Question 1

Purchase decision making in B2B is more formal and professional than in the consumer market.

Accepted Answer

A) True 
 B)False

Question 2

What is the difference between offshoring and nearshoring? Discuss some offshoring trends occurring in the global marketplace today.

Accepted Answer

Offshoring is the movement of domestic j

Question 3

When selling to organizational customers, sales representatives need to be able to interact effectively with employees of the various departments involved in the purchase decision.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following will generally NOT be affected by the location of a business supplier compared to its customers?

Accepted Answer

A)  end-use applications of products 
B)  ability of the supplier to render better service 
C)  supplier costs 
D)  supplier parts inventories 
A)  end-use applications of products 
B)  ability of the supplier to render better service 
C)  supplier costs 
D)  supplier parts inventories

Question 5

Restoring worn-out products to like-new condition is known as remanufacturing.

Accepted Answer

A) True 
 B)False

Question 6

Explain the difference between value analysis and vendor analysis.

Accepted Answer

Value analysis is the evaluation of prod

Question 7

Extended problem-solving behaviour in the consumer market is the equivalent of a modified rebuy in the B2B marketplace.

Accepted Answer

A) True 
 B)False

Question 8

What is an employee participating in when he/she recognizes that the use of a new product can potentially improve the company's market performance?

Accepted Answer

A)  need or opportunity recognition 
B)  identification of suppliers 
C)  word-of-mouth exploration 
D)  information search 
A)  need or opportunity recognition 
B)  identification of suppliers 
C)  word-of-mouth exploration 
D)  information search

Question 9

Personal selling and customer service are more important in business markets than in consumer markets.

Accepted Answer

A) True 
 B)False

Question 10

The Fairchild Company decides to defer purchasing new production equipment for its factory due to slowing economic activity.What type of factor has influenced the company's buying decision?

Accepted Answer

A)  a product-specific factor 
B)  an environmental factor 
C)  an organizational factor 
D)  an interpersonal factor 
A)  a product-specific factor 
B)  an environmental factor 
C)  an organizational factor 
D)  an interpersonal factor

Question 11

A car tire supplier is noticing an 5% increase in sales in tires it sells to car manufacturers.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 12

A company that believes in "quality, service, and reliability" will have a better chance of experiencing straight rebuys from its customers.

Accepted Answer

A) True 
 B)False

Question 13

Discuss the demand characteristics that distinguish business markets from consumer markets.

Accepted Answer

a.Derived demand-the linkage between dem

Question 14

Companies that sell to businesses in foreign markets must consider the possibility of variations in government regulations and cultural practices.

Accepted Answer

A) True 
 B)False

Question 15

Personal selling is less important in business markets than in consumer markets because of the longer distribution channels involved.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following is NOT found in e-commerce serving the business market?

Accepted Answer

A)  private portals that allow customers access to products and vendors 
B)  service pages accessed using passwords provided by B2B marketers 
C)  online auctions where business goods may be purchased 
D)  chat rooms dedicated to opinions of new products 
A)  private portals that allow customers access to products and vendors 
B)  service pages accessed using passwords provided by B2B marketers 
C)  online auctions where business goods may be purchased 
D)  chat rooms dedicated to opinions of new products

Question 17

What term refers to the business buying situation in which a company buys component parts never before purchased?

Accepted Answer

A)  complex rebuying 
B)  new-task buying 
C)  technical buying 
D)  modified rebuying 
A)  complex rebuying 
B)  new-task buying 
C)  technical buying 
D)  modified rebuying

Question 18

What is the system for grouping businesses that grew out of the North American Free Trade Agreement known as?

Accepted Answer

A)  the Standard Industrial Classification System 
B)  the Industrial Data Recording System 
C)  the Standard Industrial Census System 
D)  the North American Industry Classification System 
A)  the Standard Industrial Classification System 
B)  the Industrial Data Recording System 
C)  the Standard Industrial Census System 
D)  the North American Industry Classification System

Question 19

What do the trade industries consist of?

Accepted Answer

A)  manufacturers 
B)  wholesalers and retailers 
C)  farmers 
D)  transportation 
A)  manufacturers 
B)  wholesalers and retailers 
C)  farmers 
D)  transportation

Question 20

A straight rebuy is to the business market what a routinized purchase is to the consumer market.

Accepted Answer

A) True 
 B)False

Purchase decision making in B2B is more formal and professional than in the consumer market.

What is the difference between offshoring and nearshoring? Discuss some offshoring trends occurring in the global marketplace today.

When selling to organizational customers, sales representatives need to be able to interact effectively with employees of the various departments involved in the purchase decision.

Which of the following will generally NOT be affected by the location of a business supplier compared to its customers?

Restoring worn-out products to like-new condition is known as remanufacturing.

Explain the difference between value analysis and vendor analysis.

Extended problem-solving behaviour in the consumer market is the equivalent of a modified rebuy in the B2B marketplace.

What is an employee participating in when he/she recognizes that the use of a new product can potentially improve the company's market performance?

Personal selling and customer service are more important in business markets than in consumer markets.

The Fairchild Company decides to defer purchasing new production equipment for its factory due to slowing economic activity.What type of factor has influenced the company's buying decision?

A car tire supplier is noticing an 5% increase in sales in tires it sells to car manufacturers.What is this an example of?

A company that believes in "quality, service, and reliability" will have a better chance of experiencing straight rebuys from its customers.

Discuss the demand characteristics that distinguish business markets from consumer markets.

Companies that sell to businesses in foreign markets must consider the possibility of variations in government regulations and cultural practices.

Personal selling is less important in business markets than in consumer markets because of the longer distribution channels involved.

Which of the following is NOT found in e-commerce serving the business market?

What term refers to the business buying situation in which a company buys component parts never before purchased?

What is the system for grouping businesses that grew out of the North American Free Trade Agreement known as?

What do the trade industries consist of?

A straight rebuy is to the business market what a routinized purchase is to the consumer market.

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

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

Purchase decision making in B2B is more formal and professional than in the consumer market.

What is the difference between offshoring and nearshoring? Discuss some offshoring trends occurring in the global marketplace today.

When selling to organizational customers, sales representatives need to be able to interact effectively with employees of the various departments involved in the purchase decision.

Which of the following will generally NOT be affected by the location of a business supplier compared to its customers?

Restoring worn-out products to like-new condition is known as remanufacturing.

Explain the difference between value analysis and vendor analysis.

Extended problem-solving behaviour in the consumer market is the equivalent of a modified rebuy in the B2B marketplace.

What is an employee participating in when he/she recognizes that the use of a new product can potentially improve the company's market performance?

Personal selling and customer service are more important in business markets than in consumer markets.

The Fairchild Company decides to defer purchasing new production equipment for its factory due to slowing economic activity.What type of factor has influenced the company's buying decision?

A car tire supplier is noticing an 5% increase in sales in tires it sells to car manufacturers.What is this an example of?

A company that believes in "quality, service, and reliability" will have a better chance of experiencing straight rebuys from its customers.

Discuss the demand characteristics that distinguish business markets from consumer markets.

Companies that sell to businesses in foreign markets must consider the possibility of variations in government regulations and cultural practices.

Personal selling is less important in business markets than in consumer markets because of the longer distribution channels involved.

Which of the following is NOT found in e-commerce serving the business market?

What term refers to the business buying situation in which a company buys component parts never before purchased?

What is the system for grouping businesses that grew out of the North American Free Trade Agreement known as?

What do the trade industries consist of?

A straight rebuy is to the business market what a routinized purchase is to the consumer market.

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