Exam 5: Understanding Organizations As Customers

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

Starbucks purchases from coffee growers located in more than 20 countries. It pays the coffee farmers a fair price for the beans, the coffee is grown in an ecologically sound manner, and Starbucks invests in the farming communities where the coffees are produced. This is an example of

There are seven commonly used organizational buying criteria. One of them is __________.

You are a researcher for a major marketing research consulting firm. A client needs an NAICS code to get the most detail about industry competitors that operate in Canada, Mexico, and the U.S., but there are very few competitor firms in Mexico. Which of the following levels of classification would provide the greatest detail about the firms within this industry?

Which of the following statements about e-marketplaces that act as independent trading communities is FALSE?

A study on ethical practices in purchasing found that smaller firms frequently make agreements with other organizations to purchase one another's products. This practice is referred to as

Derived demand refers to

Organizational buying criteria serve the same purpose as __________ criteria used by consumers.

The NAICS is consistent with the International Standard Industrial Classification of All Economic Activities, which is published by the __________ to facilitate measurement of global economic activity.

There are seven commonly used organizational buying criteria. One of them is __________.

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

The buying situation where an organization is a first-time buyer of the product or service is referred to as a

Organizational buying behavior is similar to consumer behavior in some ways and different in others. One key difference is that in the organizational buying process,

Independent e-marketplaces act as a neutral third party, provide an Internet technology trading platform, and provide a(n) __________ market that enable exchanges between buyers and sellers.

Researchers who have studied organizational buying identify three types of buying situations, called __________, which include new buy, modified rebuy, and straight rebuy.

Firms selling consumer products or services often try to reach thousands or millions of individuals or households. Firms selling to organizations

A straight rebuy is a(n) __________ while a modified rebuy is a(n) __________.

__________ comprise the highest percentage of firms in industrial markets.

A buying center refers to

During the third stage of the organizational buying decision process, the organization engages in