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Unformatted text preview: C: BLOOMS Application 137. Refer to Claxton Fruitcakes. Any company that purchased Claxton fruitcakes to give to its
customers would treat this purchase like any other purchase and evaluate the cake and the
company in terms of:
demand, value, and promotion
quality, service, and price
order time and delivery time
customer relationships, costs, and ethical
time requirements, order speed, and customer
reactions ANS: B
Business buyers evaluate products and suppliers against three important criteria: quality, service,
and price––in that order.
KEY: CB&E Model Customer OBJ: 07-8 TOP: AACSB Reflective MSC: BLOOMS Application 138. Refer to Claxton Fruitcakes. For a corporation that has been giving its key customers Claxton
fruitcakes since 1950, placing the order for cakes to be delivered this year would be an example
of a _____ because some negotiation about price and quantity would likely occur each year.
A modified rebuy will require some changes in the purchase order. In this situation, the firm may
open the bidding to examine the price/quality offerings of several suppliers.
KEY: CB&E Model Customer OBJ: 07-8 TOP: AACSB Reflective MSC: BLOOMS Application Rock-Tenn
Rock-Tenn produces packaging products. The company makes cartons that will hold a dozen
Dunkin’ Donuts, waffle fries for Chik-fil-A, Gillette razors, Haagen-Daz ice cream, express mail
envelopes for FedEx, and much more. Rock-Tenn business fluctuates depending on consumer
demand. As plastic products become more expensive, companies turn to cardboard and paper to
package their products.
139. Refer to Rock-Tenn. Rock-Tenn makes paper products for companies to use in their product and
service offerings. This is an example of:
Rock-Tenn produces a product that will be used in business rather than personal for consumption.
KEY: CB&E Model Strategy OBJ: 07-1 TOP: AACSB Reflective MSC: BLOOMS Application 140. Refer to Rock-Tenn. Rock-Tenn makes paper products for companies to use in their product and
service offerings. The business market consists of four categories of business customers. RockTenn’s customers are an example of: a.
all of the above ANS: A
Rock-Tenn’s customers are profit-oriented organizations that use purchased goods to facilitate the
daily operations of the organization.
KEY: CB&E Model Customer OBJ: 07-4 TOP: AACSB Reflective MSC: BLOOMS Application 141. Refer to Rock-Tenn. Rock-Tenn makes paper products for companies to use in their product and
service offerings. Rock-Tenn buys paper, wood chips, and supplies from companies to make its
cartons. Rock-Tenn would be considered a...
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- Fall '13