Question 1

A company could reasonably expect use of both an intranet and extranet to ________.

Accepted Answer

A) facilitate collaboration with external business partners 
B) save the company money 
C) increase traffic to the company's Web site 
D) replace the use of professional networking sites 
E) improve internal communications among employees 
A) facilitate collaboration with external business partners 
B) save the company money 
C) increase traffic to the company's Web site 
D) replace the use of professional networking sites 
E) improve internal communications among employees

Question 2

Both B2C and B2B e-commerce companies are making sure that only authorized individuals are allowed to access a site and place an order.These companies are concerned with ________.

Accepted Answer

A) single sourcing 
B) straight rebuys 
C) security issues 
D) private exchanges 
E) search engines 
A) single sourcing 
B) straight rebuys 
C) security issues 
D) private exchanges 
E) search engines

Question 3

________ is the marketing of goods and services that businesses and other organizations buy for purposes other than personal consumption.

Accepted Answer

A) Business-to-business marketing 
B) Just in time (JIT)marketing 
C) Single sourcing 
D) Retailing 
E) Outsourcing 
A) Business-to-business marketing 
B) Just in time (JIT)marketing 
C) Single sourcing 
D) Retailing 
E) Outsourcing

Question 4

LinkedIn,Twitter,and Facebook are all examples of ________.

Accepted Answer

A) viral techniques 
B) professional networking sites 
C) social networking sites 
D) private exchanges 
E) Webinars 
A) viral techniques 
B) professional networking sites 
C) social networking sites 
D) private exchanges 
E) Webinars

Question 5

Which of the following describes an advantage of LinkedIn?

Accepted Answer

A) It was created by college students for college students. 
B) It facilitates quality introductions among business people. 
C) It provides comparative information on industries in NAFTA countries. 
D) It is a private exchange connecting buyers and suppliers. 
E) It allows approved partners to access a company's intranet. 
A) It was created by college students for college students. 
B) It facilitates quality introductions among business people. 
C) It provides comparative information on industries in NAFTA countries. 
D) It is a private exchange connecting buyers and suppliers. 
E) It allows approved partners to access a company's intranet.

Question 6

Compare the three business-to-business buyclasses.

Accepted Answer

The three business-to-business buyclasse

Question 7

The group of people in the organization who participate in the purchase decision-making process is referred to as the ________.

Accepted Answer

A) buyer institution 
B) resource center 
C) buying center 
D) purchasing hierarchy 
E) purchasing office 
A) buyer institution 
B) resource center 
C) buying center 
D) purchasing hierarchy 
E) purchasing office

Question 8

Which of the following make up the largest single business and organizational market in the United States?

Accepted Answer

A) raw material markets 
B) producer markets 
C) not-for-profit markets 
D) e-commerce markets 
E) government markets 
A) raw material markets 
B) producer markets 
C) not-for-profit markets 
D) e-commerce markets 
E) government markets

Question 9

Firewalls and encryption are both ________.

Accepted Answer

A) common safeguards for Internet transactions 
B) common authentication systems for intranets 
C) types of sniffers used by hackers 
D) types of passwords used by employees 
E) tools for corporate espionage 
A) common safeguards for Internet transactions 
B) common authentication systems for intranets 
C) types of sniffers used by hackers 
D) types of passwords used by employees 
E) tools for corporate espionage

Question 10

________ do not actually produce goods,but they do provide their customers with the time,place,and possession utility by making goods available when and where consumers want them.

Accepted Answer

A) Resellers 
B) End users 
C) Not-for-profit organizations 
D) Producers 
E) Buying centers 
A) Resellers 
B) End users 
C) Not-for-profit organizations 
D) Producers 
E) Buying centers

Question 11

A(n)________ identifies the degree of effort required of the firm's personnel to collect information and make a purchase decision.

Accepted Answer

A) needs hierarchy 
B) purchase continuum 
C) buy class framework 
D) buying center continuum 
E) need-response framework 
A) needs hierarchy 
B) purchase continuum 
C) buy class framework 
D) buying center continuum 
E) need-response framework

Question 12

The intranet and the extranet serve the same function for a company.

Accepted Answer

A) True 
 B)False

Question 13

Virtual trade shows are becoming popular in the B2B world because more visitors attend virtual trade shows than in-person events.

Accepted Answer

A) True 
 B)False

Question 14

A trucking company is considering purchasing new trucks that are powered by ethanol instead of diesel fuel.In terms of the buying center,the truck drivers who must make sure that the trucks' fuel tanks do not run out of fuel are the ________.

Accepted Answer

A) initiators 
B) liaisons 
C) agents 
D) users 
E) gatekeepers 
A) initiators 
B) liaisons 
C) agents 
D) users 
E) gatekeepers

Question 15

Which of the following is NOT an example of business-to-business marketing?

Accepted Answer

A) Scott Sign Systems sells interior signs to an Alabama resort. 
B) A municipal government buys chemicals for its city swimming pools. 
C) Sue buys a gift for her mother. 
D) A Canadian software company buys airline tickets to send a group of salespeople to make a presentation to a heavy equipment manufacturer in Japan. 
E) Airmark sells a vinyl printing press to a manufacturer of plastic bags. 
A) Scott Sign Systems sells interior signs to an Alabama resort. 
B) A municipal government buys chemicals for its city swimming pools. 
C) Sue buys a gift for her mother. 
D) A Canadian software company buys airline tickets to send a group of salespeople to make a presentation to a heavy equipment manufacturer in Japan. 
E) Airmark sells a vinyl printing press to a manufacturer of plastic bags.

Question 16

How does reverse marketing work?

Accepted Answer

Reverse marketing changes the marketing

Question 17

Identify and then explain which of the three business-to-business buyclasses applies to the following scenario.Although companies have purchased printers and copiers before,Xerox now offers them a multitasking machine that prints,copies,scans,and faxes.

Accepted Answer

This is a modified rebuy.The f

Question 18

Which of the following is a job title for a professional buyer?

Accepted Answer

A) gatekeeper 
B) procurement officer 
C) initiator 
D) influencer 
E) sales manager 
A) gatekeeper 
B) procurement officer 
C) initiator 
D) influencer 
E) sales manager

Question 19

A consumer products company contracts with several advertising agencies to promote its brands at home and around the globe.An opera buys costumes,sets,and programs.Mister's Diner buys a case of canned peas from JQ's Wholesale Club.The U.S.government places an order for 3,000 new computers.What does each of the transactions have in common? Explain.

Accepted Answer

These transactions are example

Question 20

Identify an advantage and disadvantage of implementing multiple sourcing.

Accepted Answer

Multiple sourcing means buying a product

A company could reasonably expect use of both an intranet and extranet to ________.

Both B2C and B2B e-commerce companies are making sure that only authorized individuals are allowed to access a site and place an order.These companies are concerned with ________.

________ is the marketing of goods and services that businesses and other organizations buy for purposes other than personal consumption.

LinkedIn,Twitter,and Facebook are all examples of ________.

Which of the following describes an advantage of LinkedIn?

Compare the three business-to-business buyclasses.

The group of people in the organization who participate in the purchase decision-making process is referred to as the ________.

Which of the following make up the largest single business and organizational market in the United States?

Firewalls and encryption are both ________.

________ do not actually produce goods,but they do provide their customers with the time,place,and possession utility by making goods available when and where consumers want them.

A(n)________ identifies the degree of effort required of the firm's personnel to collect information and make a purchase decision.

The intranet and the extranet serve the same function for a company.

Virtual trade shows are becoming popular in the B2B world because more visitors attend virtual trade shows than in-person events.

A trucking company is considering purchasing new trucks that are powered by ethanol instead of diesel fuel.In terms of the buying center,the truck drivers who must make sure that the trucks' fuel tanks do not run out of fuel are the ________.

Which of the following is NOT an example of business-to-business marketing?

How does reverse marketing work?

Identify and then explain which of the three business-to-business buyclasses applies to the following scenario.Although companies have purchased printers and copiers before,Xerox now offers them a multitasking machine that prints,copies,scans,and faxes.

Which of the following is a job title for a professional buyer?

Identify an advantage and disadvantage of implementing multiple sourcing.

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

A company could reasonably expect use of both an intranet and extranet to ________.

Both B2C and B2B e-commerce companies are making sure that only authorized individuals are allowed to access a site and place an order.These companies are concerned with ________.

________ is the marketing of goods and services that businesses and other organizations buy for purposes other than personal consumption.

LinkedIn,Twitter,and Facebook are all examples of ________.

Which of the following describes an advantage of LinkedIn?

Compare the three business-to-business buyclasses.

The group of people in the organization who participate in the purchase decision-making process is referred to as the ________.

Which of the following make up the largest single business and organizational market in the United States?

Firewalls and encryption are both ________.

________ do not actually produce goods,but they do provide their customers with the time,place,and possession utility by making goods available when and where consumers want them.

A(n)________ identifies the degree of effort required of the firm's personnel to collect information and make a purchase decision.

The intranet and the extranet serve the same function for a company.

Virtual trade shows are becoming popular in the B2B world because more visitors attend virtual trade shows than in-person events.

A trucking company is considering purchasing new trucks that are powered by ethanol instead of diesel fuel.In terms of the buying center,the truck drivers who must make sure that the trucks' fuel tanks do not run out of fuel are the ________.

Which of the following is NOT an example of business-to-business marketing?

How does reverse marketing work?

Identify and then explain which of the three business-to-business buyclasses applies to the following scenario.Although companies have purchased printers and copiers before,Xerox now offers them a multitasking machine that prints,copies,scans,and faxes.

Which of the following is a job title for a professional buyer?

Identify an advantage and disadvantage of implementing multiple sourcing.

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