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Exam 6: Understanding Organizations As Customers

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Question 31

Multiple Choice

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If General Motors (GM) purchases Borg-Warner transmissions, and Borg-Warner buys trucks and cars from GM, they would be demonstrating which type of buyer-seller interaction?

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

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

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Question 32

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FIGURE 6-1 -The NAICS Logo (see Figure 6-1 above) provides common industry definitions for

A) Canada, England, and the United States
B) Canada, France, and the United States
C) Canada, Europe, and the United States
D) Canada, Russia, and the United States
E) Canada, Mexico, and the United States

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

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Question 33

Multiple Choice

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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

Although the U.S.Justice Department frowns on __________ because it restricts the normal operation of a free market, it is still legal for two companies to buy one another's products as long as no coercion is involved.

The reseller market includes

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

The department secretary orders ink cartridges for the department printer from the Corporate Express catalog each month.This is an example of a

Which of the following statements represents an organizational buying decision?

The university has changed and updated its logo and now finds that it needs to order new stationery and business cards for departments and staff of the university.This purchase would be a

A buy class situation affects buying center tendencies in different ways.If there are many people involved, the problem definition is uncertain, and the buying influence comes from technical/operating personnel, the buy class situation most likely is a

In a buying center, __________ affect the buying decision, usually by helping define the specifications for what is bought.

Several people often participate in the organizational buying process.Called __________, these people share common goals, risks, and knowledge important to a purchase decision.

If there is a downturn in U.S.passenger air travel, a number of U.S.airlines would very likely cancel some of their orders for new planes.The relationship between passenger air travel and the need for new planes is referred to as

Online trading communities that bring together buyers and supplier organizations to make possible the real time exchange of information, money, products, and services, are referred to as

Organizational buying criteria refer to

FIGURE 6-1 -The acronym on the NAICS Logo (see Figure 6-1 above) stands for

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

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

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