Exam 6: Business-To-Business B2b Marketing

The purchasing decision can move to a modified rebuy status with either the introduction of new products or poor performance by the original supplier.

When the B2B market is segmented on the basis of product specifications issued by organizational buyers, what type of segmentation is it known as?

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 -If the demand for a product remains constant, regardless of the change in price, then the product is said to exhibit _____.

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 a segment of organizational market that consists of retailers and wholesalers who purchase products for resale to others.

Segmenting businesses by purchasing categories is particularly beneficial when an organization allows decentralized buying.

What is often the cause when business purchasers shift from straight rebuy to modified rebuy behaviour?

Describe the unique challenges of selling to government markets.

What term refers to the practice of buying from suppliers that are also customers?

What step in the organizational buying process would involve procedures that measure characteristics such as a supplier's reliability, price, and order accuracy?

Influencers in the purchasing decision can be both internal and external to the organization.

What is the largest segment of the business market?

An effective strategy for organizational marketing is to group prospective customers according to type, such as manufacturers, service providers, and government agencies.

In the B2B market, the practice of buying from suppliers that are also customers is called reverse reciprocity.

What is the system for grouping businesses that grew out of the North American Free Trade Agreement known as?

Identify and describe the major approaches to segmenting the organizational market.

Because of its size, the government represents the largest segment of the B2B marketplace.

Describe the three organizational buying situations. How do they correlate to the purchasing decisions of consumers?

Discuss the demand characteristics that distinguish business markets from consumer markets.

A rail service company has a special "2 for 1 seat sale" and requires an additional 100 railcars to meet the forecasted demand in the next 10 months. After the 10 months, demand is anticipated to fall to previous levels. Which option is the company most likely choose?

The primary purchasing need of an organization is meeting the demands of its own customers.