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Exam 5: Understanding Organizations As Customers

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Question 21

Multiple Choice

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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

A) reverse auction.
B) traditional auction.
C) bidder's war.
D) I-auction.
E) Webfront auction.

F) C) and D)
G) C) and E)

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Question 22

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

A) Few large transactions are made over the Internet due to concerns of industrial espionage.
B) The actual buyer retains all of the influence in the buying decision.
C) Advertising is simplistic and more concise than that used for consumers.
D) Direct selling to organizational buyers is the rule,and distribution is very important.
E) Only finished goods are sold in this way.

F) C) and E)
G) C) and D)

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Question 23

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The sales department's identification of an improvement made to a competitor's product would occur during which stage of the organizational buying decision process?

Plastics Net,Hospital Network.com,Textile Web,and eBay Business are all examples of

The primary organizational buying objective for business firms is to

The system that provides common industry definitions for Canada,Mexico,and the United States,which makes it easier to measure economic activity in the three member countries of the North American Free Trade Agreement (NAFTA) ,is referred to as the

Which of the following organizational buyers purchases raw materials and parts to reprocess into the finished goods they sell?

The people in the buying center who have the authority to select a supplier and negotiate the terms of the contract are referred to as

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,"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

As in the consumer decision process,evaluation occurs in the organizational buying decision process,but it is more formalized and often more sophisticated.All items purchased are examined in a formal product acceptance process.The performance of the vendor is also monitored and recorded.This evaluation occurs during the __________ stage.

A reverse auction refers to an online auction

The primary reason companies have placed an emphasis on buying from minority- and women-owned suppliers and vendors is because

Which of the following characterizes organizational buyer-seller relationships?

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

The assistant heard his supervisor in the supply room yell,"Call Crate & Barrel-we need another case of its coffee mugs for the conference next week." The supervisor was asking the assistant to make a

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

For routine orders,the decider is usually

The American Red Cross provides disaster relief,among many other services.As a nonprofit organization,its primary objective is to __________.

When Trek orders a seat or saddle for one of its models that has a slightly different material for the cover only but the other components are the same as existing saddles used on other bikes,this purchase situation is known as __________.

Within the buying center,deciders are people who