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Exam 5: Understanding Organizations As Customers

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Question 21

Multiple Choice

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The existence of reciprocal arrangements, the long-term contracts, and the buyer-seller relationships that can evolve into supply partnerships, are all examples of

A) illegal activities that are a common weakness of organizational buying.
B) illegal activities that result from collusion between buyers and sellers.
C) activities that are strictly governed by the NAICS.
D) the nature of relationships between buyers and sellers in organizational buying.
E) activities that result from extreme competition between manufacturers when there are too few suppliers.

F) A) and B)
G) B) and E)

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Question 22

Multiple Choice

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The practice of __________, which can affect the normal operation of the free market and limit the flexibility of buyers, is disapproved of by the U.S. Justice department.

A) tying agreements
B) just-in-time procurement
C) quid pro quo
D) supply partnerships
E) reciprocity

F) C) and D)
G) A) and C)

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Question 23

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Itex Corporation, a marketer of Photostat products used in the graphic arts field, buys photo sensitized paper from Eastman Kodak Company, packages it with the Photostat brand name, and sells it directly to amateur photographers. In this context, Itex Corporation is most likely classified as a

In a buying center, __________ have formal authority and responsibility to select the supplier and negotiate the terms of a contract.

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 the problem definition has only minor modifications, the buy class situation is most likely a

Becca, an office manager for a small construction company, met with representatives from Xerox and Minolta, along with the President and the accountant, to compare options for a new copier for the office. Since she made most of the copies, Becca wanted to see the features of the machines, though her boss would have to approve the final purchase. Becca has what role in the buying center?

Cassidy 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 successful trucking firm, regularly buys Cassidy's secretary lunch. The representative does this because she views the secretary as a(n) __________ and wants to be sure that information about her company reaches Cassidy.

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 a __________.

Airbus manufactures commercial aircraft that it sells to a variety of airlines worldwide. Still, demand for its products often depends on rates of air travel among consumers. Demand for Airbus products is referred to as __________ demand.

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

In a __________ situation, users, influencers, or deciders in the buying center want to change product specifications, price, delivery schedule, or suppliers, though the product is largely the same.

-In the breakdown for the NAICS code based on Figure 5-1 above, C represents the

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

The objective attributes of the supplier's products and services and the capabilities of the supplier itself are collectively referred to as

Merrill Lynch and Thompson Financial had a three-year, $1 billion project that put workstations on the desks of 25,000 of Merrill Lynch's brokers. These machines put the world of investing information at brokers' fingertips. Thompson, the supplier, was obligated to not only deliver technology and services on time and on budget, but also constantly improve customer-satisfaction levels among Merrill's brokers and customers. This is an example of

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

The North American Industry Classification System (NAICS) designates industries with a numerical code in a defined structure. A six-digit coding system is used. The first two digits designate a(n)

Spruceland Millworks in Canada makes wooden pallets for transporting and storing new appliances such as stoves, freezers, and refrigerators. The demand for Spruceland pallets would be classified as

A software company has updated its logo. It now needs to order new letterhead and business cards. This purchase would be a

Graham-Field Health Products makes hospital beds and wheelchairs from the component parts and materials it buys. It sells these manufactured products to hospitals, nursing homes, and retailers of health care products. Graham-Field Health Products operates in a(n) __________ market.