Exam 6: Business-To-Business B2b Marketing

Maintaining a local presence, especially in Asian markets, is NOT advisable until the marketer's organization has achieved a dominant share of the market.

A firm deciding to purchase more energy-efficient machines in response to rising fuel prices illustrates the first step in the business buying process.

Electrical, plumbing, construction, and farming companies are considered part of the trade industries.

Which of the following is NOT a challenge ordinarily encountered in marketing to government entities?

What is the basis for market segmentation for a manufacturer that produces glass for microwave-oven doors, shower enclosures, and patio tabletops?

Reciprocity has been most common in industries featuring what type of products?

In the B2B marketplace, what type of segmentation is based on the precise way in which the business will use the product?

The difference between capital and expense items is not only the size and length of use, but also the way the accounting department handles production costs.

Extended problem-solving behaviour in the consumer market is the equivalent of a modified rebuy in the B2B marketplace.

Purchase decision making in B2B is more formal and professional than in the consumer market.

Match each item to the statement or sentence listed below. a.merchandisers b.trade industries c.remanufacturing d.nearshoring e.end-use application segmentation f.global sourcing g.joint demand h.inelastic demand i.outsourcing j.value analysis k.gatekeeper l.commercial market m.reciprocity n.vendor analysis o.category advisor p.modified rebuy q.demographic characteristics-based segmentation r.influencers s.buyer t.customer-based segmentation -The term "_____" is used to refer to the technical staff such as engineers who affect the buying decision by supplying information to guide evaluation of alternatives or by setting buying specifications.

New-task buying for businesses is comparable to the extended problem solving that takes place in consumer markets.

What do many institutions choose to do in order to receive quantity discounts on needed purchases?

Match each item to the statement or sentence listed below. a.merchandisers b.trade industries c.remanufacturing d.nearshoring e.end-use application segmentation f.global sourcing g.joint demand h.inelastic demand i.outsourcing j.value analysis k.gatekeeper l.commercial market m.reciprocity n.vendor analysis o.category advisor p.modified rebuy q.demographic characteristics-based segmentation r.influencers s.buyer t.customer-based segmentation -A person who controls the information that all members of a buying center will review is referred to as a(n) _____.

Personal and interpersonal influences affect consumer purchasing decisions, not B2B decisions.

A business purchaser accepts the terms of sale of an item that has performed satisfactorily in the past and requires no new information to decide to purchase it again. What kind of buying situation is this an example of?

End-use classification can help smaller marketers locate potential target markets.

Match each item to the statement or sentence listed below. a.merchandisers b.trade industries c.remanufacturing d.nearshoring e.end-use application segmentation f.global sourcing g.joint demand h.inelastic demand i.outsourcing j.value analysis k.gatekeeper l.commercial market m.reciprocity n.vendor analysis o.category advisor p.modified rebuy q.demographic characteristics-based segmentation r.influencers s.buyer t.customer-based segmentation -is the process of dividing a B2B market into groups on the basis of their size, sales revenues, or number of employees.

B2B e-marketing refers to the use of the Internet for business transactions between organizations.

Business needs are so varied that businesses that sell to other businesses must be ready to customize products when necessary.