Question 1

Which of the following tends to be the largest group of purchasers of goods and services in most countries?

Accepted Answer

A) Central governments 
B) Manufacturers 
C) Wholesalers 
D) Gatekeepers 
E) Retailers 
A) Central governments 
B) Manufacturers 
C) Wholesalers 
D) Gatekeepers 
E) Retailers

Question 2

A gatekeeper is a buying centre participant who controls information or access to decision makers and influencers.

Accepted Answer

A) True 
 B)False

Question 3

After posting a request for proposal (RFP)for telecommunication equipment, the Department of National Defence received six proposals from qualified vendors.With reference to the B2B buying process, in the next step, the Department of National Defence will most likely:

Accepted Answer

A) recognize proposal obstacles that the firm must comply with. 
B) revise need recognition through external sources. 
C) invite alternative suppliers to bid on supplying what is requested. 
D) proceed to vendor performance assessment. 
E) evaluate the proposals and likely narrow the choice to a few suppliers. 
A) recognize proposal obstacles that the firm must comply with. 
B) revise need recognition through external sources. 
C) invite alternative suppliers to bid on supplying what is requested. 
D) proceed to vendor performance assessment. 
E) evaluate the proposals and likely narrow the choice to a few suppliers.

Question 4

Which of the following phrases defines the role of a buyer in a buying centre?

Accepted Answer

A) A person who utilizes the product or service purchased by the buying centre 
B) A person who controls information or access to decision makers and influencers 
C) A person who handles the paperwork of the actual purchase 
D) A person who suggests buying a particular product 
E) A person who ultimately determines what product to buy 
A) A person who utilizes the product or service purchased by the buying centre 
B) A person who controls information or access to decision makers and influencers 
C) A person who handles the paperwork of the actual purchase 
D) A person who suggests buying a particular product 
E) A person who ultimately determines what product to buy

Question 5

After need recognition and product specification, many firms using the business-to-business buying process:

Accepted Answer

A) identify product specification assessed through cultural determinism. 
B) issue a request for proposals from invited suppliers. 
C) proceed to proposal analysis. 
D) enter vendor negotiation and selection. 
E) revise need recognition through either internal or external sources. 
A) identify product specification assessed through cultural determinism. 
B) issue a request for proposals from invited suppliers. 
C) proceed to proposal analysis. 
D) enter vendor negotiation and selection. 
E) revise need recognition through either internal or external sources.

Question 6

The first stage of the B2B buying process involves:

Accepted Answer

A) consideration of alternative solutions to derive potential specifications. 
B) posting of RFP needs on the company website to invite alternative suppliers. 
C) analysis of RFP proposals. 
D) vendor negotiation and selection. 
E) need recognition through either internal or external sources. 
A) consideration of alternative solutions to derive potential specifications. 
B) posting of RFP needs on the company website to invite alternative suppliers. 
C) analysis of RFP proposals. 
D) vendor negotiation and selection. 
E) need recognition through either internal or external sources.

Question 7

Jeans are very popular among North American teenagers.To meet the increasing demand for jeans, VogueJeans Inc., a popular jeans manufacturer, decides to purchase more raw materials from its suppliers to manufacture its jeans.This increased demand for raw materials caused by an increased demand for jeans is referred to as:

Accepted Answer

A) competitive demand. 
B) negative demand. 
C) derived demand. 
D) latent demand. 
E) composite demand. 
A) competitive demand. 
B) negative demand. 
C) derived demand. 
D) latent demand. 
E) composite demand.

Question 8

In a consultative buying centre, there are multiple participants:

Accepted Answer

A) but one person makes the decision alone without taking inputs from others. 
B) and all the participants must reach a collective agreement in making the final decision. 
C) but the majority rules in making the final decision. 
D) but one person makes the decision after receiving valuable input from others. 
E) and one person influences the views of other participants in making the final decision. 
A) but one person makes the decision alone without taking inputs from others. 
B) and all the participants must reach a collective agreement in making the final decision. 
C) but the majority rules in making the final decision. 
D) but one person makes the decision after receiving valuable input from others. 
E) and one person influences the views of other participants in making the final decision.

Question 9

Which of the following is an example of business-to-business marketing?

