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

A firm evaluating a supplier's performance in categories such as EDI capability,delivery time,and attention to special requests is carrying out vendor analysis.

Describe the NAICS system.Bring out the differences between the older SIC system and the NAICS system.

Discuss the major categories of business market demand.

Demand characteristics remain the same across business and consumer markets,although the marketing techniques tend to vary.

Menhir Systems,an information technology company in Germany has moved its customer service and accounting operations to Austria to take advantage of the low labor costs.Also the closeness in geography and cultural values is an added advantage in choosing Austria for these operations.Menhir Systems is engaging in _____.

Which is the largest single source of statistical information on the sizes and characteristics of business markets?

In the automobile industry,suppliers of components and assemblies frequently build plants close to their customers.

Describe the influence of organizational factors on business buying behavior.

Sole sourcing refers to the systematic study of the components of a purchase to determine the most cost-effective approach.

The NAICS categorizes the business marketplace into more detailed market segments compared to the SIC system and can be used across borders.

Members of the trade industries acquire products primarily to support the production of other goods and services.

The process of dividing a B2B market based on how a business purchaser will use a product is called _____.

Reciprocity tends to simplify B2B buying behavior for new suppliers who are trying to compete with preferred vendors.

Trade industries are a component of business markets that include:

What distinguishes the business buying process from the consumer buying process? What do B2B marketers need to understand about organizational buying behavior?

The commercial market consists of wholesalers and retailers who purchase goods primarily to sell it to the final consumers.

If the demand for a product remains constant,regardless of the change in price,then the product is said to exhibit _____.

Which of the following is one of the distinct characteristics that differentiates buying centers in foreign companies from those in the U.S.companies?

Delhaise,a leading service provider in hospitality industry,segments its business clients based on the services required by them,in order to meet their specific requirements.They modify their services based on the needs of the clients.Which of the following segmentation approaches is being employed by Delhaise?

The centralization of the procurement function within an internal division or as a service of an external supplier is known as: