Exam13: Business Marketing

A dentist hired a janitorial service to clean her office every evening.The original contract called for the janitorial service to dust,mop all floors,and vacuum the rugs.After six months,the dentist decided to renegotiate the contract with the janitorial service to include cleaning the office bathroom and washing the office windows as well as the original tasks.The renegotiated contract is an example of a:

Baseball Dirt Dirt is not dirt when it comes to baseball fields. About two-thirds of the pro baseball fields get 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.An increase in the price of Partac Peat's dirt will not affect the demand for the product because many groundskeepers believe there is no substitute for the product.Thus,demand for Partac Peat's secret mix is:

A new buy situation refers to the:

Another commonly used term for accessory equipment is installations.

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 railings to refurbish a private university's football stadium,it is selling to a(n):

At an accounting firm,the secretary orders printer cartridges,cases of paper,paper clips,and other small items.These items would be classified as:

Purchasing contracts are commonly used in which type of buying situations?

When demand for a product is _____,an increase or decrease in the price of the product will not significantly affect demand for the product.

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

A strategic alliance exists when one party has confidence in another firm's reliability and integrity.

Lanover Manufacturing supplies windshield wiper blades to General Motors and Ford.A sudden jump in the price of rubber and its substitutes has forced Lanover and other wiper blades manufacturers to double the price of the blades.This increase in price has not affected sales volume for wiper blades.The price change did not change demand for the blades because demand for this product by business customers is:

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.The plywood,lumber,particleboard,and engineered wood products manufactured by Boise Cascade would be classified as:

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:

Baseball Dirt Dirt is not dirt when it comes to baseball fields. About two-thirds of the pro baseball fields get 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.Because Partac Peat's secret mix is a business product,the primary promotional method used for its sale is:

Major equipment goods such as machines,mainframe computers,and buildings are also 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: