Question 1

The majority of Internet sales are B2B transactions.

Accepted Answer

A) True 
 B)False

Question 2

Organizational buyers tend to purchase standardized products, unlike the consumer market in which customization is more prevalent.

Accepted Answer

A) True 
 B)False

Question 3

It is not uncommon for organizations in institutional markets to join cooperative associations to pool purchases in order to obtain quantity discounts.

Accepted Answer

A) True 
 B)False

Question 4

Assume the price of jet fuel rises, but airlines continue to purchase the same amount of fuel in order to meet operational needs. As a result, the demand for jet fuel is said to be inelastic.

Accepted Answer

A) True 
 B)False

Question 5

Centralized purchasing units may contract with only a few suppliers to service multiple locations because they lack interest in long-term relationship building and place greater reliance on immediate results.

Accepted Answer

A) True 
 B)False

Question 6

The NAICS codes provide information about businesses that allows users to compare business sectors among the member nations of NAFTA.

Accepted Answer

A) True 
 B)False

Question 7

Most of the purchasing for the Canadian federal government is done through the office of Public Works and Government Services Canada.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is one type of buying centre role?

Accepted Answer

A)  the influencer, who supplies information to guide evaluation of alternatives 
B)  the contractor, who has the formal authority to select a supplier 
C)  the distributor, who controls the information that all buying centre members will review 
D)  the technician, who presents technical requirements 
A)  the influencer, who supplies information to guide evaluation of alternatives 
B)  the contractor, who has the formal authority to select a supplier 
C)  the distributor, who controls the information that all buying centre members will review 
D)  the technician, who presents technical requirements

Question 9

What is the term used to describe a Web-based system that enables all types of organizations to improve the efficiency of their bidding and purchasing processes.

Accepted Answer

A)  electronic data interchange 
B)  extranet 
C)  private exchange 
D)  e-procurement 
A)  electronic data interchange 
B)  extranet 
C)  private exchange 
D)  e-procurement

Question 10

Web services require compatible hardware and software systems to exchange data over a network.

Accepted Answer

A) True 
 B)False

Question 11

What is the function performed by the gatekeeper in the company buying centre?

Accepted Answer

A)  to supply information to guide evaluation of alternatives 
B)  to select a supplier and implement the procedures for securing the goods and services 
C)  to choose which goods and services will actually be bought 
D)  to control the information that all buying centre members will review 
A)  to supply information to guide evaluation of alternatives 
B)  to select a supplier and implement the procedures for securing the goods and services 
C)  to choose which goods and services will actually be bought 
D)  to control the information that all buying centre members will review

Question 12

Organizational buying decisions are affected by many factors, including economic, political, regulatory, competitive, and technological conditions.

Accepted Answer

A) True 
 B)False

Question 13

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
-results when the demand for a product depends on the demand for another product used in combination with it.

Accepted Answer

The answer of Match each item to the statement or...

Question 14

Organizational size is regarded as a demographic basis for segmenting business customers.

Accepted Answer

A) True 
 B)False

Question 15

Define B2B marketing. How does it compare to the consumer marketplace in terms of size and transaction volume?

Accepted Answer

B2B is defined as business-to-business m

Question 16

Businesses can efficiently collaborate with vendors, partners, and customers through intranets.

Accepted Answer

A) True 
 B)False

Question 17

Locating and qualifying sources for business products may involve examining the provisions and programs of many different vendors.

Accepted Answer

A) True 
 B)False

Question 18

Members of the trade industries acquire goods and services primarily for use in production.

Accepted Answer

A) True 
 B)False

Question 19

The majority of e-marketing activities are business-to-consumer transactions.

Accepted Answer

A) True 
 B)False

Question 20

Restoring worn-out products to like-new condition is known as remanufacturing.

Accepted Answer

A) True 
 B)False

The majority of Internet sales are B2B transactions.

Organizational buyers tend to purchase standardized products, unlike the consumer market in which customization is more prevalent.

It is not uncommon for organizations in institutional markets to join cooperative associations to pool purchases in order to obtain quantity discounts.

Assume the price of jet fuel rises, but airlines continue to purchase the same amount of fuel in order to meet operational needs. As a result, the demand for jet fuel is said to be inelastic.

