Exam 6: Business-To-Business B2b Marketing

Organizations such as hospitals, universities, and museums comprise the commercial segment of the business market.

Which question would NOT likely be considered when deciding whether to manufacture needed parts and equipment in-house?

In the B2B purchasing process, the user, the influencer, and the decider might all be the same individual.

Gatekeepers in the buying centre affect the buying decision by determining which individuals within the organization will be part of the buying process.

Which of the following is NOT a commonly used basis for segmenting the business 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 -is the process of dividing a B2B market into homogeneous groups based on buyers' products specifications.

Organizational buyers basically purchase two categories of products: capital items and expense items.

What do the trade industries consist of?

Why do marketing strategies designed to reach consumers differ from strategies designed to reach businesses?

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 practice of purchasing goods and services from suppliers worldwide is known as _____.

In a business buying centre situation, who are the people that sometimes initially request the product, utilize the purchased product, and may assist in developing the product specifications?

What type of delivery reduces inventories to absolute minimum levels and requires vendors to deliver the items as they are needed in the production process?

Merchandiser is the common designation for a purchasing agent in wholesale and retail trades.

Capital purchases are expended quickly, whereas expense items are more expensive and last longer.

With the implementation of the NAFTA accord, the NAICS system was developed to subdivide the business marketplace into detailed segments.

In respect to government purchases, while there is some variability between departments, purchasing procedures are largely determined by the dollar size of the individual purchase.

Delhaise, a leading service provider in hospitality industry, segments its business clients based on the services required by them, in order to meet their specific requirements. They modify their services based on the needs of the clients. Which segmentation approach is being employed by Delhaise?

The Canadian automobile assembly industry is concentrated in southwestern Ontario. Automotive parts manufacturers and suppliers have established sales offices and distribution centres in southwestern Ontario to service this industry. This shows that these businesses understand the importance of segmenting a customer based on demographics.

Who does much of the purchasing for the federal government of Canada?

Why is outsourcing often chosen as an alternative to making goods in-house or providing in-house services?