Question 1

An intranet would NOT be used for which of the following?

Accepted Answer

A) videoconferencing 
B) communicating with geographically dispersed branches of an organization 
C) training employees 
D) distributing internal documents 
E) communicating with the supplier network 
A) videoconferencing 
B) communicating with geographically dispersed branches of an organization 
C) training employees 
D) distributing internal documents 
E) communicating with the supplier network

Question 2

According to recent research,which one of the following are business buyers least likely to use for business purposes?

Accepted Answer

A) webinars 
B) podcasts 
C) LinkedIn 
D) Twitter 
E) online ratings and reviews 
A) webinars 
B) podcasts 
C) LinkedIn 
D) Twitter 
E) online ratings and reviews

Question 3

Aeroxchange.com was founded by thirteen airline companies as a Web site where the companies could purchase all the goods and services for their operations,excluding aircraft and fuel.Selected suppliers were invited to partner with these airlines at this site.Items that are traded through Aeroxchange include a wide range of airline-specific products and services,such as engine components and maintenance.Aeroxchange is an example of a(n)________.

Accepted Answer

A) Web link 
B) search engine 
C) intranet 
D) private exchange 
E) crowdsource 
A) Web link 
B) search engine 
C) intranet 
D) private exchange 
E) crowdsource

Question 4

Business-to-business (B2B)e-commerce ________.

Accepted Answer

A) links marketers directly to their business customers 
B) has little effect on the way businesses operate 
C) does not rely upon the Internet 
D) has only two simple forms 
E) is conducted almost exclusively through private exchanges 
A) links marketers directly to their business customers 
B) has little effect on the way businesses operate 
C) does not rely upon the Internet 
D) has only two simple forms 
E) is conducted almost exclusively through private exchanges

Question 5

Business-to-business markets do NOT include ________.

Accepted Answer

A) manufacturers 
B) wholesalers 
C) end consumers 
D) retailers 
E) government agencies 
A) manufacturers 
B) wholesalers 
C) end consumers 
D) retailers 
E) government agencies

Question 6

Which member of the buying center typically has the most power?

Accepted Answer

A) buyer 
B) gatekeeper 
C) decider 
D) initiator 
E) influencer 
A) buyer 
B) gatekeeper 
C) decider 
D) initiator 
E) influencer

Question 7

Identify two postpurchase evaluation metrics that may be used in the B2B buying process.

Accepted Answer

Postpurchase evaluation metric

Question 8

How are consumer demand and business-to-business demand of goods and services related?

Accepted Answer

Consumer demand is based on a direct con

Question 9

Which of the following is an advantage of using single sourcing?

Accepted Answer

A) Suppliers are more likely to remain cost-competitive. 
B) Buyers are less reliant on one firm to deliver the needed goods without interruption. 
C) The buyer and seller agree to be each other's customers. 
D) Consistency of quality of materials input into the product process is greater. 
E) Buyers have other suppliers to fall back on if one supplier fails. 
A) Suppliers are more likely to remain cost-competitive. 
B) Buyers are less reliant on one firm to deliver the needed goods without interruption. 
C) The buyer and seller agree to be each other's customers. 
D) Consistency of quality of materials input into the product process is greater. 
E) Buyers have other suppliers to fall back on if one supplier fails.

Question 10

________ means scrambling a message so that only another individual or computer with the right "key" for deciphering it can unscramble it.

Accepted Answer

A) Back-translation 
B) Encryption 
C) Authentication 
D) Reverse encoding 
E) Sniffing 
A) Back-translation 
B) Encryption 
C) Authentication 
D) Reverse encoding 
E) Sniffing

Question 11

A modified rebuy ________.

Accepted Answer

A) requires more time and effort than straight rebuys 
B) is the B2B version an impulse purchase in the consumer market 
C) requires more time and effort than new-task buying 
D) occurs whenever a company reorders a product from an original supplier 
E) involves only one role in the buying center 
A) requires more time and effort than straight rebuys 
B) is the B2B version an impulse purchase in the consumer market 
C) requires more time and effort than new-task buying 
D) occurs whenever a company reorders a product from an original supplier 
E) involves only one role in the buying center

Question 12

Which of the following are tools used by hackers and Internet criminals to disrupt individual computers and entire company systems?

Accepted Answer

A) encryption and authentication 
B) worms and viruses 
C) sniffers and webinars 
D) firewalls and decoders 
E) passwords and private exchanges 
A) encryption and authentication 
B) worms and viruses 
C) sniffers and webinars 
D) firewalls and decoders 
E) passwords and private exchanges

Question 13

Although much of the equipment used by dentists is thrown away after one use,many of the instruments used to clean teeth,fill cavities,and deal with impactions and other dental problems are made of steel and must be sterilized.A dentist is considering replacing his conventional steam sterilizer with a chemical sterilizer that cleans without rusting or corroding instruments.Because the dentist is already familiar with sterilizers,he is looking to find the best price possible on a chemical sterilizer.He is engaged in a ________.

Accepted Answer

A) straight rebuy 
B) customer-reference purchase 
C) modified rebuy 
D) reciprocal purchase 
E) reverse marketing purchase 
A) straight rebuy 
B) customer-reference purchase 
C) modified rebuy 
D) reciprocal purchase 
E) reverse marketing purchase

Question 14

________ are B2B customers for raw materials.

Accepted Answer

A) Resellers 
B) Resuppliers 
C) Retailers 
D) Producers 
E) End consumers 
A) Resellers 
B) Resuppliers 
C) Retailers 
D) Producers 
E) End consumers

Question 15

Another name for business-to-business markets is ________.

