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test Chap006 - Chapter 6 ORGANIZATIONAL MARKETS AND BUYER...

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Chapter 6 ORGANIZATIONAL MARKETS AND BUYER BEHAVIOR Test Item Table Major Section of the Chapter Level of Learning Level 1: Definition (Knows Basic Terms & Facts) Level 2: Conceptual (Understands Concepts & Principles) Level 3: Application (Applies Principles) Buying Paper is Serious Business at JCPenney (pp. 121-122) 1 2, 3, 4 The Nature and Size of Organizational Markets (pp. 122-123) 5, 6, 7, 12, 13 8, 9, 11, 142 10 Measuring Industrial, Reseller, and Government Markets (p. 123-124) 19, 20, 24, 26, 27, 143 14, 15, 28, 29, 30, 31, 32, 34, 144 16, 17, 18, 21, 22, 23, 25, 33 Characteristics of Organizational Buying (pp. 124-128) 35, 36, 55, 56, 61, 62, 67, 70 42, 43, 44, 45, 46, 47, 48, 49, 50, 51, 52, 57, 60, 65, 68, 69, 145, 146 37, 38, 39, 40, 41, 53, 54, 58, 59, 63, 64, 66, 71 The Organizational Buying Process and the Buying Center (pp. 129-131) 72, 73, 74, 76, 79, 80, 83, 85, 87, 97, 98, 99, 100, 102, 105, 107, 108, 110, 112, 115, 118, 120, 148, 149 75, 77, 78, 81, 82, 84, 88, 95, 106, 109, 121, 122, 147, 151 86, 89, 90, 91, 92, 93, 94, 96, 101, 103, 104, 111, 113, 114, 116, 117, 119, 150 Online Buying in Organizational Markets (pp. 131-134) 125, 128, 133, 136, 153 123, 124, 127, 129, 130, 131, 132, 135, 137, 152 126, 134, 138 Video Case: Lands’ End: Where Buyers Rule (pp. 135-137) 139 140, 141 Note: Bold numbers indicate short essay questions. 319
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CHAPTER 6 ORGANIZATIONAL MARKETS AND BUYER BEHAVIOR MULTIPLE CHOICE QUESTIONS 6-1 CHAPTER OPENING EXAMPLE: JCPMEDIA DEFINITION JCPMedia: a. buys the fashions that are sold in JCPenney stores. b. is an advertising agency for industrial companies that want brand recognition. c. is the print and paper purchasing subsidiary of JCPenney. d. is a marketing research company that monitors e-commerce activities. e. buys and sells media space for newspapers. Answer: c Page: 121 Rationale: As described in the chapter opening example, JCPMedia is the print and paper purchasing arm of JCPenney, the fifth largest retailer in the United States. 6-2 CHAPTER OPENING EXAMPLE: JCPMEDIA APPLICATION When JCPMedia buys paper, it considers the supplier's forest management practices and its antipollution performance. How the supplier assumes its __________ is important in the selection of a paper supplier for JCPMedia. a. profit responsibility b. societal responsibility c. ecological accountability d. environmental autonomy e. stakeholder responsibility Answer: b Page: 89 Rationale: Students will need to remember the definition of societal responsibility in chapter 4 to answer this question. Societal responsibility is the view that organizations have obligations to the general public and to the preservation of the ecological environment. The general public will benefit from the forest management practices and antipollution performance of JCPMedia suppliers. 320
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6-3 CHAPTER OPENING EXAMPLE: JCPMEDIA APPLICATION To select a paper supplier, JCPMedia looks at the supplier's capacity to deliver selected grades of paper, the availability of specific types of paper as well as quality. This examination would be done during JCPMedia's: a. business correlation analysis. b. break-even analysis.
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