers

The group of people within an organization who participate in the buying process and share common goals, risks, and knowledge important to a purchase decision are referred to as the

Concert Staging Company provides the stage, the roof system, and lighting and sound for outdoor concerts and theaters.It is typically hired by the organization sponsoring the event.When the economy slows down, consumers are more likely to save their money for a rainy day than buy a concert or theater ticket.The number of concert and theater events determines how many times the company gets to provide its services.Demand for the services provided by Concert Staging Company is __________ demand.

As in the consumer decision process, evaluation occurs in the industrial decision process, but it is more formalized and often more sophisticated.All items purchased are examined in a formal product acceptance process.The performance of the vendor is also monitored and recorded.This evaluation is described as

If a purchase is a new buy for a manufacturer, the seller should expect a long time for a buying decision to be reached, work with technical personnel and

The size and number of JCPenney catalogs designed and mailed to consumers would determine how much paper JCPMedia would need to buy.This is an example of

FIGURE 6-2 -According to Figure 6-2 above, what is the NAICS code for cable and other subscription programming?

Differentiate between traditional and reverse auctions.

A reorder of an existing product or service from a list of acceptable suppliers is referred to as a

The marketing of goods and services to companies, governments, or not-for-profit organizations for use in the creation of goods and services that they can produce and market to others is referred to as

Plastics Net, Hospital Network.com, Textile Web, and eBay Business are all examples of

If a purchase is a straight or modified rebuy for a manufacturer, the seller should emphasize a reliable supply and __________ in meetings with the purchasing agent.

A buy class situation affects buying center tendencies in different ways.If there are many people involved, both new and present suppliers are considered, and the buying objective is a good solution, the buy class situation most likely is a

Back in July, 2009, Matt Kistler, a senior vice-president at Walmart claimed the company was making progress on achieving three major goals - to be supplied by 100% renewable energy, to create zero-waste, and to increase the sale of renewable produced products.Walmart is focusing on

production facilities and capacity.

FIGURE 6-4 -As depicted in Figure 6-4 above, what type of online auction is typified by one seller and many buyers?

When Louisiana State University buys new laptops for its faculty it is operating as a(n)

A buy class situation affects buying center tendencies in different ways.If there are two or three people involved, the problem definition has only minor modifications, and the buying objective is the low-priced supplier, most likely the buy class situation is a

financial status.

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 buying objective is to find the low-priced supplier, most likely the buy class situation is a

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