Exam 5: Understanding Organizations As Customers

Beth is part owner of a chain of auto repair shops. Her company was considering adding tire sales in some of its facilities, and several people were slated to meet to discuss the idea. Beth gathered information about possible distributors. Her son had been laid off from a job with one of them, so she removed this company from the group she was preparing to present to the others. Here, Beth was acting in what role in the buying center?

The City of Denver contracts with Solid Waste Management to provide trash collection services for its citizens. The city is operating as a(n)

The primary organizational buying objective for business firms is to

The first stage in the organizational buying decision process is

Identify and describe the five roles an individual can play in a buying center.

Several people often participate in the organizational buying process. Called a __________, these people share common goals, risks, and knowledge important to a purchase decision.

At the weekly meeting for Choice Hotels, 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

In the organizational buying process, important product or service characteristics include

Which of the following characterizes organizational buyer-seller relationships?

-Based on Figure 5-1 above, what is the most likely industry sector represented by NAICS code 51?

In the construction industry, an independent trading community such as Buzzsaw.com or Cephren.com enables a general contractor to manage and coordinate the many suppliers, subcontractors, architects, and engineers necessary to complete a project. Buzzsaw.com and Cephren.com are examples of

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

Purchasing that 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 is referred to as

Marketers need to understand their firms' buying centers. A series of questions can be used to facilitate this process. Which of the following questions would be the LEAST useful when trying to understand the operations of a buying center?

Mark manages a small family-owned amusement park. He believes the park can increase its profits if its owners will buy three food concession trailers. Mark has contacted three dealers of such trailers, which come fully customized to user specifications. After receiving three bids, Mark concluded that Century Industries has the best offer. He will present only the Century Industries information to the family tomorrow. What buying center roles does Mark perform?

Reverse auctions

During late summer and early fall, there is a large demand for containers located in Asia that are used to ship consumer products from Asia to the United States in time for the holiday selling season. The demand for these containers is referred to as __________ demand.

A sales representative for a pharmaceutical company visits the doctor's office, hoping to explain a new drug to the doctor. However, the office receptionist explains that the doctor is with patients and will not be able to see the sales rep. The receptionist is acting as a(n) __________.

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 is referred to as the

Recently, Matt Kistler, a senior vice-president at Walmart, claimed the company was making progress on achieving three major goals: (1) to be supplied by 100% renewable energy; (2) to create zero-waste; and (3) to increase the sale of renewably-produced products. Walmart is focusing on