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Exam 5: Understanding Organizations As Customers

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Question 111

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Which of the following statements most accurately describes the people in the buying center of a medium-sized manufacturing plant?

A) The composition of the buying center remains constant over long periods of time.
B) The buying center avoids cross-functional teams whenever possible.
C) The composition of the buying center depends on the specific item being purchased.
D) It's easy to locate and reach the people who comprise the buying center.
E) Most government units use a formal buying center to arrive at buying decisions.

F) A) and E)
G) A) and D)

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Question 112

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The North American Industry Classification System (NAICS) permits a firm to

A) find the NAICS codes of its present customers and then obtain NAICS-coded lists for similar firms.
B) learn the names of the purchasing agents of all prospective customers.
C) sell to any company within North America as long as it is not a monopoly.
D) engage in benchmarking with companies manufacturing and/or marketing similar products.
E) conduct an industry-wide SWOT analysis to determine internal strengths and weaknesses of current and prospective competitors.

F) C) and E)
G) All of the above

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Question 113

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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 its quality standards.If a supplier fails to correct the problem,GE will drop the firm as a future supplier.Which stage in the organizational buying decision process would GE make this evaluation?

A university's marketing department typically purchases backpacks with its logo embroidered on them for all incoming freshmen.This year,because they've heard complaints,marketing managers want to buy similar backpacks but want to find one that is a little more durable.This is an example of a

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

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

Tracy is part of the buying center for a large manufacturer.Her field of expertise is logistics and she is responsible for choosing transportation providers for the company.A sales representative for Yellow Roadway (a very large trucking firm) calls on Tracy; however,her administrative assistant thinks he is quite rude and announces that Tracy is not available.The administrative assistant is acting in the role of __________ for the buying center.

A buy class situation affects buying center tendencies in different ways.If there are many people involved,both new and present suppliers are considered,and the buying objective is a good solution,the buy class situation is MOST LIKELY a

Swiss specialty chemical company Ciba is the primary producer of the chemical triclosan,the antibacterial agent in many household products like liquid soap.Consumers may have heard about research suggesting environmental and health risks associated with the cumulative effects of antibacterial agents.Changing consumer purchases provide an example of __________ demand for Ciba's product.

Concert Staging Company provides the stage,the roof system,and the lighting and sound for outdoor concerts and theaters.It is typically hired by the organization sponsoring the event.When the economy slows down,consumers are more likely to save their money for a rainy day rather than buy a concert or theater ticket.The number of concert and theater events determines how many times the company gets to provide its services.Demand for the services provided by Concert Staging Company is a result of __________ demand.

When Louisiana State University buys new laptops for its faculty,it is operating as a(n)

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

Liberty Medical Supply is a home delivery service that sells diabetes testing supplies,prescription drugs,and other supplies directly to consumers to assist them in the management of their health-related conditions.Since Liberty Medical does not make any changes to the supplies that it obtains from other producers,it would most accurately be classified as a(n) __________.

Jason,an administrative assistant,made several telephone calls and received product literature from several firms for the recarpeting of the construction company's office.Just prior to the meeting to discuss the project,Jason gave Ben these brochures.Ben,one of the project managers,threw a couple brochures into a waste basket before the meeting started.He told Jason that those companies sold inferior carpet products.Jason was acting in what role in the buying center?

The demand for industrial products and services that is driven by demand for consumer products and services is referred to as

Another name for an e-marketplace is a(n)

What is the North American Industry Classification System (NAICS)?

An IT engineer specifies the type of plug-in to be used on the company's new website.The engineer also chooses the supplier who receives the contract to provide the software.In the buying center,this person is the __________.

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

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