Question 1

_____ are trade sector buyers employed by organizations to secure needed products at the best possible prices.

Accepted Answer

A) Resellers 
B) Merchandisers 
C) Category advisors 
D) Influencers 
A) Resellers 
B) Merchandisers 
C) Category advisors 
D) Influencers B

Question 2

Kendra is the office manager for a large legal firm and performs a variety of functions for the office.She manages purchases of copying machines and printers and is responsible for placing orders for supplies such as toner cartridges and paper.In general,Kendra is solely responsible for making decisions about the brand of paper and toner used in printers and copying machines.What is her role as part of the buying center? ​

Accepted Answer

A) ​buyer 
B) ​gatekeeper 
C) ​user 
D) ​influencer 
A) ​buyer 
B) ​gatekeeper 
C) ​user 
D) ​influencer A

Question 3

Differentiate between value analysis and vendor analysis.Give an example for each.

Accepted Answer

Value analysis examines each component of a purchase in an attempt to either delete the item or replace it with a more cost-effective substitute.
Example: Airplane designers have long recognized the need to make planes as light as possible.Value analysis supports using composite materials such as Kevlar in airplane construction because it weighs less than the metals it replaces.The resulting fuel savings are significant for buyers in this marketplace.
Vendor analysis carries out an ongoing evaluation of a supplier's performance in categories such as price,EDI capability,back orders,delivery times,liability insurance,and attention to special requests.In some cases,vendor analysis is a formal process.Some buyers use a checklist to assess a vendor's performance.A checklist quickly highlights vendors and potential vendors that do not satisfy the purchaser's buying requirements.
Example: Vendor analysis helps the airlines to evaluate the proposals of vendors supplying materials to check if they suit their needs.

Question 4

The linkage between demand for a company's output and its purchases of resources such as machinery,components,supplies,and raw materials is referred to as a(n)_____.

Accepted Answer

A) joint demand 
B) versatile demand 
C) inelastic demand 
D) derived demand 
A) joint demand 
B) versatile demand 
C) inelastic demand 
D) derived demand

Question 5

LifeCare,a small chain of hospitals,is looking to buy new medical equipment for its hospitals.The company decides to look for various options available in the market rather than buying from their usual supplier,as they want new,sophisticated features in the products.This buying situation in which the purchaser is willing to reevaluate its available options is an example of _____.

Accepted Answer

A) straight rebuy 
B) business process reengineering 
C) modified rebuy 
D) cross-docking 
A) straight rebuy 
B) business process reengineering 
C) modified rebuy 
D) cross-docking

Question 6

​Paul is the quality-control specialist for a furniture manufacturer.His job is to develop specifications for every potential purchase of wood and fabric.Within the buying center,Paul plays the role of a(n):

Accepted Answer

A) ​Gatekeeper 
B) ​Decider 
C) ​Influencer 
D) ​Specialist 
E) ​Spec supervisor 
A) ​Gatekeeper 
B) ​Decider 
C) ​Influencer 
D) ​Specialist 
E) ​Spec supervisor

Question 7

Match each item with the correct statement below.
-A(n)_____ occurs when a purchaser is willing to reevaluate available options for repurchasing a good or service.

Accepted Answer

A) merchandisers 
B) trade industries 
C) remanufacturing 
D) nearshoring 
E) end-use application segmentation
F)global sourcing
G)joint demand
H)inelastic demand
I)outsourcing
J)value analysis
K)gatekeeper
L)commercial market
M)reciprocity
N)vendor analysis
O)category advisor
P)modified rebuy
Q)demographic characteristics based segmentation
R)influencers
S)buyer
T)customer-based segmentation 
A) merchandisers 
B) trade industries 
C) remanufacturing 
D) nearshoring 
E) end-use application segmentation
F)global sourcing
G)joint demand
H)inelastic demand
I)outsourcing
J)value analysis
K)gatekeeper
L)commercial market
M)reciprocity
N)vendor analysis
O)category advisor
P)modified rebuy
Q)demographic characteristics based segmentation
R)influencers
S)buyer
T)customer-based segmentation

Question 8

Nadine is an account manager with an insurance brokerage company who provides specialized services to K-12 public and private schools as well as churches and non-profit organizations.Which term best describes Nadine's target market?

