A) are seller-initiated.
B) benefit the sellers significantly more than the buyers.
C) have an increasing number of bidders as the auction progresses.
D) have sequential bidding.
E) have many buyers.
G) D) and E)
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A) new buy.
B) straight rebuy.
C) conditional rebuy.
D) modified rebuy.
E) standard buy.
G) C) and D)
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A) new buy.
B) straight rebuy.
C) converted rebuy.
D) modified rebuy.
E) standard rebuy.
G) A) and E)
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A) the deliberate effort by suppliers to build relationships that shape buyers' products, services, and capabilities to fit both the buyer's and seller's needs, as well as the needs of the ultimate consumer.
B) the practice of dividing up large orders amongst a number of suppliers rather than only one, to avoid possible delays due to environmental forces such as bad weather, plant mishaps, union issues, etc.
C) the practice of establishing a close relationship with one supplier rather than many to insure loyalty and preferred treatment when filling exceptionally large orders.
D) the deliberate effort by organizational buyers to build relationships that shape suppliers' products, services, and capabilities to fit a buyer's needs and those of its customers.
E) the shift of a firm from that of supplier to manufacturer when repeated experience with a product and excellent buyer/seller relationships make the shift both more feasible and profitable.
G) A) and C)
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A) gatekeepers
B) deciders
C) buyers
D) influencers
E) users
G) None of the above
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A) industrial, reseller, and government.
B) consumer goods, industrial goods, and services.
C) users, influencers, and deciders.
D) new buy, make-buy, and modified rebuy.
E) straight rebuy, new buy, and modified rebuy.
G) A) and B)
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A) problem recognition
B) alternative evaluation
C) information search
D) purchase decision
E) postpurchase behavior
G) A) and B)
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A) the illegal practice of refusing to purchase a seller's products unless the seller agrees to purchase the buyer's products as well.
B) the illegal practice of refusing to purchase a seller's products unless the seller agrees not to sell that product or any similar products to the buyer's competitors.
C) the illegal practice of refusing to purchase a seller's products unless the seller agrees not to purchase that product or any similar products from any other buyer.
D) an industrial buying practice in which two organizations agree to purchase each other's products and services.
E) a form of reward to a customer for loyal or consistent purchases in the form of additional product at a greatly reduced fee.
G) B) and E)
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A) subsector of the economy.
B) industry group.
C) specific industry.
D) individual country-level national industry.
E) sector of the economy.
G) A) and C)
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A) fewer customers but with larger orders.
B) diminishing international opportunities as more firms enter the market.
C) more customers placing progressively larger orders.
D) unlimited markets but orders are becoming progressively smaller.
E) a market that functions independently of consumer demand.
G) B) and E)
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A) supplier value dimension.
B) derived demand factor.
C) evaluative criterion.
D) external performance measure.
E) organizational buying criterion.
G) A) and B)
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A) sustainable procurement.
B) maintenance procurement.
C) protract procurement.
D) prolong procurement.
E) partnership procurement.
G) C) and E)
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A) few large transactions are made over the Internet due to concerns of industrial espionage.
B) there are often reciprocal arrangements and negotiations between buyers and sellers.
C) negotiations, purchases, and delivery occur in real time at an accelerated rate.
D) most purchases are made through government licensed negotiators.
E) sellers, rather than the buyers, are responsible for post-purchase evaluation of their goods or services.
G) None of the above
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A) traditional auction
B) vertical auction
C) reverse auction
D) horizontal auction
E) reciprocal auction
G) None of the above
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A) new buy.
B) modified rebuy.
C) conditional rebuy.
D) make-buy.
E) straight rebuy.
G) B) and E)
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A) industrial firm.
B) reseller firm.
C) government agency.
D) wholesaler.
E) retail firm.
G) C) and D)
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A) manufacturing firms.
B) construction firms.
C) agricultural firms.
D) mining companies.
E) service firms.
G) B) and E)
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A) expect a long time for a buying decision to be reached.
B) neutralize a lot of conflict.
C) expect specifications to be changed many times before the buy is completed.
D) expect to have to do some favors for the decision-makers.
E) avoid making concessions or compromises.
G) C) and E)
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A) finance
B) wholesalers
C) retailers
D) government units
E) educational institutions
G) D) and E)
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A) Purchases are often made after brief negotiations.
B) Purchases are usually of large dollar values.
C) Short-term relationships are often prevalent.
D) Reciprocal arrangements rarely exist.
E) Delivery schedules are less important than production capacity.
G) B) and D)
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