Accepted Answer

A) A travel agency offering services such as booking tickets and hotel accommodations to the ultimate consumers 
B) eBay offering various online auction and other services to consumers 
C) An Internet services company that offers access to software applications and other services and charges on a usage basis 
D) Intel selling microprocessors to Dell 
E) A neighbourhood store that sells newspapers, magazines, and other items of interest to the locals 
A) A travel agency offering services such as booking tickets and hotel accommodations to the ultimate consumers 
B) eBay offering various online auction and other services to consumers 
C) An Internet services company that offers access to software applications and other services and charges on a usage basis 
D) Intel selling microprocessors to Dell 
E) A neighbourhood store that sells newspapers, magazines, and other items of interest to the locals

Question 10

Reassure Inc.is an insurance firm that focuses on health insurance.Customers must submit all personal details related to their health when taking out an insurance policy.The firm marks all these details as confidential and only a few people within the firm have access to them.In a buying centre context, this role played by the insurance firm in restricting access to client information is similar to the role of a(n):

Accepted Answer

A) decider. 
B) gatekeeper. 
C) influencer. 
D) initiator. 
E) user. 
A) decider. 
B) gatekeeper. 
C) influencer. 
D) initiator. 
E) user.

Question 11

What are the typical characteristics of products available in business-to-business (B2B)markets?

Accepted Answer

In B2B markets, the products ordered are

Question 12

Wholesalers are marketing intermediaries that resell manufactured products without significantly altering their form.

Accepted Answer

A) True 
 B)False

Question 13

Differentiate between business-to-business (B2B)and business-to-consumer (B2C)buying in terms of the nature of the buying process.

Accepted Answer

In B2B markets, generally, for routine p

Question 14

A technical firm that assembles computers decides to buy LCD monitors from a supplier that specializes in LCD monitors and batteries.The materials manager at the firm suggests to the top management to place an order for both monitors and batteries at the same time so that he can save on transportation costs and also get a discount for bulk purchase.The role played by the manager is that of a(n):

Accepted Answer

A) influencer. 
B) user. 
C) decider. 
D) buyer. 
E) gatekeeper. 
A) influencer. 
B) user. 
C) decider. 
D) buyer. 
E) gatekeeper.

Question 15

A flow chart representing business-to-business buying situations

-A business-to-business purchase made by Smithsons, where Smithsons has purchased a similar product in the past but has now decided on a price change, is referred to as a(n):

Accepted Answer

A) straight rebuy. 
B) autocratic buy. 
C) new buy. 
D) consensus rebuy. 
E) modified rebuy. 
A) straight rebuy. 
B) autocratic buy. 
C) new buy. 
D) consensus rebuy. 
E) modified rebuy.

Question 16

A cloth manufacturing company requires raw materials such as cotton and jute for its range of products.To gain more knowledge about its needs, the company is guided by a set of documents that provides valuable information about the current trends in the industry.The document also gives various inputs on arriving at the solution for the problem at hand.This type of document is most likely to be in the nature of a:

Accepted Answer

A) mission statement. 
B) débenture. 
C) reverse auction. 
D) bond. 
E) white paper. 
A) mission statement. 
B) débenture. 
C) reverse auction. 
D) bond. 
E) white paper.

Question 17

Mary is admitted to a hospital, and the nurse administers a dextrose solution bought from a particular pharmaceutical supplier to improve Mary's blood glucose level.Mary is the:

Accepted Answer

A) buyer. 
B) decider. 
C) user. 
D) initiator. 
E) influencer. 
A) buyer. 
B) decider. 
C) user. 
D) initiator. 
E) influencer.

Question 18

The buying processes in both B2B and B2C markets 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.

Question 19

In business-to-business markets, buyers are heavily influenced by price, personal tastes, brand reputation, or personal recommendations of friends and family.

Accepted Answer

A) True 
 B)False

Question 20

All the members of the expert committee at an automobile firm reached a collective agreement and supported the proposal submitted by a vendor.This is an example of a(n):

Accepted Answer

A) autocratic buying centre. 
B) consensus buying centre. 
C) consultative buying centre. 
D) democratic buying centre. 
E) modified buying centre. 
A) autocratic buying centre. 
B) consensus buying centre. 
C) consultative buying centre. 
D) democratic buying centre. 
E) modified buying centre.

