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
