Chapter 6

Front 1

To select a paper supplier, JCPMedia looks at the supplier's capacity to deliver selected grades of paper, the availability of specific types of paper, and price. This examination would be done during JCPMedia's:

Back 1

value analysis.

Front 2

Farms and fisheries are examples of:

Back 2

industrial markets.

Front 3

A disadvantage of the North American Industry Classification System (NAICS) is that:

Back 3

the three respective governments will not reveal data when too few organizations exist in a category.

Front 4

Many companies have broadened their buying objectives to include an emphasis on:

Back 4

purchasing from women-owned suppliers and vendors.

Front 5

If the 3M Co. wants indisputable proof that it maintains a consistently high level of quality for its manufacturing facilities, it would:

Back 5

seek ISO 9000 certification.

Front 6

Although not strictly illegal, the U.S. Justice Department frowns on reciprocity because it:

Back 6

restricts free trade.

Front 7

Who in a buying center affects the buying decision, usually by helping define the specifications for what is bought?

Back 7

Influencers

Front 8

The make-buy decision is typically made during which stage of the organizational buying process?

Back 8

Problem recognition

Front 9

During the next-to-the-last stage of the organizational purchase process, the organization:

Back 9

makes the purchase decision.

Front 10

Reverse auctions:

Back 10

result in a downward pressure on bid prices.