Question 1

A small business may use a web portal as a means of forming a supply chain that can respond to its needs.

Accepted Answer

A) True 
 B)False  True

Question 2

Identify and give an example of each of the four B2B markets.

Accepted Answer

The four B2B markets are resellers,manufacturers and service providers,institutions,and governments.Resellers may be wholesalers or distributors who buy products and then sell them to retailers.Manufacturers buy raw materials,components,and parts that allow them to make and market their own goods and ancillary services.Institutions are schools,hospitals,and religious organizations.In most countries,the central government is one of the largest purchasers of goods and services.

Question 3

The customer whom Carlotta is calling on today has a(n)__________ buying center culture.This means that the decision process will involve reaching agreement among all members of the buying center.

Accepted Answer

A)  consensus 
B)  autocratic 
C)  consultative 
D)  republican 
E)  democratic 
A)  consensus 
B)  autocratic 
C)  consultative 
D)  republican 
E)  democratic A

Question 4

At many universities,education faculty members were among the first to ask for personal computers.These faculty members were __________ in the buying center.

Accepted Answer

A)  buyers 
B)  initiators 
C)  influencers 
D)  deciders 
E)  gatekeepers 
A)  buyers 
B)  initiators 
C)  influencers 
D)  deciders 
E)  gatekeepers

Question 5

Compared to the B2C process,the information search and alternative evaluation steps in the B2B process are

Accepted Answer

A)  decentralized. 
B)  less focused on customer value creation. 
C)  identical. 
D)  more formal and structured. 
E)  based on derived supply analysis. 
A)  decentralized. 
B)  less focused on customer value creation. 
C)  identical. 
D)  more formal and structured. 
E)  based on derived supply analysis.

Question 6

Consultative buying centers use one person to make a decision but solicit input from others before doing so.

Accepted Answer

A) True 
 B)False

Question 7

B2B buying decisions are often made by

Accepted Answer

A)  governors. 
B)  influencers. 
C)  committees. 
D)  resellers. 
E)  consumers. 
A)  governors. 
B)  influencers. 
C)  committees. 
D)  resellers. 
E)  consumers.

Question 8

All of the following are general types of organizational cultures except

Accepted Answer

A)  autocratic. 
B)  democratic. 
C)  consultative. 
D)  capitalist. 
E)  consensus. 
A)  autocratic. 
B)  democratic. 
C)  consultative. 
D)  capitalist. 
E)  consensus.

Question 9

In a modified rebuy situation,__________ are likely to have an advantage in getting the order.

Accepted Answer

A)  consumers 
B)  resellers 
C)  current vendors 
D)  gatekeepers 
E)  new vendors 
A)  consumers 
B)  resellers 
C)  current vendors 
D)  gatekeepers 
E)  new vendors

Question 10

The RFP stage of the B2B buying process is not required for

Accepted Answer

A)  a new buy. 
B)  a modified rebuy. 
C)  a straight rebuy. 
D)  either a new buy or a modified rebuy. 
E)  an adapted buy. 
A)  a new buy. 
B)  a modified rebuy. 
C)  a straight rebuy. 
D)  either a new buy or a modified rebuy. 
E)  an adapted buy.

Question 11

Explain the advantages and disadvantages of using the RFP process,both for the buying organization and the vendor.

Accepted Answer

Answers will vary,depending on whether t

Question 12

Name three ways a B2B marketer can enhance customer relationships.

Accepted Answer

Blogs and social media can build awarene

Question 13

As Daphne's business grew,she needed to find a new way to manage payroll for her employees,so she researched payroll companies to see which one would best meet her needs.Daphne was involved in a new buy situation.

Accepted Answer

A) True 
 B)False

Question 14

In a(n)__________ situation,the buyer has purchased a similar product in the past but has decided to change some specifications.

Accepted Answer

A)  new buy 
B)  modified rebuy 
C)  straight rebuy 
D)  adapted buy 
E)  generic buy 
A)  new buy 
B)  modified rebuy 
C)  straight rebuy 
D)  adapted buy 
E)  generic buy

Question 15

Michelin Tire Company produces a variety of tires at factories in South Carolina.Name three B2B markets in which Michelin might sell its tires.

Accepted Answer

It would sell to automobile ma

Question 16

In most countries,__________ is(are)among the largest purchasers of goods and services.

Accepted Answer

A)  the largest retailer 
B)  the central government 
C)  construction firms 
D)  the intelligence agency 
E)  hospitals 
A)  the largest retailer 
B)  the central government 
C)  construction firms 
D)  the intelligence agency 
E)  hospitals

Question 17

Why is it important for marketers to identify who plays which role in a buying center?

Accepted Answer

Identifying who plays which role in a bu

Question 18

A buying center that makes its decisions by majority vote is a(n)__________ buying center.

Accepted Answer

A)  autocratic 
B)  democratic 
C)  consultative 
D)  consensus 
E)  bureaucratic 
A)  autocratic 
B)  democratic 
C)  consultative 
D)  consensus 
E)  bureaucratic

Question 19

Create a realistic example of a B2B buying center,describing the different roles played by members of the team.