Accepted Answer

A) derived markets 
B) functional markets 
C) B2C markets 
D) C2C markets 
E) organizational markets 
A) derived markets 
B) functional markets 
C) B2C markets 
D) C2C markets 
E) organizational markets

Question 16

Which of the following is geared primarily to corporate professionals?

Accepted Answer

A) Facebook 
B) Twitter 
C) podcasts 
D) LinkedIn 
E) blogs 
A) Facebook 
B) Twitter 
C) podcasts 
D) LinkedIn 
E) blogs

Question 17

A vehicle manufacturer often won't buy a new product from a supplier unless the supplier's competitors are also capable of making the same item.The manufacturer is using ________.

Accepted Answer

A) single sourcing 
B) crowdsourcing 
C) multiple sourcing 
D) customer reference programming 
E) reciprocity 
A) single sourcing 
B) crowdsourcing 
C) multiple sourcing 
D) customer reference programming 
E) reciprocity

Question 18

What is the difference between producers and resellers?

Accepted Answer

Producers purchase products for the prod

Question 19

The major classes of business-to-business customers are ________.

Accepted Answer

A) producers,retailers,and consumers 
B) resellers and governments 
C) organizations,producers,and manufacturers 
D) producers,resellers,and organizations 
E) consumers and retailers 
A) producers,retailers,and consumers 
B) resellers and governments 
C) organizations,producers,and manufacturers 
D) producers,resellers,and organizations 
E) consumers and retailers

Question 20

Pace Hardware uses Learningnow.com to improve sales force effectiveness and facilitate sharing of expertise.It allows Pace retailers to link with other Pace retailers to ask for managerial and marketing advice.It also allows Pace retailers to ask their suppliers about product usage,deliveries,and warranties,and it allows suppliers to send new-product information directly to Pace retailers.Pace Hardware is using a(n)________.

Accepted Answer

A) intranet 
B) search engine 
C) extranet 
D) sniffer 
E) crowdsource 
A) intranet 
B) search engine 
C) extranet 
D) sniffer 
E) crowdsource

An intranet would NOT be used for which of the following?

According to recent research,which one of the following are business buyers least likely to use for business purposes?

Business-to-business (B2B)e-commerce ________.

Business-to-business markets do NOT include ________.

Which member of the buying center typically has the most power?

Identify two postpurchase evaluation metrics that may be used in the B2B buying process.

How are consumer demand and business-to-business demand of goods and services related?

Which of the following is an advantage of using single sourcing?

________ means scrambling a message so that only another individual or computer with the right "key" for deciphering it can unscramble it.

A modified rebuy ________.

Which of the following are tools used by hackers and Internet criminals to disrupt individual computers and entire company systems?

________ are B2B customers for raw materials.

Another name for business-to-business markets is ________.

Which of the following is geared primarily to corporate professionals?

A vehicle manufacturer often won't buy a new product from a supplier unless the supplier's competitors are also capable of making the same item.The manufacturer is using ________.

What is the difference between producers and resellers?

The major classes of business-to-business customers are ________.

Welcome to the World of Marketing: Create and Deliver Value

Strategic Market Planning: Take the Big Picture

Thrive in the Marketing Environment: the World Is Flat

Marketing Research: Gather, analyze, and Use Information

Consumer Behavior: How and Why We Buy

Sharpen the Focus: Target Marketing Strategies and Customer Relationship Management

Create the Product

Manage the Product

Services and Other Intangibles: Marketing the Product That Isnt There

Price the Product

Old and New Media: From One-To-Many to Many-To-Many

One to Many: Advertising, public Relations, and Consumer Sales Promotions

Many to Many: Trade Promotion, direct Marketing, and Personal Selling

Deliver Value Through Supply Chain Management, channels of Distribution, and Logistics

Retailing: Bricks and Clicks

Filters

Exam 6: Business-To-Business Markets: How and Why Organizations Buy

An intranet would NOT be used for which of the following?

According to recent research,which one of the following are business buyers least likely to use for business purposes?

Business-to-business (B2B)e-commerce ________.

Business-to-business markets do NOT include ________.

Which member of the buying center typically has the most power?

Identify two postpurchase evaluation metrics that may be used in the B2B buying process.

How are consumer demand and business-to-business demand of goods and services related?

Which of the following is an advantage of using single sourcing?

________ means scrambling a message so that only another individual or computer with the right "key" for deciphering it can unscramble it.

A modified rebuy ________.

Which of the following are tools used by hackers and Internet criminals to disrupt individual computers and entire company systems?

________ are B2B customers for raw materials.

Another name for business-to-business markets is ________.

Which of the following is geared primarily to corporate professionals?

A vehicle manufacturer often won't buy a new product from a supplier unless the supplier's competitors are also capable of making the same item.The manufacturer is using ________.

What is the difference between producers and resellers?

The major classes of business-to-business customers are ________.

Welcome to the World of Marketing: Create and Deliver Value

Strategic Market Planning: Take the Big Picture

Thrive in the Marketing Environment: the World Is Flat

Marketing Research: Gather, analyze, and Use Information

Consumer Behavior: How and Why We Buy

Sharpen the Focus: Target Marketing Strategies and Customer Relationship Management

Create the Product

Manage the Product

Services and Other Intangibles: Marketing the Product That Isnt There

Price the Product

Old and New Media: From One-To-Many to Many-To-Many

One to Many: Advertising, public Relations, and Consumer Sales Promotions

Many to Many: Trade Promotion, direct Marketing, and Personal Selling

Deliver Value Through Supply Chain Management, channels of Distribution, and Logistics

Retailing: Bricks and Clicks

Filters