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Exam 6: Understanding Organizations As Customers

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Question 41

Multiple Choice

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Communications service providers Global One primarily is a worldwide long-distance carrier located in France. Focal Communications is located in Chicago and provides Internet services to businesses in the United States. Focal Communications has agreed to buy international capabilities from Global One, and Global One will buy its Internet connections from Focal. Their relationship is an example of:

A) review marketing.
B) transactional relationship.
C) exclusive dealing.
D) reciprocity.

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

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Question 42

Multiple Choice

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Canadian Crown corporations, such as CBC, VIA Rail, and the Royal Canadian Mint are examples of:

A) Industrial markets
B) Government units
C) Cooperative markets
D) Reseller markets

E) B) and D)
F) C) and D)

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Question 43

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Firms selling consumer goods or services often try to reach thousands or millions of individuals or households. Firms selling to organizations are often:

According to a web research company, just 7 percent of online business-to-business transactions occurred in independent trading communities, and 93 percent occurred at private exchanges in 2001. What are the differences between independent trading communities and private exchanges? Can you suggest a reason for this disparity in usage?

What are the characteristics of the organizational buying process?

Describe the three types of organizational markets and give examples of each.

The objective attributes of the supplier's goods and services and the capabilities of the supplier itself are collectively called:

Russ Ross, the owner of a construction company specializing in single family homes, was faced with a problem. His workers relied on Black & Decker brand air-powered hammers to reduce construction time. Recently, the workers informed him several of the hammers were worn out and needed to be replaced. After talking with other members of the buying centre, Mr. Ross decided to purchase Dewalt brand air hammers because of their reduced weight and the longer warranties offered by Dewalt. Ross and the other members of the organizational buying center were in what type of organizational buying situation?

Many of Canada's top exporters, including Bombardier and Maple Leaf Foods, focus on ________, not________ _.

Federal, provincial, and local agencies that buy goods and services for the constituents they serve are known as:

Organizations face three kinds of specific buying situations. They are new buy, straight rebuy, and modified rebuy. Collectively, these situations are called:

A talent promoter for the House of Blues wants to book one of the acts it represents into the Odeon Theatre. The talent promoter offers to buy lunch for the receptionist of the manager of the Odeon. The talent promoter is probably trying to develop a friendly relationship with a(n) :

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

Several engineers meet to discuss the need to include an automatic alarm control switch in an upcoming widget. They are beginning to understand the requirements of the automatic alarm control switch. The engineers are likely at which stage in the Organizational buying decision process?

E-marketplace can take two different formats. They are:

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

The screenwriter walked into the production company office expecting to talk to an executive of the company about producing the writer's idea for a new television situation comedy. As he entered the office, the receptionist said, "I'm sorry, you can't see my boss. Please leave your manuscript and I'll read it. If it's any good, I'll show it to Ms. Friedman who will then get back to you." The receptionist was assuming which buying centre role?

What are the three types of organizational buying situations? Give an example of each.

The Toronto Maple Leafs need new hockey uniforms for the upcoming NHL season, in hopes that new colours will help them make the playoffs. The team wants a new design and new colours for its road uniforms; many think the current design needs redefining. The purchase of new uniforms would be an example of a:

A steel mill converts iron ore into sheet metal that they then sell to the next buyer. The steel mill would be considered a(n)