Question 1

A manufacturer who produces glass for microwave oven doors,shower enclosures,and patio tabletops is likely to segment his business customers on the basis of:

Accepted Answer

A) geographic locations. 
B) end-use application. 
C) demographic characteristics. 
D) psychographic characteristics. 
A) geographic locations. 
B) end-use application. 
C) demographic characteristics. 
D) psychographic characteristics.

Question 2

​After buying sterile gloves from one vendor for many years,Mercy Hospital has now decided to search for a lower-cost supplier.Which of the following is an accurate classification of Mercy's buying situation?

Accepted Answer

A) ​It is moving from straight rebuying to modified rebuying. 
B) ​It is moving from a repurchase to a reevaluation. 
C) ​It will engage in reciprocity. 
D) ​It will be involved in new-task buying. 
E) ​It is moving from standard buying to custom buying. 
A) ​It is moving from straight rebuying to modified rebuying. 
B) ​It is moving from a repurchase to a reevaluation. 
C) ​It will engage in reciprocity. 
D) ​It will be involved in new-task buying. 
E) ​It is moving from standard buying to custom buying.

Question 3

A _____ is a trade industry vendor who develops a comprehensive procurement plan for a retail buyer.

Accepted Answer

A) category captain 
B) merchandiser 
C) boundary spanner 
D) gatekeeper 
A) category captain 
B) merchandiser 
C) boundary spanner 
D) gatekeeper

Question 4

Members of the trade industries acquire products primarily to support the production of other goods and services.

Accepted Answer

A) True 
 B)False

Question 5

​Choose the scenario(s)that illustrate(s)derived demand.

Accepted Answer

A) ​If restaurant customers order more sandwiches, commercial bakeries sell the restaurants more bread. 
B) ​If fewer people buy cars, auto makers reduce their purchases from suppliers of windshield glass. 
C) ​If children lose interest in playing video games, fewer parents buy the XBox. 
D) ​If airline travel increases, suppliers of packaged meals sell the airlines more food. 
A) ​If restaurant customers order more sandwiches, commercial bakeries sell the restaurants more bread. 
B) ​If fewer people buy cars, auto makers reduce their purchases from suppliers of windshield glass. 
C) ​If children lose interest in playing video games, fewer parents buy the XBox. 
D) ​If airline travel increases, suppliers of packaged meals sell the airlines more food.

Question 6

B2B relationships tend to last longer than those in the consumer market.

Accepted Answer

A) True 
 B)False

Question 7

A buying situation in which business purchasers are willing to reevaluate their available options is known as:

Accepted Answer

A) a straight rebuy. 
B) a modified rebuy. 
C) new-task buying. 
D) value engineering. 
A) a straight rebuy. 
B) a modified rebuy. 
C) new-task buying. 
D) value engineering.

Question 8

The function performed by the gatekeeper in the company buying center is to:

Accepted Answer

A) inform potential suppliers about the required specifications of the product. 
B) select a supplier and implement the procedures for securing the goods and services. 
C) choose which goods and services will actually be bought. 
D) control the information that all buying center members will review. 
A) inform potential suppliers about the required specifications of the product. 
B) select a supplier and implement the procedures for securing the goods and services. 
C) choose which goods and services will actually be bought. 
D) control the information that all buying center members will review.

Question 9

Business markets differ from consumer markets in that,in business markets:

Accepted Answer

A) the products sold are mostly standardized and fit broader market segments compared to consumer products. 
B) the distribution channels are longer as the product passes through a number of intermediate links. 
C) the buying process is less complex and involves fewer decision makers. 
D) advertising plays a much smaller role when compared to the consumer market. 
A) the products sold are mostly standardized and fit broader market segments compared to consumer products. 
B) the distribution channels are longer as the product passes through a number of intermediate links. 
C) the buying process is less complex and involves fewer decision makers. 
D) advertising plays a much smaller role when compared to the consumer market.

Question 10

Praga is an automobile manufacturing company that makes cars.Praga buys steel,aluminum,paints,car engines and other necessary components from various suppliers around the world and assembles them together to make a final product.Praga belongs to the _____ component of the business-to-business market.

Accepted Answer

A) commercial market 
B) trade industries 
C) institutions 
D) governmental organizations 
A) commercial market 
B) trade industries 
C) institutions 
D) governmental organizations

Question 11

​Now that you've rented a larger office space,you've decided to outsource the cleaning task instead of hiring more janitors.Which of the following would not be a potential advantage of this decision?

Accepted Answer

A) ​It may help reduce your costs. 
B) ​It may help improve the quality of the cleaning. 
C) ​It may help you concentrate your resources on your core business. 
D) ​You may be able to obtain a performance guarantee. 
E) ​It may eliminate the challenges involved in managing contracts and relationships. 
A) ​It may help reduce your costs. 
B) ​It may help improve the quality of the cleaning. 
C) ​It may help you concentrate your resources on your core business. 
D) ​You may be able to obtain a performance guarantee. 
E) ​It may eliminate the challenges involved in managing contracts and relationships.

Question 12

Which of the following is most likely to help marketers to segment organizational buyers by purchase categories?

Accepted Answer

A) Business process reengineering 
B) Value engineering 
C) Management by objectives 
D) Customer relationship management 
A) Business process reengineering 
B) Value engineering 
C) Management by objectives 
D) Customer relationship management

Question 13

The consumer market equivalent of new-task buying is limited problem solving.

Accepted Answer

A) True 
 B)False

Question 14

You work for an airline company that has been leasing planes from two competing vendors.When a new vice president (VP)of communications joins your company,he asks for a performance review on the two vendors.You realize that your team has failed to keep thorough evaluations of the two companies,so you provide them with a formal evaluation tool and ask them to obtain feedback from the two companies.A few weeks later you obtain an evaluation letter from one of the vendors highlighting the following: The employees at our Cambodian site believe in our company's overall mission and are committed to employing cost cutting practices that do not forego our products' value.
Through minimizing time spent per product and by ensuring that all staff attend mandatory trainings,we have been able to cut costs by 30%,streamline internal business systems,increase customer loyalty,and increase customer satisfaction.
Which of the following items is missing from the performance evaluation?​

Accepted Answer

A) ​product quality 
B) ​budget and time 
C) ​effectiveness and efficiency 
D) ​relationships with internal staff 
E) ​whether companies use outsourcing 
A) ​product quality 
B) ​budget and time 
C) ​effectiveness and efficiency 
D) ​relationships with internal staff 
E) ​whether companies use outsourcing

Question 15

When a business pays for the use of an equipment owned by an outside supplier for a specified period of time,the process is known as:

Accepted Answer

A) outsourcing. 
B) supply inversion. 
C) leasing. 
D) nearshoring. 
A) outsourcing. 
B) supply inversion. 
C) leasing. 
D) nearshoring.

Question 16

Which of the following will be considered an institutional buyer?

Accepted Answer

A) The Federal Government 
B) Wholesalers 
C) Hospitals 
D) Department of Defense 
A) The Federal Government 
B) Wholesalers 
C) Hospitals 
D) Department of Defense

Question 17

Purchasing decisions in the B2B sectors are more complex,take longer to negotiate,and often include many levels of decision making.

Accepted Answer

A) True 
 B)False

Question 18

If the demand for a product stays almost constant throughout an industry regardless of the change in the price of the product,it can be said that the product is experiencing a(n)_____ demand.

Accepted Answer

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

Question 19

Merchandisers are trade sector buyers who secure needed products at the best possible prices.

Accepted Answer

A) True 
 B)False

Question 20

The organizational buying process has more steps than the consumer buying process,which can be attributed to:

Accepted Answer

A) shorter durations of customer relationships formed in business markets. 
B) less standardized products sold in consumer markets. 
C) lack of interpersonal and environmental influences on consumer buying decisions. 
D) relatively complex buying process with greater number of decision makers in business markets. 
A) shorter durations of customer relationships formed in business markets. 
B) less standardized products sold in consumer markets. 
C) lack of interpersonal and environmental influences on consumer buying decisions. 
D) relatively complex buying process with greater number of decision makers in business markets.

A manufacturer who produces glass for microwave oven doors,shower enclosures,and patio tabletops is likely to segment his business customers on the basis of:

After buying sterile gloves from one vendor for many years,Mercy Hospital has now decided to search for a lower-cost supplier.Which of the following is an accurate classification of Mercy's buying situation?

A _____ is a trade industry vendor who develops a comprehensive procurement plan for a retail buyer.

Members of the trade industries acquire products primarily to support the production of other goods and services.

Choose the scenario(s)that illustrate(s)derived demand.

B2B relationships tend to last longer than those in the consumer market.

A buying situation in which business purchasers are willing to reevaluate their available options is known as:

The function performed by the gatekeeper in the company buying center is to:

Business markets differ from consumer markets in that,in business markets:

Now that you've rented a larger office space,you've decided to outsource the cleaning task instead of hiring more janitors.Which of the following would not be a potential advantage of this decision?

Which of the following is most likely to help marketers to segment organizational buyers by purchase categories?

The consumer market equivalent of new-task buying is limited problem solving.

When a business pays for the use of an equipment owned by an outside supplier for a specified period of time,the process is known as:

Which of the following will be considered an institutional buyer?

Purchasing decisions in the B2B sectors are more complex,take longer to negotiate,and often include many levels of decision making.

If the demand for a product stays almost constant throughout an industry regardless of the change in the price of the product,it can be said that the product is experiencing a(n)_____ demand.

Merchandisers are trade sector buyers who secure needed products at the best possible prices.

The organizational buying process has more steps than the consumer buying process,which can be attributed to:

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

A manufacturer who produces glass for microwave oven doors,shower enclosures,and patio tabletops is likely to segment his business customers on the basis of:

​After buying sterile gloves from one vendor for many years,Mercy Hospital has now decided to search for a lower-cost supplier.Which of the following is an accurate classification of Mercy's buying situation?

A _____ is a trade industry vendor who develops a comprehensive procurement plan for a retail buyer.

Members of the trade industries acquire products primarily to support the production of other goods and services.

​Choose the scenario(s)that illustrate(s)derived demand.

B2B relationships tend to last longer than those in the consumer market.

A buying situation in which business purchasers are willing to reevaluate their available options is known as:

The function performed by the gatekeeper in the company buying center is to:

Business markets differ from consumer markets in that,in business markets:

​Now that you've rented a larger office space,you've decided to outsource the cleaning task instead of hiring more janitors.Which of the following would not be a potential advantage of this decision?

Which of the following is most likely to help marketers to segment organizational buyers by purchase categories?

The consumer market equivalent of new-task buying is limited problem solving.

When a business pays for the use of an equipment owned by an outside supplier for a specified period of time,the process is known as:

Which of the following will be considered an institutional buyer?

Purchasing decisions in the B2B sectors are more complex,take longer to negotiate,and often include many levels of decision making.

If the demand for a product stays almost constant throughout an industry regardless of the change in the price of the product,it can be said that the product is experiencing a(n)_____ demand.

Merchandisers are trade sector buyers who secure needed products at the best possible prices.

The organizational buying process has more steps than the consumer buying process,which can be attributed to:

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

After buying sterile gloves from one vendor for many years,Mercy Hospital has now decided to search for a lower-cost supplier.Which of the following is an accurate classification of Mercy's buying situation?

Choose the scenario(s)that illustrate(s)derived demand.

Now that you've rented a larger office space,you've decided to outsource the cleaning task instead of hiring more janitors.Which of the following would not be a potential advantage of this decision?