Question 1

Which of the following questions would NOT likely be considered when deciding whether to manufacture needed parts and equipment in-house?

Accepted Answer

A)  Do we have the needed capability to manufacture this equipment? 
B)  Can someone else do this job better than we can? 
C)  Can someone else do this work cheaper than we can? 
D)  Do we create new distribution systems by manufacturing this equipment? 
A)  Do we have the needed capability to manufacture this equipment? 
B)  Can someone else do this job better than we can? 
C)  Can someone else do this work cheaper than we can? 
D)  Do we create new distribution systems by manufacturing this equipment?

Question 2

What is the practice of buying from suppliers that are also customers known as?

Accepted Answer

A)  a modified rebuy 
B)  a straight rebuy 
C)  vendor analysis 
D)  reciprocity 
A)  a modified rebuy 
B)  a straight rebuy 
C)  vendor analysis 
D)  reciprocity

Question 3

The demand for computer microprocessor chips is based on the demand for personal computers.What is this an example of?

Accepted Answer

A)  joint demand 
B)  derived demand 
C)  volatile demand 
D)  demand variability 
A)  joint demand 
B)  derived demand 
C)  volatile demand 
D)  demand variability

Question 4

When a firm undertakes systems integration and designates a major trade industry supplier as the systems integrator, what is that supplier known as?

Accepted Answer

A)  the category captain 
B)  the purchasing coordinator 
C)  the division leader 
D)  the supply-chain manager 
A)  the category captain 
B)  the purchasing coordinator 
C)  the division leader 
D)  the supply-chain manager

Question 5

List four characteristics that differentiate the B2B market from the consumer market.

Accepted Answer

There are four major differences between

Question 6

Locating and qualifying sources for business products may involve examining the provisions and programs of many different vendors.

Accepted Answer

A) True 
 B)False

Question 7

The Internet is intended to replace, not just enhance, personal selling and the traditional relationships between businesses.

Accepted Answer

A) True 
 B)False

Question 8

Personal and interpersonal influences affect consumer purchasing decisions, NOT B2B decisions.

Accepted Answer

A) True 
 B)False

Question 9

If the demand for product A stays constant regardless of the increase or decrease in demand for product B, what kind of demand is product A experiencing?

Accepted Answer

A)  derived 
B)  joint 
C)  volatile 
D)  inelastic 
A)  derived 
B)  joint 
C)  volatile 
D)  inelastic

Question 10

Outsourcing and offshoring can reduce a company's ability to respond quickly to the marketplace.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following is NOT a commonly used basis for segmenting the business market?

Accepted Answer

A)  educational attainments of buyers 
B)  customer type 
C)  demographics using the size of the firm 
D)  product end-use application 
A)  educational attainments of buyers 
B)  customer type 
C)  demographics using the size of the firm 
D)  product end-use application

Question 12

When a business purchases a new product that requires considerable effort on the decision maker's part, it is called new-task buying.

Accepted Answer

A) True 
 B)False

Question 13

Once a search for suppliers is completed and the company makes the suppliers aware of its needs, what will the company do next?

Accepted Answer

A)  evaluate proposals 
B)  notify the distribution channels of the new product introduction 
C)  acquire and analyze proposals 
D)  select an order routine 
A)  evaluate proposals 
B)  notify the distribution channels of the new product introduction 
C)  acquire and analyze proposals 
D)  select an order routine

Question 14

Describe some of the differences between B2B marketing and consumer product marketing.

Accepted Answer

a. Consumer purchase decisions are usual

Question 15

Just-in-time (JIT) inventory practices are effective in boosting efficiency and cutting the cost of holding large inventories.As a result of the widespread use of this process, what changes has the B2B marketplace experienced?

Accepted Answer

a. reduction in the number of suppliers

Question 16

Which of the following is NOT an important product factor in the buying decision?

Accepted Answer

A)  replacement cost 
B)  purchase price 
C)  operating and maintenance costs 
D)  vendor service 
A)  replacement cost 
B)  purchase price 
C)  operating and maintenance costs 
D)  vendor service

Question 17

Why does the government segment of the B2B market MOST commonly buy products?

Accepted Answer

A)  to resell to the public 
B)  to provide public benefits 
C)  to acquire customized items 
D)  to use domestic sources only 
A)  to resell to the public 
B)  to provide public benefits 
C)  to acquire customized items 
D)  to use domestic sources only

Question 18

Organizational buyers tend to purchase standardized products, unlike the consumer market in which customization is more prevalent.

Accepted Answer

A) True 
 B)False

Question 19

Assume the price of jet fuel rises, but airlines continue to purchase the same amount of fuel in order to meet operational needs.As a result, the demand for jet fuel is said to be inelastic.

Accepted Answer

A) True 
 B)False

Question 20

The purchasing decision can move to a modified rebuy status with either the introduction of new products or poor performance by the original supplier.

