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Exam 5: Understanding Organizations As Customers

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Question 71

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Figure 5-4 -Figure 5-4 shows the three buy classes encountered by organizational buyers.C is referred to as a

A) modified rebuy.
B) straight rebuy.
C) new buy.
D) standard reorder.
E) altered buy.

F) B) and E)
G) B) and D)

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Question 72

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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

A) Standard Industrial Code System (SICS) .
B) United Nations Central Product Classification System (UNCPCS) .
C) National Codes of Industry System (NCIS) .
D) North American Industry Classification System (NAICS) .
E) Federal System of International Organizations (FSIO) .

F) C) and E)
G) C) and D)

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Question 73

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The American Red Cross provides disaster relief,among many other services.As a nonprofit organization,its primary buying objective is to

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

A sales representative for a pharmaceutical company visits the doctor's office,hoping to explain a new drug to the doctor.However,the office receptionist explains that the doctor is with patients and will not be able to see the sales rep.The receptionist is acting as

All of the following statements about the purchase involved in organizational buying are true except which?

During late summer and early fall,there is a large demand for containers in Asia that are used to ship consumer products from Asia to the United States in time for the holiday selling season.The demand for these containers is referred to as __________ demand.

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

NAICS provides common industry definitions to facilitate the measurement of economic activity for the member countries of the

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

A supply partnership refers to

Which of the following characterizes organizational buyer-seller relationships?

The buying situation where an organization is a first-time buyer of the product or service is referred to as

Organizational buying criteria serve the same purpose as __________ criteria used by consumers.

Swiss specialty chemical company Ciba is the primary producer of the chemical triclosan,the antibacterial agent in many household products such as liquid soap.Consumers may have heard about research suggesting environmental and health risks associated with the cumulative effects of antibacterial agents.Changing consumer purchases provide an example of __________ demand for Ciba's triclosan product.

The group of people within an organization who participate in the buying process and share common goals,risks,and knowledge important to a purchase decision is referred to as the

Liberty Medical Supply is a home delivery service that sells diabetes testing supplies,prescription drugs,and other supplies directly to consumers to assist them in the management of their health-related conditions.Since Liberty Medical does not make any changes to the supplies that it obtains from manufacturers,it would most likely be classified as

The NAICS provides common industry definitions for

At which stage of the organizational buying decision process would design and production engineers draft specifications?

Large multistore chain retailers such as 7-Eleven convenience stores,Safeway,and Target use a highly formalized buying center that is referred to as