Question 1

What is a buying centre?

Accepted Answer

The group of people

Question 2

A construction firm decides to buy heavy-duty equipment to install a new pipeline in the city.The engineers of the firm specify the equipment requirements and recommend a particular supplier whose product meets these requirements.In this buying centre context, the role played by the engineers is that of a(n):

Accepted Answer

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

Question 3

Which of the following best defines the linkage between consumers' demand for a company's output and its purchase of necessary inputs to manufacture or assemble that particular output?

Accepted Answer

A) Competitive demand 
B) Derived demand 
C) Latent demand 
D) Composite demand 
E) Negative demand 
A) Competitive demand 
B) Derived demand 
C) Latent demand 
D) Composite demand 
E) Negative demand

Question 4

Business-to-business marketing involves transactions between:

Accepted Answer

A) firms that market goods and services and the ultimate consumers. 
B) local and federal governments and the consumers. 
C) firms that market goods and services and other businesses. 
D) firms that provide products and services and their employees. 
E) firms that market goods and services and their union members. 
A) firms that market goods and services and the ultimate consumers. 
B) local and federal governments and the consumers. 
C) firms that market goods and services and other businesses. 
D) firms that provide products and services and their employees. 
E) firms that market goods and services and their union members.

Question 5

CAMO Inc.is a firm that assembles desktop computers and buys components from various suppliers.The firm is not happy with the quality of one of the components and decides to replace it with a component that can improve the quality of its final product.The R&D department formulates the requirements for the desired component and posts it on the firm's website.In the context of the B2B buying process, CAMO Inc.is currently in the stage of:

Accepted Answer

A) order specification. 
B) product specification. 
C) RFP process. 
D) need recognition. 
E) proposal analysis. 
A) order specification. 
B) product specification. 
C) RFP process. 
D) need recognition. 
E) proposal analysis.

Question 6

Account size is one of the criteria for segmentation of markets in business-to-business marketing.

Accepted Answer

A) True 
 B)False

Question 7

Annie is asked to do a performance analysis for a vendor who supplies raw materials to her construction company.What are the steps that Annie is likely to adopt while doing the performance analysis?

Accepted Answer

Annie is likely to use the following ste

Question 8

Which of the following statements is NOT true of manufacturers?

Accepted Answer

A) They are marketing intermediaries that produce the product 
B) They are usually producers of their own good and services. 
C) Wholesalers, and retailers, are their classic customers. 
D) They are usually engaged in B2B transactions. 
E) They are the only marketing intermediaries that do not buy any product. 
A) They are marketing intermediaries that produce the product 
B) They are usually producers of their own good and services. 
C) Wholesalers, and retailers, are their classic customers. 
D) They are usually engaged in B2B transactions. 
E) They are the only marketing intermediaries that do not buy any product.

Question 9

A buying centre in which one person makes the decision alone though there may be multiple participants is known as a(n):

Accepted Answer

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

Question 10

A group of people typically responsible for the purchasing decisions in large organizations is called a(n):

Accepted Answer

A) sales team. 
B) expert committee. 
C) buying centre. 
D) group of business experts. 
E) core committee. 
A) sales team. 
B) expert committee. 
C) buying centre. 
D) group of business experts. 
E) core committee.

Question 11

Which of the following best defines a buying centre in which the majority rules while making decisions?

Accepted Answer

A) Autocratic 
B) Consensus 
C) Modified 
D) Consultative 
E) Democratic 
A) Autocratic 
B) Consensus 
C) Modified 
D) Consultative 
E) Democratic

Question 12

Which of the following classification systems can be quite useful to B2B marketers for segmenting and targeting markets?

Accepted Answer

A) GPO 
B) SIC 
C) NAICS 
D) NAFTA 
E) MERX 
A) GPO 
B) SIC 
C) NAICS 
D) NAFTA 
E) MERX

Question 13

In B2B transactions, hospitals, schools, and religious organizations are usually examples of:

Accepted Answer

A) manufacturers. 
B) users. 
C) institutions. 
D) gatekeepers. 
E) resellers. 
A) manufacturers. 
B) users. 
C) institutions. 
D) gatekeepers. 
E) resellers.

Question 14

Which of the following statements is NOT true about the nature of the buying process in B2B markets?

Accepted Answer

A) Reciprocal arrangements exist between the buyers and sellers. 
B) The buying process involves qualified, and professionals buyers. 
C) Online buying over the Internet is very common. 
D) The buying efforts in these markets are less structured and formalized. 
E) The buying process in these markets involves competitive bidding, negotiated pricing, and complex financial arrangements. 
A) Reciprocal arrangements exist between the buyers and sellers. 
B) The buying process involves qualified, and professionals buyers. 
C) Online buying over the Internet is very common. 
D) The buying efforts in these markets are less structured and formalized. 
E) The buying process in these markets involves competitive bidding, negotiated pricing, and complex financial arrangements.

