Exam 7: Business-to-Business (B2B)Marketing

In some cases,outsourcing and offshoring can reduce a company's ability to respond quickly to the marketplace.

The primary motivation of government purchasing is to provide some form of public benefit such as national defense or pollution control.

The federal government is the largest single source of statistical information on business markets.

Which of the following is one of the industry categories created by the Standard Industrial Classification system?

Aitzen systems sources all the required components and raw materials necessary for making a computer system from various suppliers in the country and assembles them to create a final product.Aitzen is engaging in multiple sourcing.

Which stage of the organizational buying process involves establishing specifications for a needed product?

Group purchasing is an important factor in institutional markets as institutions often join cooperative associations to pool purchases for quantity discounts.

In order to receive quantity discounts on needed purchases,many institutions:

Employee unions generally view outsourcing as a:

Technological change is an environmental factor influencing business buying decisions.

As the demand for personal computers increases,the demand for microprocessor chips will also increase.This is an example of derived demand.

_____ is the process of dividing a B2B market into homogeneous groups based on buyers' products specifications.

_____ involves movement of high-wage jobs from one country to lower-cost overseas locations.

Praga is an automobile manufacturing company that makes cars.Praga buys steel,aluminum,paints,car engines and other necessary components from various suppliers around the world and assembles them together to make a final product.Praga belongs to the _____ component of the business-to-business market.

Differentiate between offshoring and nearshoring.Which countries are preferred for these operations?

Airlines continue to purchase the same amount of fuel in order to meet their operational needs regardless of the rise in prices of jet fuel.The type of demand for jet fuel in the above situation is an example of an inelastic demand.

Abel building solutions,a steel manufacturing company that supplies steel to various construction companies,segments its customers based on the number of employees in the company and the sales revenue generated by it.This strategy is used by Abel to develop specific marketing plans for their customers.Abel is segmenting its customers on the basis of:

Which of the following will be considered as an institutional buyer?

Modified rebuys resemble _____ in consumer markets.

The linkage between demand for a company's output and its purchases of resources such as machinery,components,supplies,and raw materials is referred to as a(n)_____.