Exam 6: Business-To-Business Markets: How and Why Organizations Buy

Identify and then explain which of the three business- to- business buying situations the following scenario categorizes.A growing business that needs an advertising agency for the first time may seek exhaustive information from several firms before selecting one.

Explain the three business- to- business buying situations?

Luxury hotels are fulfilling the role of producers when they buy linens,furniture,and food for the accommodations and meals for their guests.

Sometimes supplier selection is based on ,which means a buyer and a seller agree to purchase each other's goods and services even though the terms of the sales may not be the best available.

Hackers breaking into company sites and destroying company records is a technology .

During the stage of the business buying decision process,the buying center assesses the proposals.

The Green Awning is a flower and gift store.When its owner purchases the green foam used in the bottom of vases of cut flowers,floral tape used in flower arrangements,and gift cards,it is most likely a .

The major classes of business- to- business customers are .

The intranet and the extranet are the same thing.

A description of how business- to- business marketing differs from consumer marketing must include the fact that business- to- business marketing _.

Anyone who has gone to a dentist has seen the drills they use in the first step of filling cavities.One of the major manufacturers of drills for dentists is XGT.In manufacturing its standard drill,it uses three components from other suppliers: an anti- retraction valve,a coupler- based swivel,and a fusion optics system for light.The sale of the anti- retraction valve partly depends on the availability of the lighting system and the swivel because demand for these products is _.

A Maritime seafood products manufacturer hopes to attract Ontario consumers for its Brunswick sardines through a campaign pushing the small fish as a positive food choice.The campaign encouraged consumers to buy more sardines.If consumers purchased more sardines,then supermarkets would stock more sardines,thus creating for the small fish.

Identify and then explain which of the three business- to- business buying situations the following scenario categorizes.Although companies have purchased printers and copiers before,Xerox now offers them a multitasking machine that prints,copies,scans,and faxes.

A Miami restaurant has created atmosphere through its subtle use of blue and green lighting,ceiling fans over each table,and frozen drinks.If its electrical energy supplier raises its prices,the restaurant will most likely .

When a company's professional buyer considered a of a plant to house a new distribution center,he spent a lot of time and effort researching information because this purchase decision was very high- risk,complex task.

Another name for business- to- business marketing is _.

A description of how business- to- business marketing differs from consumer marketing must include the fact that business- to- business marketing _.

What is the difference between extranets and intranets?

Another name for business- to- business marketing is organizational markets.

Many companies maintain ,which are internal corporate computer networks that use Internet technology to link company departments,employees,and databases.