CH06 - CHAPTER 6 UNDERSTANDING ORGANIZATIONS AS CUSTOMERS Test Item Table by Major Section of the Chapter and Level of Learning Level of Learning Major

CH06 - CHAPTER 6 UNDERSTANDING ORGANIZATIONS AS CUSTOMERS...

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CHAPTER 6 UNDERSTANDING ORGANIZATIONS AS CUSTOMERS Test Item Table by Major Section of the Chapter and Level of Learning 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 a Global Business Decision at JCPENNEY (pp. 143) 1 2,3,4 Nature and Size of Organizational Markets (pp. 144-145) 5,6,11,14,15,23,24,28 7,8,10,12,13,16,17,18,19, 31,34, 199 9,20,21,22,25,26,27,29,30, 32,33 Measuring Domestic and Global Industrial, Reseller, and Government Markets (p. 145-146) 35,36, 200 37,38,39,40,42,43, 201 41,44,45 Characteristics of Organizational Buying (pp. 147-154) 46,47,67,68,69,70,71,72, 73,74,78,81,91,96,98, 100,101,105,109,112, 114,116,119,120,121, 122,124,125,135,138, 139,141,149, 205 55,56,57,58,59,60,61,62,63, 64,65,75,76,77,80,82,83, 84,86,87,88,89,93,94,95,99, 103,123,126,127,128,129, 130,131,132,133,143,144, 145,146,147,148,150, 202, 204 48,49,50,51,52,53,54,66,79, 85,90,92,97,102,104,106,107, 108,110,111,113,115,117,118, 134,136,137,140,142, 203, 206 Charting the Organizational Buying Process (pp. 154-157) 153,158,160,167, 207, 208 151,152,156,157,159,161, 162,163,164,165,168,170, 171,172,173,174,175,176, 177 154,155,166,169 Online Buying in Organizational Markets (pp. 157-160) 180,187, 210 178,179,182,183,184,185, 186,188,193,194,195, 209 181,189,190,191,192 Video Case: Lands’ End (pp. 161-163) 196,197,198 Note: Bold numbers indicate short essay questions. 133
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CHAPTER 6 UNDERSTANDING ORGANIZATIONS AS CUSTOMERS Test Item Table by Learning Objective and Level of Learning Learning Objective Level of Learning Level 1: Definition (Knows Basic Terms and Facts) Level 2: Conceptual (Understands Concepts & Principles) Level 3: Application (Applies Principles) Distinguish among industrial, reseller, and government organizational markets. 5,6,11,14,15,23,24,28, 35,36, 200 1,7,8,10,12,13,16,17,18,19, 31,34,37,38,39,40,42,43, 199,201 2,9,20,21,22,25,26,27,29, 30,32,33,41,44,45 Describe the key characteristics of organizational buying that make it different from consumer buying. Explain how buying centers and buying situations influence organizational purchasing. Recognize the importance and nature of online buying in industrial, reseller, and government organizational markets. Note: Bold numbers indicate short essay questions. 134
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CHAPTER 6 UNDERSTANDING ORGANIZATIONS AS CUSTOMERS MULTIPLE CHOICE QUESTIONS 6-1 CHAPTER OPENING EXAMPLE: JCPENNEY CONCEPTUAL JCPMedia 6-2CHAPTER OPENING EXAMPLE: JCPMEDIAAPPLICATIONWhen JCPMedia buys paper, it considers the supplier's forest management practices and its environmental practices. 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: 143 LO: 1 LL: 3 AACSB: 3 Rationale: Students will need to remember the definition of the various concepts of social responsibility in Chapter 4 to answer this question.
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  • Spring '11
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  • AACSB, organizational buying, North American Industry Classification System

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