Exam 7: Business Marketing

An acute shortage of heavy-duty tires is threatening to disrupt operations in mining and construction sites around the world.According to one mine operator,"I've got the coal and market,and I have the trucks to haul the coal,but I don't have the tires.I'd be willing to pay double the price if I could get the tires I need." The demand for heavy-duty tires is:

The Dallas Morning News needed a new printing press comparable to the one that needed to be replaced.The firm's familiarity with the product and its manufacturer caused it to approach two companies--one in the United States and one in Japan--to see which could offer the better deal.It negotiated with both companies and quickly decided to buy from the Japanese manufacturer when it offered to sell a press for $2.2 million less than its U.S.competitor.This purchase was an example of a:

Which type of business product represents goods,such as portable tools and office equipment,that are less expensive and shorter-lived than major equipment?

Organon Teknina sells inexpensive equipment to detect E.coli,listeria,or salmonella bacteria in food.The company serves not-for-profit institutions that need to regularly check food quality.Organon Teknina would be LEAST likely to sell to:

Explain the four ways demand in business markets differs from demand in consumer markets.

A cooperative agreement between business firms is a:

What is a buying center? What are some implications of buying centers to the marketing manager?

Ed Rodney works for the state of Minnesota as a advocate of state growth and development.He devises ways to encourage businesses to relocate to the state.In other words,Rodney is involved in business marketing.He is compiling a list of potential businesses that might be willing to move their operations to Minnesota.Which of the following possible clients should he include in his list?

The Barter Company (TBC)located in Kennesaw,Georgia acts as a broker between companies that want to trade products or services.Companies must be a TBC member,and there is a one-time fee to join.The Barter Company charges a brokerage fee on each transaction facilitated.The Barter Company is an example of a (n):

If a business needs a particular good or service and decides to look among its own customers for a provider of that good or service,the business is:

Etruscan Railing Company Etruscan Railing Company makes railing that is used in sports arenas, nursing home corridors, queue houses at amusement parks, and many other places that are not as obvious. Its railing is molded into bicycle racks. You may also see city governments using the railing to make walkways over ravines and creek banks safer for pedestrian traffic. Hospitals also use the railing in their physical therapy departments, to keep the lines straight in the hospital cafeteria, and to prevent patients from falling out of hospital beds. -Refer to Etruscan Railing Company.When Etruscan sells railing to contractors to use in building loading docks in accordance with federal government regulations,it is selling to:

The reseller market is the same as the retailer market.

The U.S.government is:

_____ is the bargaining between buyers and sellers on product specifications,delivery dates,payment terms,and other pricing matters and is commonplace in business marketing.

Lucent Technologies Because AT&T Corporation wanted to become a big player in the booming market for outsourcing computer services, it set up Lucent Technologies to manage corporate clients' worldwide computer networks. Lucent Technologies assists corporations in global network and computer management by drawing on AT&T's worldwide digital network and its computer hardware and software businesses. It also relies on the expertise of technicians at Bell Laboratories. -Refer to Lucent Technologies.AT&T requires its customers to purchase all the necessary technology to run the network.This requires expensive machinery that will be purchased and then depreciated over time.The machinery is classified as:

Unlike consumer product channels of distribution,which usually have one or more intermediaries,channels of distribution for business products are often direct.

The reintroduction of an intermediary between producers and users is called:

Metalcrafter Enterprise manufactures stamped brass door plates,brass numbers,and other decorative brass trim for homes.Every month Metalcrafter purchases sheets of brass,which are classified as:

You have started raising your first litter of AKC registered Chihuahuas.You want to sell your puppies to the locally owned and operated pet store,Pets and People.How do you find the buyer?

Caterpillar,the manufacturer of earthmoving equipment,uses completed drivetrains (engines-transmissions-axles),drivetrain components,electronic controls,hydraulic and electrohydraulic components and systems,cooling systems,and undercarriage track systems produced by other organizations in its manufacturing process.Caterpillar is an example of a(n):