Principles of Marketing Chapter 6 Quiz – Flashcards
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What are any buyers who buy for resale or to produce other goods and services?
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Business and Organizational Customers
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Four different types of organizational customers?
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Producers of Goods and Services intermediaries Government units Nonprofit organizations
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The business to business market is know as ?
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B2B market
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Buying specialists for their employers
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Purchasing Managers
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This means that several people perhaps even top management play a part in making a purchase decision
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Multiple Buying Influence
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What are the five groups that could be possible buying influences? know these
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Users Influencers Buyers Deciders Gatekeepers
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This is all people who participate in a purchase
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Buying center
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A request to buy something
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Requisition
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Written description of what the firm wants to buy
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Purchasing Specifications
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This is a way for a supplier to document its quality procedures according to internationally recognized standards
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ISO 9000
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This occurs when a customer organization has a new needs and wants a great deal of information
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New-Task Buying
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This is a routine purchase that may have been made many times before
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Straight Rebuy
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This is the in-between process where some review of the buying situation is done
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Modified Rebuy
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What are reports designed to help buyers make decisions about a particular topic?
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White papers
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The terms of sale offered by the supplier in response to the purchase specifications posted by a buyer
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Competitive Bid
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A formal rating of suppliers on all relevant areas of performance
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Vendor Analysis
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Reliably getting products there just before the customer needs them
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Just-In-Time Delivery
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This means agreeing to contracts that aloow for changes in the purchase arrangements
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Negotiated Contract Buying
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Contract with an outside firm to produce goods or services rather than to purchase them internally
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Outsource
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What does NAICS stand for?
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North American Industry Classification System codes
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What is codes for groups of firms in similar lines of business collected and published by the U.S. government?
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NAICS codes
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This was passed by Congress in 1977 and it prohibits US firms from paying bribes to foreign officials
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Foreign Corrupt Practices ACt
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What is a certification for environmental quality?
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ISO 14000/14001
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What are the three steps to the model of organizational buying?
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Define Problem Buying Process Managing Buyer-Seller Relationship
