CH06 - CHAPTER 6 UNDERSTANDING ORGANIZATIONS AS CUSTOMERS...

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.
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

CHAPTER 6
UNDERSTANDING ORGANIZATIONS AS CUSTOMERS
MULTIPLE CHOICE QUESTIONS
6-1 CHAPTER OPENING EXAMPLE: JCPENNEY CONCEPTUAL
JCPMedia
6-2 CHAPTER OPENING EXAMPLE: JCPMEDIA APPLICATION
When 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.