. 10. Robbie is a purchasing agent for a large corporation, and he's just sent out a request for proposals from five different software developers, asking them to bid on a new project. Samantha, an account manager for one of the software developers, calls Robbie and asks to meet with him to clarify the specifications of the project. In which stage of the organizational buying process are they? a. Recognizing a problem or opportunity b. Defining the characteristics of the needed product c. Evaluating proposals and selecting suppliers d. Obtaining feedback and evaluating performance 11. The first week Tyler was on campus he went through rush for the Greek system. He immediately was attracted to Sigifin Chi fraternity and joined the 2019 pledge class. Tyler has counted on his fraternity brothers for guidance in chobeing a major and classes, and has even starting wearing the same clothing brands as other members of his fraternity. For Tyler, we can say members of his fraternity are a(n): a. reference group. b. social class. c. outgroup d. cultural segment. 12. A group of ceramic artists think that their artwork would be successful in another country. Nothing similar is available in the target country. They have a lot of marketing collateral from their successful efforts in the United States, but most of their home country business comes from word of mouth. Which global strategy is the best pathway for them to adopt? a. Making a direct investment to collaborate with another art-connected business b. Reusing their current original marketing collateral in the new country c. Starting the word-of-mouth effort by dedicating a website to their products d. Selling their artwork to an export-trading company in the new country e. Starting a publicity tour of art and craft galleries in the new country 13. Proctor & Gamble sells Head and shoulders shampoo and conditioner in Brazil. The company uses similar advertising and scents in Brazil as they do in the United States. This would be an example of a. a promotion adaptation strategy. b. a product adaptation strategy. c. a straight extension strategy. d. a dual adaptation strategy. 14. You work for a uniform manufacturer that sells to police departments, supermarkets, and airlines. For segmentation purposes, its customers are grouped into three categories: government agencies (police), retailers (supermarkets, and service providers airlines). This is segmentation by a. end-use application b. purchase categories c. customer type d. North American Industry Classification e geographic characteristics Page 7