Exam13: Business Marketing

A decline in the availability of bicycle handle bars will decrease Huffy Bicycle Company's production of bicycles.Decreased production in turn reduces Huffy's demand for bicycle seats.This is because the products in this situation have _____ demand.

Claxton Fruitcakes One common Christmas tradition in many households is the Claxton fruitcake. The fruitcake bakery in Claxton, Georgia, makes about six 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 to 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.

All of the following are roles found within a buying center EXCEPT:

Leo buys coffee weekly for his espresso shop.This purchase is most likely an example of a(n)_____ situation.

Describe the reseller market.Why do businesses use the services of business product distributors?

If DuPont runs advertisements encouraging people to buy clothing that contains Lycra (a DuPont product),this would be an attempt to influence secondary demand.

Items that are ready for assembly and retain their identities when incorporated into another product are called component parts.

Stickiness is a measure of a Web site's effectiveness.

A university is considering the purchase of a Web-based course delivery system due to increased demand for online courses and degrees.Since the school has not offered online courses before,what type of buying situation does this represent for the school?

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

The government uses a system called NAICS to classify North American business establishments.NAICS stands for:

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):

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.The first time Roger Bossard purchased Partac Peat's secret mix,it was most likely an example of which type of buying situation?

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

Business buyers use a variety of criteria to evaluate alternative products and suppliers.Name and define specific aspects of the three most important criteria.

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.The FAA is what type of business buyer?

According to the text,another commonly used name for producers is:

Caterpillar,Inc.,a 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):

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 are some of the benefits of using this system?

What is a strategic alliance? How is it linked to relationship marketing?