Exam 6: Understanding Organizations As Customers

If a purchase is a straight or modified rebuy for a manufacturer, the seller would most likely emphasize a competitive price and __________, in meetings with the purchasing agent.

JCPMedia

production facilities and capacity.

A supply partnership exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of

What are the five stages of the organizational buying process?

At which stage in the buying decision process would design and production engineers draft specifications?

production facilities and capacity.

E-marketplace can take two different formats

Important marketing mix characteristics in organizational buying behavior include: advertising and other forms of promotion are technical in nature; price is often negotiated, evaluated as part of broader seller and product or service qualities, and frequently affected by quantity discounts; and

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

FIGURE 6-5 -In Figure 6-5 above, as the number of sellers increases, the price

Buying center refers to

What is the important limitation of NAICS codes that limit their usefulness?

Mile High Frozen Foods is a distributor for McDonalds.They also bake the buns used by McDonalds in several states.They purchase flour, yeast, sesame seeds, manufacture the buns, and then distribute them to the McDonald's stores.Mile High Frozen Foods is operating in a(n) __________ market.

Derived demand refers to

An industrial firm is a firm that

Sales engineers from Siemens, a German manufacturer, have won a contract for a new space telescope.They must now evaluate whether components and assemblies will be purchased from outside suppliers or be built by Siemens itself.At what stage of the buying decision process is this determined?

To lower costs and reduce manufacturing time, Michelin has people work together on important purchases.These people include individuals in the roles of buyers, deciders, gatekeepers, and others, as needed.This type of cross-functional group is known as a(n)

When JCPMedia buys paper, it considers the supplier's forest management practices and its environmental practices.How the supplier assumes its __________ is important in the selection of a paper supplier for JCPMedia.

Supply partnership refers to