Exam 7: Business Marketing

Apple iTunes has sold over five billion downloads.Without iTunes the demand for the Apple iPod line of products would be small.Without the musicians there would be no iTunes.A condition of _____ demand exists.

In the past 24 years,Mothers Work has grown from a small,mail-order catalog business headquartered inside the founder's home,to the world's largest seller of maternity apparel,with nearly 1,600 locations.In terms of the business market,Mothers Work would be best classified as a(n):

Claxton Fruitcakes One common Christmas tradition in many households is the Claxton fruitcake. The fruitcake bakery in Claxton, Georgia, makes about 6 million pounds of fruitcake annually and has $12 million in sales. One fruitcake batch weighs 375 pounds. About 70 percent of that weight is fruits and nuts. A single batch is divided into 34 loaf pans that hold 11 pounds each. Loaves are cooked for 100 minutes at 375 degrees. The bakery can cook 6,000 pounds at a time. During the baking season (August-December), the bakery uses a tractor-trailer load of raisins each day. The suggested retail price of a one-pound Claxton fruitcake is $3.69. -Refer to Claxton Fruitcakes.Because demand for raisins to bake into the fruitcakes does not change on the basis of the price fluctuations of dried fruits,Claxton's demand for raisins is an example of _____ demand.

Imagine you are the research director of a major industrial marketing firm.You need to select an NAICS code that defines the most homogeneous group of companies in a particular group of highly competitive companies .Which of the following codes might you use?

In terms of how business buyers evaluate products and suppliers,the most important criterion is:

Because formal committees are often established to purchase business products,members of buying centers can be readily identified on formal organizational charts.

All of the following are considered types of business products EXCEPT:

FAA The Federal Aviation Administration has been struggling for several years with antiquated systems, and all it takes is a single failure on one piece of the system to shut down the entire air-traffic control system for several hours, resulting in significant snarls at major airports. The most recent failure occurred in the FAA's core telecommunications network, called the Federal Telecommunications Infrastructure (FTI), which is managed by Harris Corporation. Marc Raimondi, a spokesperson for Harris Corporation, said, "The FTI system has proven to be one of the most reliable and secure communications networks operating within the civilian government." Snafus like this have been happening with alarming frequency, prompting Congress to demand the FAA and its contractors to do more to prevent these malfunctions. The problem is that the FAA has been using a patchwork approach by updating with modern hardware and software on old systems instead of a complete overhaul of the system. The FAA's next generation of modernization will rely on satellite-based networks instead of phone lines and data cables. The FAA is waiting for White House approval on whether it will have the funds to take this next step. -Refer to FAA.Harris Corporation provides which type of business product to the FAA?

Apple Inc.wanted a faster microprocessor for its new Macs.Apple Inc.most likely engaged in a:

The elimination of intermediaries such as wholesalers or distributors from a marketing channel is referred to as:

Business buyers use a variety of criteria to evaluate alternative products and suppliers.The three most important criteria,in order of importance,are usually:

The _____ is the set of all persons in an organization who become involved in the purchasing process.

Which of the following is the best example of a modified-rebuy situation?

The emergence of the Internet has made buying and selling in the business market a process that is only efficient for the largest producer to pursue.

_____ occurs when a deli decides to buy its office supplies from a company that regularly buys sandwiches for its employees.

FAA The Federal Aviation Administration has been struggling for several years with antiquated systems, and all it takes is a single failure on one piece of the system to shut down the entire air-traffic control system for several hours, resulting in significant snarls at major airports. The most recent failure occurred in the FAA's core telecommunications network, called the Federal Telecommunications Infrastructure (FTI), which is managed by Harris Corporation. Marc Raimondi, a spokesperson for Harris Corporation, said, "The FTI system has proven to be one of the most reliable and secure communications networks operating within the civilian government." Snafus like this have been happening with alarming frequency, prompting Congress to demand the FAA and its contractors to do more to prevent these malfunctions. The problem is that the FAA has been using a patchwork approach by updating with modern hardware and software on old systems instead of a complete overhaul of the system. The FAA's next generation of modernization will rely on satellite-based networks instead of phone lines and data cables. The FAA is waiting for White House approval on whether it will have the funds to take this next step. -Refer to FAA. When the FAA purchases a satellite-based system,this will be a situation in which it is purchasing an entire system,not just a modified part or new vendor for existing parts. Basically,this is a situation in which the FAA will be purchasing a system for the first time and is referred to as a(n):

Discuss how businesses measure online success.

Baseball Dirt Dirt is not dirt when it comes to baseball fields. About two-thirds of the pro baseball fields got their dirt from a dirt farm in New Jersey called Partac Peat. The company markets a secret mix for the infield (resilient), the warning track (extra crunchy), and the pitcher's mounds (firm). Mounds come in red, brown, orange, and gray colors. Roger Bossard, the White Sox head groundskeeper, scouted nationwide for dirt before settling on the mix provided by Partac Peat. (He uses sand under the grassy areas of the playing field.) -Refer to Baseball Dirt.The first time Roger Bossard purchased Partac Peat,it was most likely an example of which type of buying situation?

A Brazilian manufacturer of solar cells used as a renewable source of energy in all types of structures would like to begin distribution and sales in the United States,Canada,and Mexico.The manufacturer has hired you to investigate NAICS data for such products in North America.What is the NAICS system? What other helpful kinds of information can be found in this source?

Hensley Poultry is a wholesaler that buys poultry food and health products from Provini,Inc.,feeding systems from Big Dutchman,Inc.and incubation systems from Copca Corp.Hensley then sells those products to poultry producers and farmers' cooperatives in Iowa.Hensley Poultry could be best classified as a(n):