CH06 - CHAPTER 6 UNDERSTANDING ORGANIZATIONS AS CUSTOMERS...

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Unformatted text preview: 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 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. 46,47,67,68,69,70,71, 72,73,74,78,81,91,96 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, 200,204 4,48,49,50,51,52,53,54,66, 79,85,90,92,97, 203 Explain how buying centers and buying situations influence organizational purchasing. 98,100,101,105,109,112, 114,116,119,120,121,122, 124,125,135,138,139,141, 149,153,158,160,167, 205 , 207,208 99,102,123,126,127,128,129, 130,131,132,133,143,144, 145,146,147,148,150,151,152 , 156,157,159,161,162,163,164 , 165,168,170,171,172,173, 174,175,176,177 3,102,104,106,107,108,110, 111,113,115,117,118,134, 136,137,140,142,154,155, 166,169,197,198, 206 Recognize the importance and nature of online buying in industrial, reseller, and government organizational markets....
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This note was uploaded on 02/11/2012 for the course MGMT 000 taught by Professor None during the Spring '11 term at DeVry Fremont.

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CH06 - CHAPTER 6 UNDERSTANDING ORGANIZATIONS AS CUSTOMERS...

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