Accepted Answer

Answers will vary,but should i

Question 20

Both the B2B and B2C buying processes begin with

Accepted Answer

A)  central planning. 
B)  need recognition. 
C)  postpurchase dissonance. 
D)  alternative evaluation. 
E)  order specification. 
A)  central planning. 
B)  need recognition. 
C)  postpurchase dissonance. 
D)  alternative evaluation. 
E)  order specification.

A small business may use a web portal as a means of forming a supply chain that can respond to its needs.

Identify and give an example of each of the four B2B markets.

The customer whom Carlotta is calling on today has a(n)__________ buying center culture.This means that the decision process will involve reaching agreement among all members of the buying center.

At many universities,education faculty members were among the first to ask for personal computers.These faculty members were __________ in the buying center.

Compared to the B2C process,the information search and alternative evaluation steps in the B2B process are

Consultative buying centers use one person to make a decision but solicit input from others before doing so.

B2B buying decisions are often made by

All of the following are general types of organizational cultures except

In a modified rebuy situation,__________ are likely to have an advantage in getting the order.

The RFP stage of the B2B buying process is not required for

Explain the advantages and disadvantages of using the RFP process,both for the buying organization and the vendor.

Name three ways a B2B marketer can enhance customer relationships.

As Daphne's business grew,she needed to find a new way to manage payroll for her employees,so she researched payroll companies to see which one would best meet her needs.Daphne was involved in a new buy situation.

In a(n)__________ situation,the buyer has purchased a similar product in the past but has decided to change some specifications.

Michelin Tire Company produces a variety of tires at factories in South Carolina.Name three B2B markets in which Michelin might sell its tires.

In most countries,__________ is(are)among the largest purchasers of goods and services.

Why is it important for marketers to identify who plays which role in a buying center?

A buying center that makes its decisions by majority vote is a(n)__________ buying center.

Create a realistic example of a B2B buying center,describing the different roles played by members of the team.

Both the B2B and B2C buying processes begin with

Overview of Marketing

Developing Marketing Strategies and a Marketing Plan

Conscious Marketing,corporate Social Responsibility,and Ethics

Analyzing the Marketing Environment

Consumer Behavior

Global Marketing

Segmentation,targeting,and Positioning

Marketing Research

Product,branding,and Packaging Decisions

Developing New Products

Services: the Intangible Product

Pricing Concepts for Establishing Value

Supply Chain and Channel Management

Supply Chain and Channel Management

Retailing and Omnichannel Marketing

Integrated Marketing Communications

Advertising,public Relations,and Sales Promotions

Personal Selling and Sales Management

Filters

Exam 7: Business-To-Business Marketing

A small business may use a web portal as a means of forming a supply chain that can respond to its needs.

Identify and give an example of each of the four B2B markets.

The customer whom Carlotta is calling on today has a(n)__________ buying center culture.This means that the decision process will involve reaching agreement among all members of the buying center.

At many universities,education faculty members were among the first to ask for personal computers.These faculty members were __________ in the buying center.

Compared to the B2C process,the information search and alternative evaluation steps in the B2B process are

Consultative buying centers use one person to make a decision but solicit input from others before doing so.

B2B buying decisions are often made by

All of the following are general types of organizational cultures except

In a modified rebuy situation,__________ are likely to have an advantage in getting the order.

The RFP stage of the B2B buying process is not required for

Explain the advantages and disadvantages of using the RFP process,both for the buying organization and the vendor.

Name three ways a B2B marketer can enhance customer relationships.

As Daphne's business grew,she needed to find a new way to manage payroll for her employees,so she researched payroll companies to see which one would best meet her needs.Daphne was involved in a new buy situation.

In a(n)__________ situation,the buyer has purchased a similar product in the past but has decided to change some specifications.

Michelin Tire Company produces a variety of tires at factories in South Carolina.Name three B2B markets in which Michelin might sell its tires.

In most countries,__________ is(are)among the largest purchasers of goods and services.

Why is it important for marketers to identify who plays which role in a buying center?

A buying center that makes its decisions by majority vote is a(n)__________ buying center.

Create a realistic example of a B2B buying center,describing the different roles played by members of the team.

Both the B2B and B2C buying processes begin with

Overview of Marketing

Developing Marketing Strategies and a Marketing Plan

Conscious Marketing,corporate Social Responsibility,and Ethics

Analyzing the Marketing Environment

Consumer Behavior

Global Marketing

Segmentation,targeting,and Positioning

Marketing Research

Product,branding,and Packaging Decisions

Developing New Products

Services: the Intangible Product

Pricing Concepts for Establishing Value

Supply Chain and Channel Management

Supply Chain and Channel Management

Retailing and Omnichannel Marketing

Integrated Marketing Communications

Advertising,public Relations,and Sales Promotions

Personal Selling and Sales Management

Filters