Many health insurance policies require patients to

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63. Many health insurance policies require patients to call and get preapproval for tests or procedures. The health insurance company acts as a __________ for the purchase of these medical services. A. deci der B. initiator C. influencer D. user E. gatekeeper 64. Unlike a firm's mission statement or employee handbook, a firm's culture often:
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65. An organization's culture reflects the __________ that guide its employees' behavior. 66. While no one in the firm has discussed it, Brad notices everyone else seems to dress more casually on Fridays during the summer. Brad is observing part of his firm's: 67. While training for her new job as a pharmaceutical sales representative, Mallory spent several days shadowing an experienced company rep. She watched the rep focusing on the benefits of the new drugs while not volunteering pricing information, side effects, or comparison data. Mallory assumed that this reflected part of the pharmaceutical firm's: A. buying center. B. culture. C. mission statement. D. corporate social responsibility. E. RFP process. 68. Which of the following is NOT one of the four general types of organizational cultures?
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69. Knowing which type of buying center culture is prevalent in a given organization helps sellers to decide: 70. Olivia knows that one person, who makes all major purchase decisions, dominates the firm she is calling on today. Knowing the type of buying center she is calling on will help Olivia to decide: 71. The customer Carlotta is calling on today has a(n) __________ buying center culture. This means that the decision process will involve reaching agreement among all members of the buying center. A. conse nsus B. autocratic C. consultative D. republican E. democratic
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  • Fall '12
  • Chris
  • Marketing, d., Buying Center, E., Business-to-business

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