Centralized purchasing units may contract with only a few suppliers to service multiple locations because they lack interest in long-term relationship building and place greater reliance on immediate results.

The NAICS codes provide information about businesses that allows users to compare business sectors among the member nations of NAFTA.

Most of the purchasing for the Canadian federal government is done through the office of Public Works and Government Services Canada.

Which of the following is one type of buying centre role?

What is the term used to describe a Web-based system that enables all types of organizations to improve the efficiency of their bidding and purchasing processes.

Web services require compatible hardware and software systems to exchange data over a network.

What is the function performed by the gatekeeper in the company buying centre?

Organizational buying decisions are affected by many factors, including economic, political, regulatory, competitive, and technological conditions.

Organizational size is regarded as a demographic basis for segmenting business customers.

Define B2B marketing. How does it compare to the consumer marketplace in terms of size and transaction volume?

Businesses can efficiently collaborate with vendors, partners, and customers through intranets.

Locating and qualifying sources for business products may involve examining the provisions and programs of many different vendors.

Members of the trade industries acquire goods and services primarily for use in production.

The majority of e-marketing activities are business-to-consumer transactions.

Restoring worn-out products to like-new condition is known as remanufacturing.

Marketing: the Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Digital Marketing and Social Media: Living in the Connected World

Consumer Behaviour

Serving Global Markets

Marketing Research, Decision Support Systems, and Sales Forecasting

Marketing Segmentation, Targeting, and Positioning

Product and Service Strategies

Developing and Managing Brand and Product Strategies

Marketing Channels and Supply Chain Management

Retailers, Wholesalers, and Direct Marketers

Integrated Marketing Communications, Advertising, and Digital Communications

Personal Selling and Sales Promotion

Pricing Concepts and Strategies

Relationship Marketing and Customer Relationship Management CRM

Filters

Exam 6: Business-To-Business B2b Marketing

The majority of Internet sales are B2B transactions.

Organizational buyers tend to purchase standardized products, unlike the consumer market in which customization is more prevalent.

It is not uncommon for organizations in institutional markets to join cooperative associations to pool purchases in order to obtain quantity discounts.

Assume the price of jet fuel rises, but airlines continue to purchase the same amount of fuel in order to meet operational needs. As a result, the demand for jet fuel is said to be inelastic.

Centralized purchasing units may contract with only a few suppliers to service multiple locations because they lack interest in long-term relationship building and place greater reliance on immediate results.

The NAICS codes provide information about businesses that allows users to compare business sectors among the member nations of NAFTA.

Most of the purchasing for the Canadian federal government is done through the office of Public Works and Government Services Canada.

Which of the following is one type of buying centre role?

What is the term used to describe a Web-based system that enables all types of organizations to improve the efficiency of their bidding and purchasing processes.

Web services require compatible hardware and software systems to exchange data over a network.

What is the function performed by the gatekeeper in the company buying centre?

Organizational buying decisions are affected by many factors, including economic, political, regulatory, competitive, and technological conditions.

Organizational size is regarded as a demographic basis for segmenting business customers.

Define B2B marketing. How does it compare to the consumer marketplace in terms of size and transaction volume?

Businesses can efficiently collaborate with vendors, partners, and customers through intranets.

Locating and qualifying sources for business products may involve examining the provisions and programs of many different vendors.

Members of the trade industries acquire goods and services primarily for use in production.

The majority of e-marketing activities are business-to-consumer transactions.

Restoring worn-out products to like-new condition is known as remanufacturing.

Marketing: the Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Digital Marketing and Social Media: Living in the Connected World

Consumer Behaviour

Serving Global Markets

Marketing Research, Decision Support Systems, and Sales Forecasting

Marketing Segmentation, Targeting, and Positioning

Product and Service Strategies

Developing and Managing Brand and Product Strategies

Marketing Channels and Supply Chain Management

Retailers, Wholesalers, and Direct Marketers

Integrated Marketing Communications, Advertising, and Digital Communications

Personal Selling and Sales Promotion

Pricing Concepts and Strategies

Relationship Marketing and Customer Relationship Management CRM

Filters