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Exam 5: Understanding Organizations As Customers

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Question 111

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Organizational buyers refer to

A) manufacturers, wholesalers, retailers, and government agencies that buy goods and services exclusively for resale.
B) manufacturers, wholesalers, retailers, and government agencies that buy goods and services for their own use or for resale.
C) manufacturers, wholesalers, retailers, and government agencies that buy goods and services exclusively for their own use.
D) firms that buy physical goods and resell them again without any reprocessing.
E) firms that in some way reprocess a good or service they buy before selling it again to the next buyer.

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Question 112

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Supplier development refers to

A) the deliberate effort by suppliers to build relationships that shape buyers' needs, as well as the needs of ultimate consumers.
B) the practice of dividing up large orders among several suppliers rather than a single one to avoid possible manufacturing delays due to bad weather, plant mishaps, union issues, etc.
C) the deliberate effort by organizational buyers to build relationships that shape suppliers' products, services, and capabilities to fit a buyer's needs and those of its customers.
D) the practice of establishing a close relationship with one supplier rather than many to insure loyalty and preferential treatment when filling exceptionally large orders.
E) the shift of a firm from supplier to manufacturer when repeated experience with a product and excellent buyer/seller relationships make the change both feasible and profitable

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Question 113

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To be a Walmart supplier, a firm must be able to deliver its products to its distribution centers within a 16-minute window. If the driver arrives before or after the scheduled window, the supplier will be turned away and fined. Walmart's insistence on choosing a supplier based upon its ability to provide on-time delivery is an example of a(n)

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

The acronym NAICS stands for

Important market characteristics in organizational buying behavior include which of the following?

Important product or service characteristics in organizational buying include which of the following?

Mining companies, farms, financial services, and fisheries are all examples of

If General Motors (GM) purchases Borg-Warner transmissions, and Borg-Warner buys trucks and cars from GM, they would be demonstrating which type of buyer-seller interaction?

Although not strictly illegal, the U.S. Justice Department frowns on reciprocity because the practice

Dell, Inc. sells surplus, refurbished, or closeout computer merchandise at its dellauction.com website to many buyers who bid competitively against one another. This is an example of a

General Electric manufactures electric motors for its clothes dryers. The firm uses a formal vendor rating system to evaluate suppliers and notify those whose parts did not meet quality standards. If a supplier fails to correct the problem, GE will drop it as a future supplier. Which stage in the organizational buying decision process would GE make this evaluation?

Organizational buying criteria refer to

Once an organization passes through the problem recognition stage of the organizational buying decision process, it reaches the __________ stage.

If a purchase is a new buy for a manufacturer, the seller should expect to

The predominant person-to-person trading community in the world is

Milsco Manufacturing emphasizes

All of the following are organizational buyers EXCEPT:

On a visit to Conner Industries, a West Plains Band Saw salesperson heard a production employee saying, "This band saw has a 36-inch wheel that could really save us time, and with its adjustable height, it can be operated by someone tall like me as well as by our shorter workers. I bet this would speed up my production time by 30 percent. Why don't we order this band saw?" The person the salesperson heard giving input has which buying center role?

Many companies have broadened their buying objectives to include an emphasis on