Question 1

Which of the following is the BEST example of an installation?

Accepted Answer

A) A baseball stadium 
B) A checkout counter 
C) A lifeguard stand 
D) A file cabinet 
E) Original artwork 
A) A baseball stadium 
B) A checkout counter 
C) A lifeguard stand 
D) A file cabinet 
E) Original artwork A

Question 2

OEM stands for operationally efficient marketing.

Accepted Answer

A) True 
 B)False  False

Question 3

Consumable items that do not become part of the final product are called supplies.

Accepted Answer

A) True 
 B)False  True

Question 4

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

Accepted Answer

A) text messaging 
B) social networking sites 
C) blogs 
D) mobile marketing 
E) video 
A) text messaging 
B) social networking sites 
C) blogs 
D) mobile marketing 
E) video

Question 5

Boise Cascade
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.The plywood,lumber,particleboard,and engineered wood products manufactured by Boise Cascade would be classified as:

Accepted Answer

A) processed materials. 
B) accessory equipment. 
C) installations. 
D) supplies. 
E) component parts. 
A) processed materials. 
B) accessory equipment. 
C) installations. 
D) supplies. 
E) component parts.

Question 6

For Renovation Remodeling Company,wrenches,drills,and circular saws are all examples of _____ because they are shown as expenses on the yearly accounting statements.

Accepted Answer

A) mobile installation 
B) component part 
C) processed material 
D) supply 
E) accessory equipment 
A) mobile installation 
B) component part 
C) processed material 
D) supply 
E) accessory equipment

Question 7

The buying center:

Accepted Answer

A) will be composed of the same decision makers as long as the purchasing process lasts. 
B) is typically on the formal organizational chart under the VP for operations. 
C) requires all purchasing participants to be employed by the purchasing department. 
D) refers to all those organizational members who become involved in the purchasing process. 
E) regularly generates formal announcements of who is in the buying center. 
A) will be composed of the same decision makers as long as the purchasing process lasts. 
B) is typically on the formal organizational chart under the VP for operations. 
C) requires all purchasing participants to be employed by the purchasing department. 
D) refers to all those organizational members who become involved in the purchasing process. 
E) regularly generates formal announcements of who is in the buying center.

Question 8

Leatrice Eismen's choice of Pantone 18-2120 TCX as the color of the year for 2010 has as much to do with consumer demand as it does with business.

Accepted Answer

A) True 
 B)False

Question 9

A keiretsu is a network of interlocking corporate affiliates.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following is the BEST example of accessory equipment?

Accepted Answer

A) A parking lot 
B) A store display rack 
C) Accounting services 
D) A river barge 
E) Light bulbs 
A) A parking lot 
B) A store display rack 
C) Accounting services 
D) A river barge 
E) Light bulbs

Question 11

Discuss how institutional customers differ from other types of business customers such as producers or resellers.Give two points of differentiation.

Accepted Answer

Institutions seek to achieve goals that

Question 12

Imagine that you are the research director of a major industrial marketing firm.You need to select an 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?

Accepted Answer

A) 7432 
B) 532 
C) 19 
D) 7 
E) 999 
A) 7432 
B) 532 
C) 19 
D) 7 
E) 999

Question 13

According to the text,another commonly used name for producers is:

Accepted Answer

A) fabricators. 
B) installers. 
C) original equipment manufacturers. 
D) product providers. 
E) component networks. 
A) fabricators. 
B) installers. 
C) original equipment manufacturers. 
D) product providers. 
E) component networks.

Question 14

Axel Spring AG,one of Europe's largest newspaper publishers,with 10,000 employees and more than 150 papers in 30 countries,announced it would switch its entire operation from PCs to Macs.Axel decided to make a switch to Apple because the company's layout work was already being done by Macs and the Macs were more user-friendly,more elegant,and cheaper to maintain than they had been in the past.This is an example of a:

Accepted Answer

A) new buy. 
B) value buy. 
C) straight rebuy. 
D) modified rebuy. 
E) make-or-buy. 
A) new buy. 
B) value buy. 
C) straight rebuy. 
D) modified rebuy. 
E) make-or-buy.

Question 15

The largest percentage of B-to-B social media spending goes toward creating:

Accepted Answer

A) viral videos 
B) customer community 
C) podcasts 
D) blogs 
E) webinars 
A) viral videos 
B) customer community 
C) podcasts 
D) blogs 
E) webinars

Question 16

In which of the following scenarios does a Pantone color swatch book cease to facilitate business-to-business marketing?

