Exam13: Business Marketing

Businesses that buy finished goods and sell them for a profit are called:

PAS Systems has developed an unobtrusive flashlight-alcohol detector.The flashlight readings are inadmissible in court but are used by police officers to decide whether to hold someone for a sobriety test.Each one costs $600.The manufacturer assembles a breathalyzer from one supplier with a slightly modified flashlight case from another supplier to make the new product.The breathalyzer and the flashlight case are examples of:

Which of the following is the BEST example of an institution market?

RockTenn RockTenn produces packaging products. The company makes cartons that will hold a dozen Dunkin' Donuts, waffle fries for Chik-fil-A, Gillette razors, Haagen-Daz ice cream, express mail envelopes for FedEx, and much more. RockTenn business fluctuates depending on consumer demand. As plastic products become more expensive, companies turn to cardboard and paper to package their products. -Refer to RockTenn.The demand for RockTenn's cardboard cartons depends on how many Dunkin' Donuts,Chick-fil-A waffle fries,and Chinese take-out meals consumers order.This is an example of _____ demand.

The Solar Group,a Mississippi-based mailbox manufacturer,sells mailboxes to contractors who are building mega-subdivisions,to hardware stores,and directly to new homeowners.What kind of products is Solar Group selling?

Federal Aviation Administration The Federal Aviation Administration (FAA) 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, 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 old systems with modern hardware and software instead of ordering 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 Federal Aviation Administration.Ultimately,the FAA must get authority from the President to spend the billions of dollars necessary to upgrade the system because Congress must authorize the funds and the President must approve that authorization.In terms of the buying center,the President is the:

RockTenn RockTenn produces packaging products. The company makes cartons that will hold a dozen Dunkin' Donuts, waffle fries for Chik-fil-A, Gillette razors, Haagen-Daz ice cream, express mail envelopes for FedEx, and much more. RockTenn business fluctuates depending on consumer demand. As plastic products become more expensive, companies turn to cardboard and paper to package their products. -Refer to RockTenn.Power tools used to maintain the machinery that produces cartons would be an example of:

Boise Cascade Boise Cascade comprises two businesses. Boise Cascade Building Materials Distribution is one of the largest wholesale building materials distributors in the United States. The firm's 33 distribution facilities market a wide range of building products and services to retail lumber dealers, home improvement centers, and industrial accounts nationwide. Boise Cascade Wood Products manufactures plywood, lumber, particleboard, and engineered wood products (laminated veneer lumber, I-joists, and laminated beams) at 20 manufacturing facilities in the United States and Canada. The firm's wood products are used primarily in housing, industrial construction, and a variety of manufactured products. The wood products are sold to retail lumber dealers, home centers specializing in the do-it-yourself market, and industrial customers. -Refer to Boise Cascade.Boise Cascade's excellent supplier relationships allow the company to provide the best value on the top brands in the industry.Because Boise Cascade has confidence in its suppliers' reliability and integrity,a high degree of _____ exists between the firm and the suppliers.

RockTenn RockTenn produces packaging products. The company makes cartons that will hold a dozen Dunkin' Donuts, waffle fries for Chik-fil-A, Gillette razors, Haagen-Daz ice cream, express mail envelopes for FedEx, and much more. RockTenn business fluctuates depending on consumer demand. As plastic products become more expensive, companies turn to cardboard and paper to package their products. -Refer to RockTenn.A sales representative from a paper-producing company wants to do business with RockTenn.The representative needs to locate the person who actually negotiates the purchase,in other words,the _____ in the buying center.

One brand of tomato sauce advertises that the tomatoes it uses are processed within 24 hours of being picked to ensure product freshness.The fresh tomatoes it buys from growers are examples of:

Which of the following tools is particularly effective for B-to-B marketers to use for product demonstration?

A keiretsu is a(n):

IBM and Cisco work together to provide banks with the products and services they need to manage their multiple locations.In other words,the two companies have joined in a:

Unprocessed extractive or agricultural products,such as copper,peanuts,soybean,bauxite,fruits,ore,and so on,that become part of finished products are examples of:

Cascade Landscaping Service (CLS)has decided to purchase computer-aided design (CAD)software for landscape design.Describe the conditions under which each of the three business buying situations would take place.

Before toll-free telephone numbers and the Internet were used as commercial tools,passengers usually purchased airline tickets from travel agents.Travel agents no longer receive a commission from the airlines for selling tickets to consumers.This is an example of:

Copying machines,personal computers,and fax machines are typically classified as _____ because they are not expensive,have short useful lives,and are frequently purchased from local distributors.

DHL maintains a strategic alliance with UPS because it has confidence in UPS's reliability and integrity.This condition is referred to as:

RockTenn RockTenn produces packaging products. The company makes cartons that will hold a dozen Dunkin' Donuts, waffle fries for Chik-fil-A, Gillette razors, Haagen-Daz ice cream, express mail envelopes for FedEx, and much more. RockTenn business fluctuates depending on consumer demand. As plastic products become more expensive, companies turn to cardboard and paper to package their products. -Refer to RockTenn.A sales representative from a paper-producing company calls on RockTenn routinely every month to review the company's ordering needs.The monthly sale of paper to RockTenn would constitute a:

What would a U.S.company that manufactures the lighted signs used in amusement parks,at outdoor sports arenas,for restaurant promotion,and by state departments of transportation on the sides of roads use to facilitate its market segmentation and targeting if it wanted data that were readily available and usable?