Which of the following tends to be the largest group of purchasers of goods and services in most countries?

A gatekeeper is a buying centre participant who controls information or access to decision makers and influencers.

After posting a request for proposal (RFP)for telecommunication equipment, the Department of National Defence received six proposals from qualified vendors.With reference to the B2B buying process, in the next step, the Department of National Defence will most likely:

Which of the following phrases defines the role of a buyer in a buying centre?

After need recognition and product specification, many firms using the business-to-business buying process:

The first stage of the B2B buying process involves:

In a consultative buying centre, there are multiple participants:

Which of the following is an example of business-to-business marketing?

What are the typical characteristics of products available in business-to-business (B2B)markets?

Wholesalers are marketing intermediaries that resell manufactured products without significantly altering their form.

Differentiate between business-to-business (B2B)and business-to-consumer (B2C)buying in terms of the nature of the buying process.

A flow chart representing business-to-business buying situations -A business-to-business purchase made by Smithsons, where Smithsons has purchased a similar product in the past but has now decided on a price change, is referred to as a(n):

Mary is admitted to a hospital, and the nurse administers a dextrose solution bought from a particular pharmaceutical supplier to improve Mary's blood glucose level.Mary is the:

The buying processes in both B2B and B2C markets begin with:

In business-to-business markets, buyers are heavily influenced by price, personal tastes, brand reputation, or personal recommendations of friends and family.

All the members of the expert committee at an automobile firm reached a collective agreement and supported the proposal submitted by a vendor.This is an example of a(n):

Overview of Marketing

Developing Marketing Strategies and a Marketing Plan

Analyzing the Marketing Environment

Consumer Behaviour

Segmentation, Targeting, and Positioning

Marketing Research

Developing New Products

Product, Branding, and Packaging Decisions

Services: The Intangible Product

Pricing Concepts and Strategies: Establishing Value

Distribution Channels

Retailing and Omni-Channel Marketing

Integrated Marketing Communications

Advertising, Sales Promotions, and Personal Selling

Social and Mobile Marketing

Global Marketing

Ethics and Socially Responsible Marketing

Filters

Exam 5: Business-To-Business Marketing

Which of the following tends to be the largest group of purchasers of goods and services in most countries?

A gatekeeper is a buying centre participant who controls information or access to decision makers and influencers.

After posting a request for proposal (RFP)for telecommunication equipment, the Department of National Defence received six proposals from qualified vendors.With reference to the B2B buying process, in the next step, the Department of National Defence will most likely:

Which of the following phrases defines the role of a buyer in a buying centre?

After need recognition and product specification, many firms using the business-to-business buying process:

The first stage of the B2B buying process involves:

In a consultative buying centre, there are multiple participants:

Which of the following is an example of business-to-business marketing?

What are the typical characteristics of products available in business-to-business (B2B)markets?

Wholesalers are marketing intermediaries that resell manufactured products without significantly altering their form.

Differentiate between business-to-business (B2B)and business-to-consumer (B2C)buying in terms of the nature of the buying process.

A flow chart representing business-to-business buying situations -A business-to-business purchase made by Smithsons, where Smithsons has purchased a similar product in the past but has now decided on a price change, is referred to as a(n):

Mary is admitted to a hospital, and the nurse administers a dextrose solution bought from a particular pharmaceutical supplier to improve Mary's blood glucose level.Mary is the:

The buying processes in both B2B and B2C markets begin with:

In business-to-business markets, buyers are heavily influenced by price, personal tastes, brand reputation, or personal recommendations of friends and family.

All the members of the expert committee at an automobile firm reached a collective agreement and supported the proposal submitted by a vendor.This is an example of a(n):

Overview of Marketing

Developing Marketing Strategies and a Marketing Plan

Analyzing the Marketing Environment

Consumer Behaviour

Segmentation, Targeting, and Positioning

Marketing Research

Developing New Products

Product, Branding, and Packaging Decisions

Services: The Intangible Product

Pricing Concepts and Strategies: Establishing Value

Distribution Channels

Retailing and Omni-Channel Marketing

Integrated Marketing Communications

Advertising, Sales Promotions, and Personal Selling

Social and Mobile Marketing

Global Marketing

Ethics and Socially Responsible Marketing

Filters