Question 1

Technological change is an environmental factor influencing business buying decisions.

Accepted Answer

A) True 
 B)False

Question 2

Vendors who would like to provide products or services to the federal government may need to work through the GSA which is an abbreviation for _______,a central management agency involved in areas such as procurement,property management,and information resources management.

Accepted Answer

A) ​General Services Administration 
B) ​Government Supplies Authority 
C) ​General Supplies Administration 
D) ​Great Services Authority 
A) ​General Services Administration 
B) ​Government Supplies Authority 
C) ​General Supplies Administration 
D) ​Great Services Authority

Question 3

Relationship marketing focuses on developing long-term,value-added customer relationships.

Accepted Answer

A) True 
 B)False

Question 4

_____ is an accounting term that refers to charging a portion of a capital item's cost as a deduction against the company's annual revenue for purposes of determining its net income.

Accepted Answer

A) Valuation 
B) Depreciation 
C) Accretion 
D) Depletion 
A) Valuation 
B) Depreciation 
C) Accretion 
D) Depletion

Question 5

Which of the following factors is considered by marketers while segmenting business markets by purchase categories?

Accepted Answer

A) The precise way a business purchaser will use a product 
B) The complexity and precision of the requirements for goods and services 
C) The customer's transaction history 
D) The sales revenues of the customer's firm 
A) The precise way a business purchaser will use a product 
B) The complexity and precision of the requirements for goods and services 
C) The customer's transaction history 
D) The sales revenues of the customer's firm

Question 6

Which of the following is the final step in the business buying process?

Accepted Answer

A) Selecting an order routine 
B) Evaluating proposals and selecting suppliers 
C) Obtaining feedback and evaluating performance 
D) Acquiring and analyzing proposals 
A) Selecting an order routine 
B) Evaluating proposals and selecting suppliers 
C) Obtaining feedback and evaluating performance 
D) Acquiring and analyzing proposals

Question 7

The buying center is an informal group whose size and composition varies among purchase situations and firms.

Accepted Answer

A) True 
 B)False

Question 8

Airlines continue to purchase the same amount of fuel in order to meet their operational needs regardless of the rise in prices of jet fuel.The type of demand for jet fuel in the above situation is an example of an inelastic demand.

Accepted Answer

A) True 
 B)False

Question 9

A firm deciding to purchase more energy-efficient machines in response to rising fuel prices illustrates the first step in the business buying process.

Accepted Answer

A) True 
 B)False

Question 10

​Susan works for Fashion Supply,a women's clothing wholesaler.Her husband is employed by Target,the popular retailer.Their older son has a job with a gourmet butcher,which supplies top-quality cuts of meat to fancy restaurants.Their younger son was just hired by Lumber Liquidators,the discount flooring seller.Despite the diversity of their employers,all of Sue's family members work in the ____ segment of the business market.

Accepted Answer

A) ​commercial 
B) ​institutions 
C) ​consumer 
D) ​trade 
E) ​regional 
A) ​commercial 
B) ​institutions 
C) ​consumer 
D) ​trade 
E) ​regional

Question 11

Which of the following locations would be ideal for a U.S.firm hoping to nearshore its operations?

Accepted Answer

A) Poland 
B) China 
C) India 
D) Mexico 
A) Poland 
B) China 
C) India 
D) Mexico

Question 12

The distribution channels in consumer markets are relatively shorter compared to those in business markets.

Accepted Answer

A) True 
 B)False

Question 13

Buying practices can differ among institutions of the same type.

Accepted Answer

A) True 
 B)False

Question 14

The business market features a limited number of buyers compared to consumer markets.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following is the largest segment of the business market?

Accepted Answer

A) Trade industries, which include retailers, wholesalers, and resellers 
B) The commercial market, which includes anyone who acquires products to support production of other goods and services 
C) Government organizations, including the military, state, and federal governments 
D) Institutions such as hospitals and churches 
A) Trade industries, which include retailers, wholesalers, and resellers 
B) The commercial market, which includes anyone who acquires products to support production of other goods and services 
C) Government organizations, including the military, state, and federal governments 
D) Institutions such as hospitals and churches

Question 16

_____ is a combination of strategies and tools that drives relationship programs,reorienting the entire organization to a concentrated focus on satisfying buyers.