Accepted Answer

A) When kitchen remodeler uses it to color coordinate a client's refrigerator with her Corian countertop. 
B) When the client in a.purchases the same color swatch book and cuts it up to make a color collage out of it to decorate her new kitchen. 
C) When it is an outdated Pantone color swatch book. 
D) When the remodeler returns the book to the countertop maker. 
E) none of the above 
A) When kitchen remodeler uses it to color coordinate a client's refrigerator with her Corian countertop. 
B) When the client in a.purchases the same color swatch book and cuts it up to make a color collage out of it to decorate her new kitchen. 
C) When it is an outdated Pantone color swatch book. 
D) When the remodeler returns the book to the countertop maker. 
E) none of the above

Question 17

Apple,Inc.wants a faster microprocessor for its new Macs.Apple most likely engaged in a:

Accepted Answer

A) value engineering task. 
B) modified rebuy. 
C) straight rebuy. 
D) new process. 
E) new buy. 
A) value engineering task. 
B) modified rebuy. 
C) straight rebuy. 
D) new process. 
E) new buy.

Question 18

A decline in the availability of tungsten will slow production of light filaments,which will in turn reduce the demand for light bulbs.This is an example of fluctuating demand.

Accepted Answer

A) True 
 B)False

Question 19

Explain the four concepts of business demand.

Accepted Answer

DERIVED DEMAND.The demand for business p

Question 20

A new buy situation refers to the:

Accepted Answer

A) setting of new standards for current vendors. 
B) establishment of a new buying center. 
C) resolution of new conflict between buyer and seller. 
D) search for replacement vendors for standard,currently used parts. 
E) purchase of a product or service when a new demand arises. 
A) setting of new standards for current vendors. 
B) establishment of a new buying center. 
C) resolution of new conflict between buyer and seller. 
D) search for replacement vendors for standard,currently used parts. 
E) purchase of a product or service when a new demand arises.

Which of the following is the BEST example of an installation?

OEM stands for operationally efficient marketing.

Consumable items that do not become part of the final product are called supplies.

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

For Renovation Remodeling Company,wrenches,drills,and circular saws are all examples of _____ because they are shown as expenses on the yearly accounting statements.

The buying center:

Leatrice Eismen's choice of Pantone 18-2120 TCX as the color of the year for 2010 has as much to do with consumer demand as it does with business.

A keiretsu is a network of interlocking corporate affiliates.

Which of the following is the BEST example of accessory equipment?

Discuss how institutional customers differ from other types of business customers such as producers or resellers.Give two points of differentiation.

Imagine that you are the research director of a major industrial marketing firm.You need to select an 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?

According to the text,another commonly used name for producers is:

The largest percentage of B-to-B social media spending goes toward creating:

In which of the following scenarios does a Pantone color swatch book cease to facilitate business-to-business marketing?

Apple,Inc.wants a faster microprocessor for its new Macs.Apple most likely engaged in a:

A decline in the availability of tungsten will slow production of light filaments,which will in turn reduce the demand for light bulbs.This is an example of fluctuating demand.

Explain the four concepts of business demand.

A new buy situation refers to the:

An Overview of Marketing

Strategic Planning for Competitive Advantage

Ethics and Social Responsibility

The Marketing Environment

Developing a Global Vision

Consumer Decision Making

Segmenting and Targeting Markets

Decision Support Systems and Marketing Research

Product Concepts

Developing and Managing Products

Services and Nonprofit Organization Marketing

Marketing Channels

Supply Chain Management

Retailing

Integrated Marketing Communications

Advertising and Public Relations

Sales Promotion and Personal Selling

Pricing Concepts

Setting the Right Price

Customer Relationship Management Crm

Social Media and Marketing

Filters

Exam 7: Business Marketing

Which of the following is the BEST example of an installation?

OEM stands for operationally efficient marketing.

Consumable items that do not become part of the final product are called supplies.

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

For Renovation Remodeling Company,wrenches,drills,and circular saws are all examples of _____ because they are shown as expenses on the yearly accounting statements.

The buying center:

Leatrice Eismen's choice of Pantone 18-2120 TCX as the color of the year for 2010 has as much to do with consumer demand as it does with business.

A keiretsu is a network of interlocking corporate affiliates.

Which of the following is the BEST example of accessory equipment?

Discuss how institutional customers differ from other types of business customers such as producers or resellers.Give two points of differentiation.

Imagine that you are the research director of a major industrial marketing firm.You need to select an 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?

According to the text,another commonly used name for producers is:

The largest percentage of B-to-B social media spending goes toward creating:

In which of the following scenarios does a Pantone color swatch book cease to facilitate business-to-business marketing?

Apple,Inc.wants a faster microprocessor for its new Macs.Apple most likely engaged in a:

A decline in the availability of tungsten will slow production of light filaments,which will in turn reduce the demand for light bulbs.This is an example of fluctuating demand.

Explain the four concepts of business demand.

A new buy situation refers to the:

An Overview of Marketing

Strategic Planning for Competitive Advantage

Ethics and Social Responsibility

The Marketing Environment

Developing a Global Vision

Consumer Decision Making

Segmenting and Targeting Markets

Decision Support Systems and Marketing Research

Product Concepts

Developing and Managing Products

Services and Nonprofit Organization Marketing

Marketing Channels

Supply Chain Management

Retailing

Integrated Marketing Communications

Advertising and Public Relations

Sales Promotion and Personal Selling

Pricing Concepts

Setting the Right Price

Customer Relationship Management Crm

Social Media and Marketing

Filters