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CHAPTER 6UNDERSTANDING ORGANIZATIONS AS CUSTOMERSTest Item Table by Major Section of the Chapter and Level of LearningMajor Section of the ChapterLevel of LearningLevel 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)12,3,4Nature and Size of Organizational Markets(pp. 144-145)5,6,11,14,15,23,24,287,8,10,12,13,16,17,18,19,31,34,1999,20,21,22,25,26,27,29,30,32,33Measuring Domestic and Global Industrial, Reseller, and Government Markets(p. 145-146)35,36,20037,38,39,40,42,43,20141,44,45Characteristics of Organizational Buying(pp. 147-154)46,47,67,68,69,70,71,72,73,74,78,81,91,96,98,100,101,105,109,112,114,116,119,120,121,122,124,125,135,138,139,141,149,20555,56,57,58,59,60,61,62,63,64,65,75,76,77,80,82,83,84,86,87,88,89,93,94,95,99,103,123,126,127,128,129,130,131,132,133,143,144,145,146,147,148,150,202,20448,49,50,51,52,53,54,66,79,85,90,92,97,102,104,106,107,108,110,111,113,115,117,118,134,136,137,140,142,203,206Charting the Organizational Buying Process(pp. 154-157)153,158,160,167,207,208151,152,156,157,159,161,162,163,164,165,168,170,171,172,173,174,175,176,177154,155,166,169Online Buying in Organizational Markets(pp. 157-160)180,187,210178,179,182,183,184,185,186,188,193,194,195,209181,189,190,191,192Video Case:Lands’ End(pp. 161-163)196,197,198Note: Bold numbers indicate short essay questions.133
CHAPTER 6UNDERSTANDING ORGANIZATIONS AS CUSTOMERSTest Item Table by Learning Objective and Level of LearningLearning ObjectiveLevel of LearningLevel 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.5,6,11,14,15,23,24,28,35,36,2001,7,8,10,12,13,16,17,18,19,31,34,37,38,39,40,42,43,199,2012,9,20,21,22,25,26,27,29,30,32,33,41,44,45Describe 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 6UNDERSTANDING ORGANIZATIONS AS CUSTOMERSMULTIPLE CHOICE QUESTIONS6-1CHAPTER OPENING EXAMPLE: JCPENNEYCONCEPTUALJCPMedia 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:bPage:143LO:1LL:3AACSB: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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AACSB, organizational buying, North American Industry Classification System