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

Identify and describe the major approaches to segmenting the organizational market.

In a business buying centre situation, who are the people that sometimes initially request the product, utilize the purchased product, and may assist in developing the product specifications?

Identify and describe the four categories of business markets.

Who does much of the purchasing for the federal government of Canada?

MERX is a privately owned e-tendering service that is used by the federal government, but not by provincial governments.

Organizational purchasing decisions tend to be standardized, resulting in the same procedures being used for both capital and expense items.

Which of the following is NOT a drawback of outsourcing?

End-use classification can help smaller marketers locate potential target markets.

What kind of buying situation is it when a business purchaser accepts the terms of sale of an item that has performed satisfactorily in the past and requires no new information to decide to purchase it again?

The buying centre is a formal part of a firm's organization structure.

Electrical, plumbing, construction, and farming companies are considered part of the trade industries.

India has become a major supplier of customer service labour, while China offers inexpensive manufacturing labour.

Segmenting businesses by purchasing categories is particularly beneficial when an organization allows decentralized buying.

What type of delivery reduces inventories to absolute minimum levels and requires vendors to deliver the items as they are needed in the production process?

Organizational buyers basically purchase two categories of products: capital items and expense items.

In the B2B market, the practice of buying from suppliers that are also customers is called reverse reciprocity.

Gatekeepers in the buying centre affect the buying decision by determining which individuals within the organization will be part of the buying process.

When Cannondale purchases aluminum for use in its bicycle frames, the company is participating in the commercial market.

Segmentation of B2B customers based on the stage of the relationship between the supplier and a particular customer is the part of segmentation called end-use application.

Which of the following is NOT included in the four segments of the B2B marketplace?