Accepted Answer

A) Data warehousing 
B) Business process reengineering 
C) Value engineering 
D) Customer relationship management 
A) Data warehousing 
B) Business process reengineering 
C) Value engineering 
D) Customer relationship management

Question 17

Firms usually sell fewer standardized products to organizational buyers than to ultimate consumers.

Accepted Answer

A) True 
 B)False

Question 18

A firm evaluating a supplier's performance in categories such as EDI capability,delivery time,and attention to special requests is carrying out vendor analysis.

Accepted Answer

A) True 
 B)False

Question 19

Match each item with the correct statement below.
-The process of dividing a B2B market based on how a business purchaser will use a product is called _____.

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 20

Explain the four components of business-to-business markets.

Accepted Answer

The four components of business-to-busin

Technological change is an environmental factor influencing business buying decisions.

Vendors who would like to provide products or services to the federal government may need to work through the GSA which is an abbreviation for _______,a central management agency involved in areas such as procurement,property management,and information resources management.

Relationship marketing focuses on developing long-term,value-added customer relationships.

_____ is an accounting term that refers to charging a portion of a capital item's cost as a deduction against the company's annual revenue for purposes of determining its net income.

Which of the following factors is considered by marketers while segmenting business markets by purchase categories?

Which of the following is the final step in the business buying process?

The buying center is an informal group whose size and composition varies among purchase situations and firms.

Airlines continue to purchase the same amount of fuel in order to meet their operational needs regardless of the rise in prices of jet fuel.The type of demand for jet fuel in the above situation is an example of an inelastic demand.

A firm deciding to purchase more energy-efficient machines in response to rising fuel prices illustrates the first step in the business buying process.

Which of the following locations would be ideal for a U.S.firm hoping to nearshore its operations?

The distribution channels in consumer markets are relatively shorter compared to those in business markets.

Buying practices can differ among institutions of the same type.

The business market features a limited number of buyers compared to consumer markets.

Which of the following is the largest segment of the business market?

_____ is a combination of strategies and tools that drives relationship programs,reorienting the entire organization to a concentrated focus on satisfying buyers.

Firms usually sell fewer standardized products to organizational buyers than to ultimate consumers.

A firm evaluating a supplier's performance in categories such as EDI capability,delivery time,and attention to special requests is carrying out vendor analysis.

Match each item with the correct statement below. -The process of dividing a B2B market based on how a business purchaser will use a product is called _____.

Explain the four components of business-to-business markets.

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

Technological change is an environmental factor influencing business buying decisions.

Vendors who would like to provide products or services to the federal government may need to work through the GSA which is an abbreviation for _______,a central management agency involved in areas such as procurement,property management,and information resources management.

Relationship marketing focuses on developing long-term,value-added customer relationships.

_____ is an accounting term that refers to charging a portion of a capital item's cost as a deduction against the company's annual revenue for purposes of determining its net income.

Which of the following factors is considered by marketers while segmenting business markets by purchase categories?

Which of the following is the final step in the business buying process?

The buying center is an informal group whose size and composition varies among purchase situations and firms.

Airlines continue to purchase the same amount of fuel in order to meet their operational needs regardless of the rise in prices of jet fuel.The type of demand for jet fuel in the above situation is an example of an inelastic demand.

A firm deciding to purchase more energy-efficient machines in response to rising fuel prices illustrates the first step in the business buying process.

Which of the following locations would be ideal for a U.S.firm hoping to nearshore its operations?

The distribution channels in consumer markets are relatively shorter compared to those in business markets.

Buying practices can differ among institutions of the same type.

The business market features a limited number of buyers compared to consumer markets.

Which of the following is the largest segment of the business market?

_____ is a combination of strategies and tools that drives relationship programs,reorienting the entire organization to a concentrated focus on satisfying buyers.

Firms usually sell fewer standardized products to organizational buyers than to ultimate consumers.

A firm evaluating a supplier's performance in categories such as EDI capability,delivery time,and attention to special requests is carrying out vendor analysis.

Match each item with the correct statement below. -The process of dividing a B2B market based on how a business purchaser will use a product is called _____.

Explain the four components of business-to-business markets.

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