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Exam 6: Organizational Markets and Buyer Behaviour

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Question 41

Multiple Choice

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When General Motors (GM) purchases BorgWarner transmissions,and BorgWarner buys trucks and cars from GM,they are demonstrating which type of buyer-seller interaction?

A) exclusive dealing
B) relationship marketing
C) reciprocity
D) tying arrangements

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

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Question 42

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Which of the following is NOT one of the seven most common organizational buying criteria?

A) price
B) effectiveness of sales representative
C) technical capability
D) past performance

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

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Question 43

Multiple Choice

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Users,influencers,or deciders in the buying centre want to change product specifications,price,delivery schedule,or suppliers in which situation?

As in the consumer decision process,evaluation occurs in the industrial 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 is described as:

Engineers have decided to purchase the required component they need from an online e-marketplace.This is not surprising because about ____ percent of the total worldwide dollar value of all online transactions are done by organizational buyers.

Cards of Wood,Inc.is a company that makes and markets micro thin wood veneer business cards primarily to people in different facets of the woodworking business.A salesperson for Cards of Wood who calls on a company that makes cabinets would have the highest probability of making a sale if he is able to determine who is the _____ in the company's buying centre.

Because orders in organizational buying are typically much larger than in consumer buying,such as when the order is above a specific amount,such as $5,000,the buyers often must

The objective attributes of the supplier's goods and services and the capabilities of the supplier itself are collectively called:

The office of SFX Entertainment,a talent promoter,needs a new fax machine that will print at three seconds a page instead of five seconds per page like the one it is using now and that has both local and network printing capabilities.Its purchase of a replacement fax machine would be an example of a:

The screenwriter walked into the production company office expecting to talk to an executive of the company about producing the writer's idea for a new television situation comedy.As he entered the office,the receptionist said,"I'm sorry,you can't see my boss.Please leave your manuscript and I'll read it.If it's any good,I'll show it to Ms.Friedman who will then get back to you." The receptionist was assuming which buying centre role?

A talent promoter for the House of Blues wants to book one of the acts it represents into the Odeon Theatre.The talent promoter offers to buy lunch for the receptionist of the manager of the Odeon.The talent promoter is probably trying to develop a friendly relationship with a(n) :

Describe the three types of organizational markets and give examples of each.

The concept in organizational buying that corresponds most closely to a consumer's evoked set in consumer buying is the:

In the construction industry,an independent trading community,such as Buzzsaw.com or Cephren.com,enables a general contractor to manage and coordinate many suppliers,subcontractors,architects,and engineers necessary to complete a project.Buzzsaw.com and Cephren.com are examples of:

What is the buying centre and in what type of business would a person expect to find one operating?

Apex Therapeutic buys medical supplies and services for people with hemophilia and other related blood diseases from a multitude of sources.It then sells these products to anyone who needs them.When it sells directly to a person who is a hemophiliac,it would be classified as a(n) :

Describe what sustainable procurement involves and give an example.

Using a Value Analysis is most likely to occur at which stage of the organizational buying process?

Engineers have decided that it will be more cost effective to produce the required component in-house,rather than search externally.Reaching this decision has likely occurred in which stage of the organizational buying decision process?

All of the following are commonly used organizational buying criteria except