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Exam 5: Understanding Organizations As Customers

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Question 71

Multiple Choice

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In a buyer-seller relationship, reciprocity refers to

A) the practice whereby a seller requires the purchaser of one product to buy another item in the line.
B) an industrial buying practice in which two organizations, in this case a manufacturer and a supplier, agree to purchase each other's products and services.
C) an arrangement a manufacturer makes with a reseller to only handle its products and not those of competitors.
D) the illegal practice of refusing to purchase a seller's products unless the seller agrees not to purchase that product or any similar products from any other buyer.
E) when a supplier requires a buyer purchasing some of its products to also buy others.

F) B) and D)
G) A) and B)

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Question 72

Multiple Choice

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

A) buyers
B) gatekeepers
C) adopters
D) influencers
E) users

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

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Question 73

Multiple Choice

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The deliberate effort by organizational buyers to build relationships that shape suppliers' products, services, and capabilities to fit a buyer's needs and those of its customers is referred to as

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 buy class situation affects buying center tendencies in different ways. If there is one person involved, the problem is well-defined, and the buying objective is to find a low-priced supplier, the buy class situation is most likely a

A buy class situation affects buying center tendencies in different ways. If there are two or three people involved, the problem is a minor modification, and the suppliers considered are the present ones, the buy class situation is most likely a

Recently, Matt Kistler, a senior vice president at Walmart, claimed the company was making progress on achieving three major goals: (1) to be supplied by 100 percent renewable energy, (2) to create zero-waste, and (3) to increase the sale of renewably produced products. Walmart is focusing on

The three types of organizational buy classes are

The NAICS provides common industry definitions for

Which of the following is indicative of the purchase decision stage of the organizational buying decision process?

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

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

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 ________ market.

When the General Services Administration (GSA) , an agency of the federal government, purchased 116 Chevy Volts from General Motors for its vehicle fleet, it was operating as

Which of the following statements about Trek Bicycles is false?

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

________ comprise the highest percentage of firms in industrial markets.

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

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.

Keystone Foods, which invented the individual quick freeze process for beef, provides McDonald's with millions of pounds of chicken, beef, and fish annually for use in its restaurants. The firm sources the animal proteins from farms and processes them in a variety of ways, such as breading or freezing, before selling them to McDonald's. Keystone is operating in ________ market.