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Exam 6: Organizational Markets and Buyer Behaviour

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Question 31

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A list of firms believed to be qualified to supply a given item is a:

A) bidders' list.
B) make-buy list.
C) vendor-rating sheet.
D) supplier's sheet.

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

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Question 32

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A local healthcare company is manufacturing a world changing healthcare solution.However,the only issue is that what they are seeking to manufacture has never been done before.All of the following would likely be sources of information for the company's technical engineers except:

A) technical journals
B) industry magazines
C) international tradeshows
D) product catalogs

E) A) and D)
F) None of the above

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Question 33

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All of the following are roles in the buying centre except

Manufacturers,wholesalers,retailers,and government agencies that buy goods and services for their own use or for resale are examples of:

Europe's Airbus Industrie,the world's largest aircraft manufacturer,sells its passenger airplanes to Air Canada,which flies Canadian businesspeople to Asia.This is an example of:

Jackson Steel produces sheet metal that is then sold to Ford,Toyota,and GM for use in producing their vehicles.Jackson Steel competes with other sheet metal companies for the car company's business.Jackson Steel is in which segment?

As an organizational buyer,if you worked directly with your suppliers to improve their efficiency and product quality to enhance your business,you would be focused on:

Identify and describe the five roles an individual can play in a buying centre.

Traditional auctions:

Online buying in organizational markets is prominent because Internet/web technology:

Scandinavian Airlines recently announced the purchase of 35 Boeing 737-600 airliners,with the option to buy another 35 for a total of $2.4 billion.SAS called Boeing "a professional and solid supplier." Deliveries began in late 1998 and will continue for some years to come.This arrangement between Boeing and SAS is an example of:

The Danish Carsten Maersk is an ocean-going container ship that is longer and only a bit narrower than three football fields laid out end zone to end zone.If you were to set the ship's load of containers end to end,they would stretch 27 miles.To handle this ship and her sister ships,Los Angeles is building Maersk a completely new facility at a cost that could top $800 million.The terminal is rising in the middle of the harbour on dredged material and ten million tons of rock that will form a 685-acre island connected to the rest of California by rail line and highway.When the initial phase opened in 2002,Maersk,which has an exclusive 25-year lease,had room to dock three of these huge ships.Every city on the West Coast wanted to be selected by Maersk as a terminal city,but only the Port Authority of Los Angeles was able to build the relationships needed to convince Maersk that it could handle the load.This is an example of:

Transactions on eBayBusiness exceed sales of ________ annually.

Headquartered in Montreal and with a presence in more than 60 countries,Bombardier operates two industry-leading businesses:

A bidders' list would be a useful tool at which stage of the organizational purchase decision process?

Name four key organizational buying criteria.Give example of a type of product for which that criterion would be a very important factor in the choice of a vendor.

You are the research director of a major marketing research consulting firm.You need to select an NAICS (North American Industry Classification System) code that gives you the most detail about the competitors in a client's industry.Which of the following levels of classification would provide the greatest detail?

Describe the advantages for an organization to use e-marketplace.

During the next-to-the-last stage of the organizational purchase decision process,the organization engages in:

Canada manufacturers export over __________ percent of all goods manufactured.