Exam 6: Business-To-Business B2b Marketing

If the demand for product A stays constant regardless of the increase or decrease in demand for product B, what kind of demand is product A experiencing?

What is the difference between offshoring and nearshoring? Discuss some offshoring trends occurring in the global marketplace today.

What distinguishes the business buying process from the consumer buying process? What do B2B marketers need to understand about organizational buying behaviour?

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 term _____ refers to the efforts to restore older products to like-new condition.

ACME Inc., a small and growing computer animation business, requires laptops for 10 new employees. Which option is the company most likely to choose?

The ongoing evaluation of a supplier's performance on such criteria as price, Electronic Data Interchange capability, delivery times, and attention to special requests is called vendor analysis.

Segmentation of B2B customers based on the stage of the relationship between the supplier and a particular customer is the part of segmentation called end-use application.

Explain the difference between value analysis and vendor analysis.

When selling to organizational customers, sales representatives need to be able to interact effectively with employees of the various departments involved in the purchase decision.

The Internet is an attractive option for business buying and selling as orders placed over the Internet contain fewer errors compared to handwritten ones.

Describe some of the differences between B2B marketing and consumer product marketing.

Business-to-business transactions typically involve more steps than consumer purchases.

The Fairchild Company decides to defer purchasing new production equipment for its factory due to slowing economic activity. What type of factor has influenced the company's buying decision?

A straight rebuy is to the business market what a routinized purchase is to the consumer market.

If the consumer demand for dishwashers increases, dishwasher manufacturers will buy more raw materials, components, and supplies as a result of the link between the consumer market and the industrial market. This linkage is called joint demand.

Business markets tend to have more buyers and suppliers than are found in the consumer marketplace.

What term refers to the business buying situation in which a company buys component parts never before purchased?

Purchasing decisions in the B2B sectors are more complex and often include many levels of decision making.

Cotton and polyester are used in the production of permanent press clothing. If the supply of cotton is reduced, there will be an immediate effect on the demand for polyester. What does this relationship represent?

The commercial market consists of retailers and wholesalers that purchase finished goods primarily for resale to other businesses and to the consumer.