Accepted Answer

A) ​institutional market 
B) ​government market 
C) ​charity market 
D) ​commerce market 
A) ​institutional market 
B) ​government market 
C) ​charity market 
D) ​commerce market

Question 9

Demand characteristics remain the same across business and consumer markets,although the marketing techniques tend to vary.

Accepted Answer

A) True 
 B)False

Question 10

What distinguishes the business buying process from the consumer buying process? What do B2B marketers need to understand about organizational buying behavior?

Accepted Answer

The business buying process is more comp

Question 11

Most of the early Internet marketers failed because they did not consider basic marketing principles such as targeting their customers and making sure to fulfill their needs.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following buying behaviors in the consumer markets is similar to new-task buying in business markets?

Accepted Answer

A) Impulsive buying behavior 
B) Limited problem solving 
C) Extended problem solving 
D) Routinized response behavior 
A) Impulsive buying behavior 
B) Limited problem solving 
C) Extended problem solving 
D) Routinized response behavior

Question 13

Reciprocity tends to simplify B2B buying behavior for new suppliers who are trying to compete with preferred vendors.

Accepted Answer

A) True 
 B)False

Question 14

Adam Brooke is the superintendent for a school district and is responsible for making purchasing decisions for the district.He has met with the technology staff and is reviewing proposals from vendors to replace the computers in the labs.The district has purchased computers in the past and has considerable knowledge about buying computers.However,the technology continues to evolve and Adam is willing to devote time to the decision so he and the staff can make the best decision on behalf of the district,teachers and students.What type of buying decision does this situation describe?

Accepted Answer

A) ​modified rebuy 
B) ​new-task 
C) ​straight rebuy 
D) ​limited reorder 
A) ​modified rebuy 
B) ​new-task 
C) ​straight rebuy 
D) ​limited reorder

Question 15

How do just-in-time policies influence business demand?

Accepted Answer

Just-in-time (JIT)inventory policies see

Question 16

Governmental organizations represent the largest segment of the B2B marketplace.

Accepted Answer

A) True 
 B)False

Question 17

The demand for computer microprocessor chips depends on the demand for personal computers.This is an example of a(n):

Accepted Answer

A) joint demand. 
B) derived demand. 
C) volatile demand. 
D) inelastic demand. 
A) joint demand. 
B) derived demand. 
C) volatile demand. 
D) inelastic demand.

Question 18

A firm has decided to purchase hybrid delivery vehicles in response to rising gasoline prices.Which step in the business buying process does this illustrate?

Accepted Answer

A) Determining the characteristics of the needed product 
B) Recognizing a problem or opportunity 
C) Searching for qualified sources 
D) Evaluating proposals and selecting suppliers 
A) Determining the characteristics of the needed product 
B) Recognizing a problem or opportunity 
C) Searching for qualified sources 
D) Evaluating proposals and selecting suppliers

Question 19

The NAICS categorizes the business marketplace into more detailed market segments compared to the SIC system and can be used across borders.

Accepted Answer

A) True 
 B)False

Question 20

A company's buying center encompasses everyone who is involved in any aspect of its buying activity.

Accepted Answer

A) True 
 B)False

_____ are trade sector buyers employed by organizations to secure needed products at the best possible prices.

Differentiate between value analysis and vendor analysis.Give an example for each.

The linkage between demand for a company's output and its purchases of resources such as machinery,components,supplies,and raw materials is referred to as a(n)_____.

Paul is the quality-control specialist for a furniture manufacturer.His job is to develop specifications for every potential purchase of wood and fabric.Within the buying center,Paul plays the role of a(n):

Match each item with the correct statement below. -A(n)_____ occurs when a purchaser is willing to reevaluate available options for repurchasing a good or service.

Nadine is an account manager with an insurance brokerage company who provides specialized services to K-12 public and private schools as well as churches and non-profit organizations.Which term best describes Nadine's target market?

Demand characteristics remain the same across business and consumer markets,although the marketing techniques tend to vary.

What distinguishes the business buying process from the consumer buying process? What do B2B marketers need to understand about organizational buying behavior?

