Exam 6: Business-To-Business B2b Marketing

When a firm undertakes systems integration and designates a major trade industry supplier as the systems integrator, what is that supplier 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 -The process of dividing a B2B market based on how a business purchaser will use a product is called _____.

Global sourcing involves contracting to purchase goods and services from suppliers worldwide.

A private exchange is a secure website used by companies. What is the purpose of a private exchange?

Reciprocal arrangements are common in industries in which products are homogeneous and prices are similar, such as the chemical, paint, rubber, and steel industries.

Which of the following is NOT an important product factor in the buying decision?

What is the ongoing evaluation of a supplier's performance in categories such as price, Electronic Data Interchange capability, delivery times, and attention to special requests known as?

What is a unique purchase situation in the business market called that requires considerable effort on the decision maker's part?

The commercial market purchases products for use directly and indirectly in the manufacturing of other products.

Which of the following has given a new life to electronic data interchanges, which were once limited by operating system incompatibility?

As demand for air travel increases, the demand for commercial aircraft will also increase. This is an example of derived demand.

The government buys products under two basic types of contracts: fixed-price contracts and cost-reimbursement contracts.

Since Home Depot markets to consumers and business customers, the company would most likely use television and print media to reach both marketplaces.

The demand for computer microprocessor chips is based on the demand for personal computers. What is this an example of?

Some companies segment markets into categories such as small business, large business, consumers, educational institutions, and government. This is an example of end-use segmentation.

Which of the following is NOT found in e-commerce serving the business market?

Which type of organizations would NOT ordinarily be considered a part of the institutional market?

When a business purchases a new product that requires considerable effort on the decision maker's part, it is called new-task buying.

The term "reseller" is often used to describe wholesalers and retailers that make up membership of the trade industries.

A company that believes in "quality, service, and reliability" will have a better chance of experiencing straight rebuys from its customers.