Question 1

A strategic alliance exists when one party has confidence in another firm's reliability and integrity.

Accepted Answer

A) True 
 B)False

Question 2

The demand for consumer goods often affects the demand for business products.This characteristic of business markets is called _____ demand.

Accepted Answer

A) elastic 
B) inelastic 
C) fluctuating 
D) derived 
E) joint 
A) elastic 
B) inelastic 
C) fluctuating 
D) derived 
E) joint

Question 3

The three most important evaluative criteria for business-to-business purchases are quality,price,and:

Accepted Answer

A) competitive offers. 
B) service. 
C) reliability. 
D) assurance. 
E) existing relationships. 
A) competitive offers. 
B) service. 
C) reliability. 
D) assurance. 
E) existing relationships.

Question 4

All of the following are current roles of the Internet in business marketing EXCEPT:

Accepted Answer

A) reduce costs. 
B) eliminate distributors. 
C) build channel partnerships and trust. 
D) brand building and development. 
E) integrate online and traditional media. 
A) reduce costs. 
B) eliminate distributors. 
C) build channel partnerships and trust. 
D) brand building and development. 
E) integrate online and traditional media.

Question 5

DHL maintains a strategic alliance with UPS because it has confidence in UPS's reliability and integrity.This condition is referred to as:

Accepted Answer

A) tTrust. 
B) tomo. 
C) commitment. 
D) Amae. 
E) reciprocity. 
A) tTrust. 
B) tomo. 
C) commitment. 
D) Amae. 
E) reciprocity.

Question 6

Hensley Poultry is a wholesaler that buys poultry food and health products from Provini,Inc. ,feeding systems from Big Dutchman,Inc. ,and incubation systems from Copca Corp.Hensley then sells those products to poultry producers and farmers' cooperatives in Iowa.Hensley Poultry could be best classified as a(n):

Accepted Answer

A) producer. 
B) distribution network. 
C) inventory carrier. 
D) specialty retailer. 
E) reseller. 
A) producer. 
B) distribution network. 
C) inventory carrier. 
D) specialty retailer. 
E) reseller.

Question 7

A university is considering the purchase of a Web-based course delivery system due to increased demand for online courses and degrees.Since the school has not offered online courses before,what type of buying situation does this represent for the school?

Accepted Answer

A) Value engineering task 
B) Modified rebuy 
C) Straight rebuy 
D) New buy 
E) Derived rebuy 
A) Value engineering task 
B) Modified rebuy 
C) Straight rebuy 
D) New buy 
E) Derived rebuy

Question 8

Claas is Europe's largest manufacturer of combine harvesters.As farming becomes more professional and more intensive,farmers are buying more sophisticated machines,which Claas can supply.The expensive machines sold by Claas would be examples of:

Accepted Answer

A) Installations. 
B) component parts. 
C) accessory equipment. 
D) processed materials. 
E) minor equipment. 
A) Installations. 
B) component parts. 
C) accessory equipment. 
D) processed materials. 
E) minor equipment.

Question 9

Baseball Dirt
Dirt is not dirt when it comes to baseball fields.About two-thirds of the pro baseball fields get their dirt from a dirt farm in New Jersey called Partac Peat.The company markets a secret mix for the infield (resilient),the warning track (extra crunchy),and the pitcher's mounds (firm).Mounds come in red,brown,orange,and gray colors.Roger Bossard,the White Sox head groundskeeper,scouted nationwide for dirt before settling on the mix provided by Partac Peat.(He uses sand under the grassy areas of the playing field. )
-Refer to Baseball Dirt.Because Partac Peat's secret mix is a business product,the primary promotional method used for its sale is:

Accepted Answer

A) trade promotions. 
B) slotting allowances. 
C) personal selling. 
D) advertising in consumer magazines. 
E) publicity. 
A) trade promotions. 
B) slotting allowances. 
C) personal selling. 
D) advertising in consumer magazines. 
E) publicity.

Question 10

What is a strategic alliance? How is it linked to relationship marketing?

Accepted Answer

A strategic alliance,sometimes called a

Question 11

The Lyon College Facebook page is __________,which includes,too,department pages,blogs,and the like.

Accepted Answer

A) an owned medium 
B) mainstream media 
C) a social media presence 
D) earned media 
E) none of the above 
A) an owned medium 
B) mainstream media 
C) a social media presence 
D) earned media 
E) none of the above

Question 12

PAS Systems has developed an unobtrusive flashlight-alcohol detector.The flashlight readings are inadmissible in court but are used by police officers to decide whether to hold someone for a sobriety test.Each one costs $600.The manufacturer assembles a breathalyzer from one supplier with a slightly modified flashlight case from another supplier to make the new product.The breathalyzer and the flashlight case are examples of:

Accepted Answer

A) major equipment. 
B) component parts. 
C) processed materials. 
D) integrated parts. 
E) accessory equipment. 
A) major equipment. 
B) component parts. 
C) processed materials. 
D) integrated parts. 
E) accessory equipment.

Question 13

The self-serve checkout machines were actually intended to __________ the touch points of customer interaction.

Accepted Answer

A) smooth out 
B) increase 
C) decrease 
D) not to reduce 
E) none of the above 
A) smooth out 
B) increase 
C) decrease 
D) not to reduce 
E) none of the above

Question 14

A dentist hired a janitorial service to clean her office every evening.The janitorial service provided the dentist with:

Accepted Answer

A) OEMs. 
B) processed services. 
C) business services. 
D) accessory services. 
E) service supplies. 
A) OEMs. 
B) processed services. 
C) business services. 
D) accessory services. 
E) service supplies.

