Question 1

Once a search for suppliers is completed and the company makes the suppliers aware of its needs,the company will begin:

Accepted Answer

A) obtaining feedback from its customers. 
B) notifying the distribution channels of the new product introduction. 
C) acquiring and analyzing proposals. 
D) selecting an order routine. 
A) obtaining feedback from its customers. 
B) notifying the distribution channels of the new product introduction. 
C) acquiring and analyzing proposals. 
D) selecting an order routine.

Question 2

A company that groups its customers into categories like manufacturers,wholesalers,and retailers based on buyer's product specifications,is using the psychographic segmentation approach.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following is a distinction between business (B2B)and consumer (B2C)markets? ​

Accepted Answer

A) ​business markets are more complex 
B) ​consumer markets involve more decision makers 
C) ​customer service is more important for B2C purchasers 
D) ​advertising plays a larger role in business markets 
A) ​business markets are more complex 
B) ​consumer markets involve more decision makers 
C) ​customer service is more important for B2C purchasers 
D) ​advertising plays a larger role in business markets

Question 4

The segmentation of B2B marketplace based on how business purchasers will use the product is called:

Accepted Answer

A) segmentation by purchasing category. 
B) segmentation by customer type. 
C) segmentation by end-use application. 
D) segmentation by demographic characteristics. 
A) segmentation by purchasing category. 
B) segmentation by customer type. 
C) segmentation by end-use application. 
D) segmentation by demographic characteristics.

Question 5

_____ refers to a first-time or unique purchase situation that requires considerable effort by decision makers.

Accepted Answer

A) Straight rebuying 
B) New-task buying 
C) Primary buying 
D) Modified rebuying 
A) Straight rebuying 
B) New-task buying 
C) Primary buying 
D) Modified rebuying

Question 6

In the automobile industry,suppliers of components and assemblies frequently build plants close to their customers.

Accepted Answer

A) True 
 B)False

Question 7

The identity of the _____ is the most difficult role for salespeople to pinpoint.

Accepted Answer

A) user 
B) decider 
C) gatekeeper 
D) influencer 
A) user 
B) decider 
C) gatekeeper 
D) influencer

Question 8

Reciprocal arrangements traditionally have been common in industries featuring heterogeneous products.

Accepted Answer

A) True 
 B)False

Question 9

Describe the three organizational buying situations.How do they correlate to the purchasing decisions of consumers?

Accepted Answer

B2B buying situation can be classified i

Question 10

Match each item with the correct statement below.
-A person who controls the information that all members of a buying center will review is referred to as a(n)_____.

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 11

Gatekeepers in the buying center affect the buying decision by determining which individuals within the organization will be part of the buying process.

Accepted Answer

A) True 
 B)False

Question 12

In an effort to better structure the purchasing process,a company may use _____________ to standardize buying decisions.A skilled marketer understands the client's ____________ and realizes that many companies purchase from several vendors,so this pattern is taken into account when the marketer formulates a marketing proposal.​

Accepted Answer

A) ​systems integration; interpersonal influences 
B) ​organizational factors; systems integrations 
C) ​systems integration; organizational factors 
D) ​merchandisers; environmental factors 
E) ​interpersonal influences; organizational factors 
A) ​systems integration; interpersonal influences 
B) ​organizational factors; systems integrations 
C) ​systems integration; organizational factors 
D) ​merchandisers; environmental factors 
E) ​interpersonal influences; organizational factors

Question 13

Which of the following is one of the industry categories created by the Standard Industrial Classification system?

Accepted Answer

A) Health care and social assistance 
B) Professional, scientific, and technical services 
C) Information services 
D) Public administration 
A) Health care and social assistance 
B) Professional, scientific, and technical services 
C) Information services 
D) Public administration

Question 14

The Federal Trade Commission in the United States views reciprocal arrangements as attempts to reduce competition.

Accepted Answer

A) True 
 B)False

Question 15

Match each item with the correct statement below.
-_____ is the systematic study of the components of a purchase to determine the most cost-effective approach.

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 16

The centralization of the procurement function within an internal division or as a service of an external supplier is known as:

Accepted Answer

A) supply chain inversion. 
B) inventory perpetuation. 
C) systems integration. 
D) merchandising. 
A) supply chain inversion. 
B) inventory perpetuation. 
C) systems integration. 
D) merchandising.

Question 17

Businesses choose outsourcing as an alternative to making goods in-house or providing in-house services when:

Accepted Answer

A) they want to reduce the amount of depreciation indicated on their books of account. 
B) proprietary technology has the potential to raise security concerns. 
C) conflicts arise between nonunion outside workers and in-house union employees. 
D) the company needs to reduce costs to remain competitive. 
A) they want to reduce the amount of depreciation indicated on their books of account. 
B) proprietary technology has the potential to raise security concerns. 
C) conflicts arise between nonunion outside workers and in-house union employees. 
D) the company needs to reduce costs to remain competitive.

Question 18

Group purchasing is an important factor in institutional markets as institutions often join cooperative associations to pool purchases for quantity discounts.

Accepted Answer

A) True 
 B)False

Question 19

Match each item with the correct statement below.
-A(n)_____ is a trade industry vendor who develops a comprehensive procurement plan for a retail buyer.

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

When the buying situation is important to marketers,they typically consider whether the customer has made previous purchases or this is the customer's first order,offering special rates or programs for valued clients.You work for a cell phone company that provides the employees at its partner firms with discounts on monthly bills and new products.The longer your partners' employees have used your company's services,the greater their discounts.Which of the following systems can help your firm manage purchasing relationships?​

Accepted Answer

A) ​end-use application systems 
B) ​segmentation of customers by type 
C) ​The Standard Industrial Classification 
D) ​customer relations management tools 
E) ​The North American Industry Classification System 
A) ​end-use application systems 
B) ​segmentation of customers by type 
C) ​The Standard Industrial Classification 
D) ​customer relations management tools 
E) ​The North American Industry Classification System

Once a search for suppliers is completed and the company makes the suppliers aware of its needs,the company will begin:

A company that groups its customers into categories like manufacturers,wholesalers,and retailers based on buyer's product specifications,is using the psychographic segmentation approach.

Which of the following is a distinction between business (B2B)and consumer (B2C)markets?

The segmentation of B2B marketplace based on how business purchasers will use the product is called:

_____ refers to a first-time or unique purchase situation that requires considerable effort by decision makers.

In the automobile industry,suppliers of components and assemblies frequently build plants close to their customers.

The identity of the _____ is the most difficult role for salespeople to pinpoint.

Reciprocal arrangements traditionally have been common in industries featuring heterogeneous products.

Describe the three organizational buying situations.How do they correlate to the purchasing decisions of consumers?

Match each item with the correct statement below. -A person who controls the information that all members of a buying center will review is referred to as a(n)_____.

Gatekeepers in the buying center affect the buying decision by determining which individuals within the organization will be part of the buying process.

Which of the following is one of the industry categories created by the Standard Industrial Classification system?

The Federal Trade Commission in the United States views reciprocal arrangements as attempts to reduce competition.

Match each item with the correct statement below. -_____ is the systematic study of the components of a purchase to determine the most cost-effective approach.

The centralization of the procurement function within an internal division or as a service of an external supplier is known as:

Businesses choose outsourcing as an alternative to making goods in-house or providing in-house services when:

Group purchasing is an important factor in institutional markets as institutions often join cooperative associations to pool purchases for quantity discounts.

Match each item with the correct statement below. -A(n)_____ is a trade industry vendor who develops a comprehensive procurement plan for a retail buyer.

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

Once a search for suppliers is completed and the company makes the suppliers aware of its needs,the company will begin:

A company that groups its customers into categories like manufacturers,wholesalers,and retailers based on buyer's product specifications,is using the psychographic segmentation approach.

Which of the following is a distinction between business (B2B)and consumer (B2C)markets? ​

The segmentation of B2B marketplace based on how business purchasers will use the product is called:

_____ refers to a first-time or unique purchase situation that requires considerable effort by decision makers.

In the automobile industry,suppliers of components and assemblies frequently build plants close to their customers.

The identity of the _____ is the most difficult role for salespeople to pinpoint.

Reciprocal arrangements traditionally have been common in industries featuring heterogeneous products.

Describe the three organizational buying situations.How do they correlate to the purchasing decisions of consumers?

Match each item with the correct statement below. -A person who controls the information that all members of a buying center will review is referred to as a(n)_____.

Gatekeepers in the buying center affect the buying decision by determining which individuals within the organization will be part of the buying process.

Which of the following is one of the industry categories created by the Standard Industrial Classification system?

The Federal Trade Commission in the United States views reciprocal arrangements as attempts to reduce competition.

Match each item with the correct statement below. -_____ is the systematic study of the components of a purchase to determine the most cost-effective approach.

The centralization of the procurement function within an internal division or as a service of an external supplier is known as:

Businesses choose outsourcing as an alternative to making goods in-house or providing in-house services when:

Group purchasing is an important factor in institutional markets as institutions often join cooperative associations to pool purchases for quantity discounts.

Match each item with the correct statement below. -A(n)_____ is a trade industry vendor who develops a comprehensive procurement plan for a retail buyer.

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

Which of the following is a distinction between business (B2B)and consumer (B2C)markets?