Question 15

The buying effort in business-to-business markets is structured, and involves technically trained and qualified professionals.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following is the most complex and difficult of buying situations?

Accepted Answer

A) A modified rebuy 
B) A new buy 
C) A straight rebuy 
D) An impulsive buy 
E) A repeat buy 
A) A modified rebuy 
B) A new buy 
C) A straight rebuy 
D) An impulsive buy 
E) A repeat buy

Question 17

In which of the following buying centre cultures must all members of the team reach a collective agreement that they can support a particular purchase?

Accepted Answer

A) Consultative buying centre 
B) Consensus buying centre 
C) Autocratic buying centre 
D) Modified buying centre 
E) Democratic buying centre 
A) Consultative buying centre 
B) Consensus buying centre 
C) Autocratic buying centre 
D) Modified buying centre 
E) Democratic buying centre

Question 18

Perry Inc.is a global digital education firm that sources its content from multiple authors and publishers, and packages its products attractively to capture the target audience.Which of the following best describes Perry's role?

Accepted Answer

A) Consensus buying centre 
B) Gatekeeper 
C) User 
D) Producer 
E) Reseller 
A) Consensus buying centre 
B) Gatekeeper 
C) User 
D) Producer 
E) Reseller

Question 19

A manufacturing firm that has developed a new product can use the NAICS codes to:

Accepted Answer

A) identify the type of firms that constitute its target market. 
B) establish the potential banking partners. 
C) foster long-term relations with buyers. 
D) create mergers and joint ventures. 
E) test the quality of its new product. 
A) identify the type of firms that constitute its target market. 
B) establish the potential banking partners. 
C) foster long-term relations with buyers. 
D) create mergers and joint ventures. 
E) test the quality of its new product.

Question 20

What are differences between a new buy, a straight rebuy, and a modified rebuy?

Accepted Answer

The varied types of buying situations ca

What is a buying centre?

Which of the following best defines the linkage between consumers' demand for a company's output and its purchase of necessary inputs to manufacture or assemble that particular output?

Business-to-business marketing involves transactions between:

Account size is one of the criteria for segmentation of markets in business-to-business marketing.

Annie is asked to do a performance analysis for a vendor who supplies raw materials to her construction company.What are the steps that Annie is likely to adopt while doing the performance analysis?

Which of the following statements is NOT true of manufacturers?

A buying centre in which one person makes the decision alone though there may be multiple participants is known as a(n):

A group of people typically responsible for the purchasing decisions in large organizations is called a(n):

Which of the following best defines a buying centre in which the majority rules while making decisions?

Which of the following classification systems can be quite useful to B2B marketers for segmenting and targeting markets?

In B2B transactions, hospitals, schools, and religious organizations are usually examples of:

Which of the following statements is NOT true about the nature of the buying process in B2B markets?

The buying effort in business-to-business markets is structured, and involves technically trained and qualified professionals.

Which of the following is the most complex and difficult of buying situations?

In which of the following buying centre cultures must all members of the team reach a collective agreement that they can support a particular purchase?

Perry Inc.is a global digital education firm that sources its content from multiple authors and publishers, and packages its products attractively to capture the target audience.Which of the following best describes Perry's role?

A manufacturing firm that has developed a new product can use the NAICS codes to:

What are differences between a new buy, a straight rebuy, and a modified rebuy?

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

What is a buying centre?

Which of the following best defines the linkage between consumers' demand for a company's output and its purchase of necessary inputs to manufacture or assemble that particular output?

Business-to-business marketing involves transactions between:

Account size is one of the criteria for segmentation of markets in business-to-business marketing.

Annie is asked to do a performance analysis for a vendor who supplies raw materials to her construction company.What are the steps that Annie is likely to adopt while doing the performance analysis?

Which of the following statements is NOT true of manufacturers?

A buying centre in which one person makes the decision alone though there may be multiple participants is known as a(n):

A group of people typically responsible for the purchasing decisions in large organizations is called a(n):

Which of the following best defines a buying centre in which the majority rules while making decisions?

Which of the following classification systems can be quite useful to B2B marketers for segmenting and targeting markets?

In B2B transactions, hospitals, schools, and religious organizations are usually examples of:

Which of the following statements is NOT true about the nature of the buying process in B2B markets?

The buying effort in business-to-business markets is structured, and involves technically trained and qualified professionals.

Which of the following is the most complex and difficult of buying situations?

In which of the following buying centre cultures must all members of the team reach a collective agreement that they can support a particular purchase?

Perry Inc.is a global digital education firm that sources its content from multiple authors and publishers, and packages its products attractively to capture the target audience.Which of the following best describes Perry's role?

A manufacturing firm that has developed a new product can use the NAICS codes to:

What are differences between a new buy, a straight rebuy, and a modified rebuy?

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