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Exam 6: Organizational Markets and Buyer Behaviour

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Question 21

Multiple Choice

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At a trade show you overhear one supplier telling the other,"they have too much emphasis on prices,they discourage consideration of other important buying criteria,and they threaten supply partnership opportunities." What is this supplier likely referring to?

A) reciprocal arrangements
B) reverse auctions
C) supplier liaisons
D) traditional auctions

E) A) and D)
F) All of the above

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Question 22

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Many industrial buyers for manufacturing firms place great importance on delivery time because they often rely on a just-in-time inventory system.This system has increased the importance of which organizational buying criterion?

A) low prices
B) high quality
C) on-time delivery
D) customer service and follow-up

E) A) and B)
F) A) and C)

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Question 23

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At the weekly meeting for Choice Hotels (the company that owns Clarion Hotel,Quality Inn,Comfort Inn,Comfort Suites,Sleep Inn,and Mainstay Inn) ,the marketing manager said,"Since September 11^th,there has been a noticeable increase in highway traffic as travelers have abandoned the airlines and taken to the highways.We need an inexpensive,creative way to reach these people and make them aware of our hotels.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:

Two manufacturers were discussing the upcoming trends in the business market.One kept referring to the market as the 'business market,' while the other interrupted him and said: "when you refer to the business market,you are referring to the _________."

Organizations face three kinds of specific buying situations.They are new buy,straight rebuy,and modified rebuy.Collectively,these situations are called:

Mac's buys automated inventory systems in order to increase the number of products that can be sold through its convenience stores and to keep them fresh is an example of:

Which of the following statements about the North American Industry Classification System (NAICS) is false?

Which of the following is not considered a type of organizational buying class?

As part of the procurement team at Walmart,you are likely part of which larger organizational unit?

Pratt & Whitney sells aircraft engines to Europe's Airbus Industries,which sells passenger airplanes to Japan Airlines,which flies businesspeople around the world.This is an example of:

A disadvantage of the North American Industry Classification System (NAICS) is that:

As an eager new salesperson,you search the Internet and find the Head Purchasing Officer's phone number online.You decide to cold call her and make your hard pitch,but instead you speak with a(n) _________ who takes a message and ensures the Head Purchasing Officer "will call you back."

Which of the following is NOT a characteristic of products and services purchased within an organizational context?

Which of the following statements about the North American Industry Classification System (NAICS) is false?

A reseller purchases products from a manufacturer and then ______________ before selling them to the end customer.

When selecting new uniforms for the Toronto Raptors,Champion,Nike,and Puma sports apparel manufacturers were asked to submit quotes on how much each would charge to provide the NBA team with new uniforms.These three sports apparel manufacturers were identified by:

A relationship that exists when a buyer and its supplier adopt mutually beneficial objectives,policies,and procedures for the purpose of lowering the cost and/or increasing the value of products and services delivered to the ultimate consumers is known as:

Each of the following statements accurately characterizes the organizational buying process EXCEPT:

Spruceland Millworks in Canada makes wooden pallets for transporting and storing new appliances such as stoves,freezers,and refrigerators.What kind of demand is there for Spruceland pallets?

At which stage in the buying decision process would a firm visit potential suppliers to assess their facilities?