Accepted Answer

A) True 
 B)False

Which of the following questions would NOT likely be considered when deciding whether to manufacture needed parts and equipment in-house?

What is the practice of buying from suppliers that are also customers known as?

The demand for computer microprocessor chips is based on the demand for personal computers.What is this an example of?

When a firm undertakes systems integration and designates a major trade industry supplier as the systems integrator, what is that supplier known as?

List four characteristics that differentiate the B2B market from the consumer market.

Locating and qualifying sources for business products may involve examining the provisions and programs of many different vendors.

The Internet is intended to replace, not just enhance, personal selling and the traditional relationships between businesses.

Personal and interpersonal influences affect consumer purchasing decisions, NOT B2B decisions.

If the demand for product A stays constant regardless of the increase or decrease in demand for product B, what kind of demand is product A experiencing?

Outsourcing and offshoring can reduce a company's ability to respond quickly to the marketplace.

Which of the following is NOT a commonly used basis for segmenting the business market?

When a business purchases a new product that requires considerable effort on the decision maker's part, it is called new-task buying.

Once a search for suppliers is completed and the company makes the suppliers aware of its needs, what will the company do next?

Describe some of the differences between B2B marketing and consumer product marketing.

Just-in-time (JIT) inventory practices are effective in boosting efficiency and cutting the cost of holding large inventories.As a result of the widespread use of this process, what changes has the B2B marketplace experienced?

Which of the following is NOT an important product factor in the buying decision?

Why does the government segment of the B2B market MOST commonly buy products?

Organizational buyers tend to purchase standardized products, unlike the consumer market in which customization is more prevalent.

Assume the price of jet fuel rises, but airlines continue to purchase the same amount of fuel in order to meet operational needs.As a result, the demand for jet fuel is said to be inelastic.

The purchasing decision can move to a modified rebuy status with either the introduction of new products or poor performance by the original supplier.

Marketing: The Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Consumer Behaviour

Serving Global Markets

Marketing Research, Decision Support Systems, and Sales Forecasting

Market Segmentation, Targeting, and Positioning

Product and Service Strategies

Developing and Managing Brand and Product Strategies

Marketing Channels and Supply Chain Management

Retailers Wholesalers and Direct Marketers

Integrated Marketing Communications

Advertising and Digital Communications

Personal Selling and Sales Promotion

Pricing Concepts and Strategies

TB Boone 3Ce final

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Exam 5: Business-to-Business (B2B) Marketing

Which of the following questions would NOT likely be considered when deciding whether to manufacture needed parts and equipment in-house?

What is the practice of buying from suppliers that are also customers known as?

The demand for computer microprocessor chips is based on the demand for personal computers.What is this an example of?

When a firm undertakes systems integration and designates a major trade industry supplier as the systems integrator, what is that supplier known as?

List four characteristics that differentiate the B2B market from the consumer market.

Locating and qualifying sources for business products may involve examining the provisions and programs of many different vendors.

The Internet is intended to replace, not just enhance, personal selling and the traditional relationships between businesses.

Personal and interpersonal influences affect consumer purchasing decisions, NOT B2B decisions.

If the demand for product A stays constant regardless of the increase or decrease in demand for product B, what kind of demand is product A experiencing?

Outsourcing and offshoring can reduce a company's ability to respond quickly to the marketplace.

Which of the following is NOT a commonly used basis for segmenting the business market?

When a business purchases a new product that requires considerable effort on the decision maker's part, it is called new-task buying.

Once a search for suppliers is completed and the company makes the suppliers aware of its needs, what will the company do next?

Describe some of the differences between B2B marketing and consumer product marketing.

Just-in-time (JIT) inventory practices are effective in boosting efficiency and cutting the cost of holding large inventories.As a result of the widespread use of this process, what changes has the B2B marketplace experienced?

Which of the following is NOT an important product factor in the buying decision?

Why does the government segment of the B2B market MOST commonly buy products?

Organizational buyers tend to purchase standardized products, unlike the consumer market in which customization is more prevalent.

Assume the price of jet fuel rises, but airlines continue to purchase the same amount of fuel in order to meet operational needs.As a result, the demand for jet fuel is said to be inelastic.

The purchasing decision can move to a modified rebuy status with either the introduction of new products or poor performance by the original supplier.

Marketing: The Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Consumer Behaviour

Serving Global Markets

Marketing Research, Decision Support Systems, and Sales Forecasting

Market Segmentation, Targeting, and Positioning

Product and Service Strategies

Developing and Managing Brand and Product Strategies

Marketing Channels and Supply Chain Management

Retailers Wholesalers and Direct Marketers

Integrated Marketing Communications

Advertising and Digital Communications

Personal Selling and Sales Promotion

Pricing Concepts and Strategies

TB Boone 3Ce final

Filters