Most of the early Internet marketers failed because they did not consider basic marketing principles such as targeting their customers and making sure to fulfill their needs.

Which of the following buying behaviors in the consumer markets is similar to new-task buying in business markets?

Reciprocity tends to simplify B2B buying behavior for new suppliers who are trying to compete with preferred vendors.

How do just-in-time policies influence business demand?

Governmental organizations represent the largest segment of the B2B marketplace.

The demand for computer microprocessor chips depends on the demand for personal computers.This is an example of a(n):

A firm has decided to purchase hybrid delivery vehicles in response to rising gasoline prices.Which step in the business buying process does this illustrate?

The NAICS categorizes the business marketplace into more detailed market segments compared to the SIC system and can be used across borders.

A company's buying center encompasses everyone who is involved in any aspect of its buying activity.

Marketing: the Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, ethics, and Social Responsibility

Social Media: Living in the Connected World

E-Business: Managing the Customer Experience

Consumer Behavior

Global Marketing

Market Segmentation, targeting, and Positioning

Marketing Research in the Era of Big Data

Relationship Marketing and Customer Relationship Management Crm

Product and Service Strategies

Developing and Managing Brand and Product Categories

Marketing Channels and Supply Chain Management

Retailers, wholesalers, and Direct Marketers

Integrated Marketing Communications, advertising, and Public Relations

Personal Selling and Sales Promotion

Pricing Concepts

Pricing Strategies

Developing an Effective Marketing Plan

Financial Analysis in Marketing

Filters

Exam 7: Business-To-Business B2bmarketing

_____ are trade sector buyers employed by organizations to secure needed products at the best possible prices.

Differentiate between value analysis and vendor analysis.Give an example for each.

The linkage between demand for a company's output and its purchases of resources such as machinery,components,supplies,and raw materials is referred to as a(n)_____.

​Paul is the quality-control specialist for a furniture manufacturer.His job is to develop specifications for every potential purchase of wood and fabric.Within the buying center,Paul plays the role of a(n):

Match each item with the correct statement below. -A(n)_____ occurs when a purchaser is willing to reevaluate available options for repurchasing a good or service.

Nadine is an account manager with an insurance brokerage company who provides specialized services to K-12 public and private schools as well as churches and non-profit organizations.Which term best describes Nadine's target market?

Demand characteristics remain the same across business and consumer markets,although the marketing techniques tend to vary.

What distinguishes the business buying process from the consumer buying process? What do B2B marketers need to understand about organizational buying behavior?

Most of the early Internet marketers failed because they did not consider basic marketing principles such as targeting their customers and making sure to fulfill their needs.

Which of the following buying behaviors in the consumer markets is similar to new-task buying in business markets?

Reciprocity tends to simplify B2B buying behavior for new suppliers who are trying to compete with preferred vendors.

How do just-in-time policies influence business demand?

Governmental organizations represent the largest segment of the B2B marketplace.

The demand for computer microprocessor chips depends on the demand for personal computers.This is an example of a(n):

A firm has decided to purchase hybrid delivery vehicles in response to rising gasoline prices.Which step in the business buying process does this illustrate?

The NAICS categorizes the business marketplace into more detailed market segments compared to the SIC system and can be used across borders.

A company's buying center encompasses everyone who is involved in any aspect of its buying activity.

Marketing: the Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, ethics, and Social Responsibility

Social Media: Living in the Connected World

E-Business: Managing the Customer Experience

Consumer Behavior

Global Marketing

Market Segmentation, targeting, and Positioning

Marketing Research in the Era of Big Data

Relationship Marketing and Customer Relationship Management Crm

Product and Service Strategies

Developing and Managing Brand and Product Categories

Marketing Channels and Supply Chain Management

Retailers, wholesalers, and Direct Marketers

Integrated Marketing Communications, advertising, and Public Relations

Personal Selling and Sales Promotion

Pricing Concepts

Pricing Strategies

Developing an Effective Marketing Plan

Financial Analysis in Marketing

Filters

Paul is the quality-control specialist for a furniture manufacturer.His job is to develop specifications for every potential purchase of wood and fabric.Within the buying center,Paul plays the role of a(n):