Exam 7: Business Marketing

Imagine you are the research director of a major industrial marketing firm.You need to select a NAICS code that defines the most homogeneous group of companies in a particular group of highly competitive companies .Which of the following codes might you use?

OEM stands for operationally efficient marketing.

A new-buy situation refers to the:

Discuss how businesses measure online success.

Boise Cascade comprises two businesses.Boise Cascade Building Materials Distribution is one of the largest wholesale building materials distributors in the United States.The firm's 33 distribution facilities market a wide range of building products and services to retail lumber dealers,home improvement centers,and industrial accounts nationwide. Boise Cascade Wood Products manufactures plywood,lumber,particleboard,and engineered wood products (laminated veneer lumber,I-joists,and laminated beams)at 20 manufacturing facilities in the United States and Canada.The firm's wood products are used primarily in housing,industrial construction,and a variety of manufactured products.Our wood products are sold to retail lumber dealers,home centers specializing in the do-it-yourself market,and industrial customers. -Refer to Boise Cascade.Boise Cascade sells:

A dog food manufacturer purchases processed meat by-products that it uses in the manufacture of a dry dog food.These processed meat by-products are examples of:

The elimination of intermediaries such as wholesalers or distributors from a marketing channel is referred to as:

A keiretsu is a(n):

You overhear a salesperson saying,"I don't do anything with my straight-rebuy customers because they don't expect any service." Comment on his statement.

Discuss the difference between disintermediation and reintermediation.Why has Internet disintermediation occurred less frequently than many expected?

The distribution structure in business marketing typically:

Etruscan Railing Company makes railing that is used in sports arenas,nursing home corridors, queue houses at amusement parks,and many other places that are not as obvious.Its railing is molded into bicycle racks.You may also see city governments using the railing to make walkways over ravines and creek banks safer for pedestrian traffic.Hospitals also use the railing in their physical therapy departments,to keep the lines straight in the hospital cafeteria,and to prevent patients from falling out of hospital beds. -Refer to Etruscan Railing Company.Companies that make bicycle racks for bike safekeeping in public places receive the railing as 30-foot lengths of pipe.For these companies,Etruscan railing is classified as:

Which of the following tools is particularly effective for B-to-B marketers to use for product demonstration?

Rock-Tenn Rock-Tenn produces packaging products.They make cartons that will hold a dozen Dunkin' Donuts,waffle fries for Chik-fil-A,Gillette razors,Haagen -Daz ice cream,express mail envelopes for FedEx and much more.Rock-Tenn business fluctuates depending on consumer demand.As plastic products become more expensive companies turn to cardboard and paper to package their products. -Refer to Rock-Tenn.A paper producing company sales representative wants to do business with Rock-Tenn.The representative needs to locate the person who actually negotiates the purchase,in other words,the _____ in the buying center.

Another commonly used term for accessory equipment is installations.

What is reciprocity? Is it illegal or unethical? Why or why not?

You have started raising your first litter of AKC registered Chihuahuas.You want to sell your puppies to the locally owned and operated pet store,Pets and People.How do you find the buyer?

NAICS data are helpful for analyzing,segmenting,and targeting markets.The system was developed by:

A cooperative agreement between business firms is a:

Shimano sells the fishing and golfing equipment it manufactures to sporting goods stores,which in turn sell the equipment to anglers and golfers.Shimano is engaged in business marketing.