Exam 6: Business-To-Business B2b Marketing

In the early stages of B2B transactions, marketers believed that online trading was limited to only a few types of products.

List four characteristics that differentiate the B2B market from the consumer market.

Which of the following is NOT included in the four segments of the B2B marketplace?

What is the name of the component of the business market that consists of individuals and firms that acquire goods and services to be used, directly or indirectly, in producing other goods and services?

The four categories that define the business market are the commercial market, producers, institutions, and government agencies.

Which of the following is NOT a characteristic that distinguishes B2B markets from consumer markets?

JIT II inventory systems may require suppliers to have on-site representatives at their customers' production facility.

Institutional buyers pose a challenge for marketers because of the diversity of their purchasing philosophies; B2B marketers must be flexible in order to meet the needs of the institutions.

Which statement best describes international buying centres?

The organizational buying process is more systematic, and thus involves fewer steps than the consumer buying process.

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 assessment of supplier performance in categories such as price, back orders, timely delivery, and attention to special requests is called _____.

What contributes to the need for more steps in the organizational buying process than the consumer buying process?

Virtual private networks are less expensive compared to leasing dedicated lines for information travelling over public communications media.

What term is used to describe secure networks used for e-marketing and accessible through a firm's website by external customers, suppliers, or other authorized users for purposes of collaboration?

Texas Instruments produces electronic chips used in a variety of devices, from cell phones to hand calculators. The specifications of the chips change depending on the final product in which they are utilized. How is Texas Instruments most likely to segment its market?

What is an employee participating in when he/she recognizes that the use of a new product can potentially improve the company's market performance?

When Cannondale purchases aluminum for use in its bicycle frames, the company is participating in the commercial market.

What factors influence business buying decisions?

Discuss the make, buy, or lease decision for industrial organizations.

The buying centre is a formal part of a firm's organization structure.