Question 15

RockTenn
RockTenn produces packaging products.The company makes 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.RockTenn business fluctuates depending on consumer demand.As plastic products become more expensive,companies turn to cardboard and paper to package their products.
-Refer to RockTenn.Power tools used to maintain the machinery that produces cartons would be an example of:

Accepted Answer

A) major equipment. 
B) accessory equipment. 
C) raw materials. 
D) component parts. 
E) processed materials. 
A) major equipment. 
B) accessory equipment. 
C) raw materials. 
D) component parts. 
E) processed materials.

Question 16

Although the price of a chemical added to paint to protect surfaces from mold and mildew has almost doubled,the price of paint has risen an average of only 5 percent,and the demand for both paint and the chemical that eliminates mold and mildew has remained stable.The demand for this chemical is:

Accepted Answer

A) elastic. 
B) derived. 
C) bundled. 
D) inelastic. 
E) change resistant. 
A) elastic. 
B) derived. 
C) bundled. 
D) inelastic. 
E) change resistant.

Question 17

What is a buying center? What are some implications of buying centers for the marketing manager?

Accepted Answer

A buying center includes all those perso

Question 18

Business marketing does NOT include goods and services that:

Accepted Answer

A) become part of another product. 
B) are used to manufacture other products. 
C) are used for personal consumption. 
D) facilitate the normal operations of an organization. 
E) are acquired for resale. 
A) become part of another product. 
B) are used to manufacture other products. 
C) are used for personal consumption. 
D) facilitate the normal operations of an organization. 
E) are acquired for resale.

Question 19

If Ford purchased the same number of brakes from NUCAP on a regular basis,it would be participating in a straight rebuy.

Accepted Answer

A) True 
 B)False

Question 20

Like companies that sell clothes,shoes,and music downloads,Lyon College must remain recognize that Facebook and other forms of social media are ___________ users.

Accepted Answer

A) legitimate means to gain leverage with 
B) direct channels to communicate with 
C) accepted as a source of advertising by their 
D) ways to socialize with prospective college students among their 
E) intended to facilitate social conversations first among 
A) legitimate means to gain leverage with 
B) direct channels to communicate with 
C) accepted as a source of advertising by their 
D) ways to socialize with prospective college students among their 
E) intended to facilitate social conversations first among

A strategic alliance exists when one party has confidence in another firm's reliability and integrity.

The demand for consumer goods often affects the demand for business products.This characteristic of business markets is called _____ demand.

The three most important evaluative criteria for business-to-business purchases are quality,price,and:

All of the following are current roles of the Internet in business marketing EXCEPT:

DHL maintains a strategic alliance with UPS because it has confidence in UPS's reliability and integrity.This condition is referred to as:

A university is considering the purchase of a Web-based course delivery system due to increased demand for online courses and degrees.Since the school has not offered online courses before,what type of buying situation does this represent for the school?

Claas is Europe's largest manufacturer of combine harvesters.As farming becomes more professional and more intensive,farmers are buying more sophisticated machines,which Claas can supply.The expensive machines sold by Claas would be examples of:

What is a strategic alliance? How is it linked to relationship marketing?

The Lyon College Facebook page is __________,which includes,too,department pages,blogs,and the like.

The self-serve checkout machines were actually intended to __________ the touch points of customer interaction.

A dentist hired a janitorial service to clean her office every evening.The janitorial service provided the dentist with:

Although the price of a chemical added to paint to protect surfaces from mold and mildew has almost doubled,the price of paint has risen an average of only 5 percent,and the demand for both paint and the chemical that eliminates mold and mildew has remained stable.The demand for this chemical is:

What is a buying center? What are some implications of buying centers for the marketing manager?

Business marketing does NOT include goods and services that:

If Ford purchased the same number of brakes from NUCAP on a regular basis,it would be participating in a straight rebuy.

Like companies that sell clothes,shoes,and music downloads,Lyon College must remain recognize that Facebook and other forms of social media are ___________ users.

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

A strategic alliance exists when one party has confidence in another firm's reliability and integrity.

The demand for consumer goods often affects the demand for business products.This characteristic of business markets is called _____ demand.

The three most important evaluative criteria for business-to-business purchases are quality,price,and:

All of the following are current roles of the Internet in business marketing EXCEPT:

DHL maintains a strategic alliance with UPS because it has confidence in UPS's reliability and integrity.This condition is referred to as:

A university is considering the purchase of a Web-based course delivery system due to increased demand for online courses and degrees.Since the school has not offered online courses before,what type of buying situation does this represent for the school?

Claas is Europe's largest manufacturer of combine harvesters.As farming becomes more professional and more intensive,farmers are buying more sophisticated machines,which Claas can supply.The expensive machines sold by Claas would be examples of:

What is a strategic alliance? How is it linked to relationship marketing?

The Lyon College Facebook page is __________,which includes,too,department pages,blogs,and the like.

The self-serve checkout machines were actually intended to __________ the touch points of customer interaction.

A dentist hired a janitorial service to clean her office every evening.The janitorial service provided the dentist with:

Although the price of a chemical added to paint to protect surfaces from mold and mildew has almost doubled,the price of paint has risen an average of only 5 percent,and the demand for both paint and the chemical that eliminates mold and mildew has remained stable.The demand for this chemical is:

What is a buying center? What are some implications of buying centers for the marketing manager?

Business marketing does NOT include goods and services that:

If Ford purchased the same number of brakes from NUCAP on a regular basis,it would be participating in a straight rebuy.

Like companies that sell clothes,shoes,and music downloads,Lyon College must remain recognize that Facebook and other forms of social media are ___________ users.

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