Marketing Chapter 6

During the postpurchase behavior stage of the organizational buying process, which of the following is most likely to occur?

A supplier's performance is formally evaluated.

Another name for an e-hub is a(n):

B2B exchange.

Researchers who have studied organizational buying identify three types of buying situations: straight rebuy, new buy, and modified rebuy. These are collectively are known as what?

Buy classes

Which of the following would most likely be considered a new buy for Trek?

Incorporating an improved frame technology that dampens vibration

Which type of e-marketplace is described as a neutral third party?

Independent e-marketplaces

Kenneth, in inside sales, has an office right across the hall from the administrative pool. When he heard they were purchasing a new paper shredder, he said, "I know I don't get much of a say, but please look for one that is quieter. When you use it, my furniture actually vibrates. That thing drives me crazy!" In this instance, Kenneth performs what function in the buying center?

Influencer

The purchasing department identifies potential suppliers in which stage of the organizational buying process?

Information search

Which of the following is most characteristic of an organizational buyer in the buying process?

Is technically qualified and professional

The NAICS provides common industry definitions to facilitate comparative measurements of economic activity between the United States and which of the following?

Mexico

Which of the following characterizes organizational buyer-seller relationships?

Relationships may evolve into supply partnerships.

Kohl's, a department store chain, is an example of which type of organizational buyer?

Reseller

Within the industrial market, __________ companies make up about 75 percent of all firms.

Service

Organizational buyers include all of the following except:

Ultimate consumers

Which of the following is a commonly used organizational buying criterion?

Warranties and claim policies

The Perth Mint in Australia provides silver blanks to the U.S. Mint, which then creates products for consumers like the collectable American Eagle Silver Bullion Coins. The demand for Perth's silver blanks is called __________ demand.

derived

A buying committee differs from the typical buying center in that the former is:

highly formalized.

Jack co-owns a coin-operated laundry downtown with his two brothers, but he does most of the day-to-day management. Which of the following would most likely be a straight rebuy for Jack?

reordering single-use detergent packets for his vending machine

In a(n) __________ auction, many sellers compete to provide goods or services for a single buyer.

reverse

Since 1934, Milsco Manufacturing has been the exclusive source of seats for Harley-Davidson motorcycles as well as an aftermarket provider of parts and accessories such as saddlebags. Milsco engineers work closely with Harley-Davidson on the latter's new product development efforts. Harley-Davidson is using __________ with Milsco.

supplier development

One challenge associated with selling to organizations is that:

there are often far fewer buyers