Question 1

Demand in business markets _ _.

Accepted Answer

A) changes on a case- by- case basis 
B) is the same as in consumer demand 
C) differs from consumer demand 
D) is something not addressed in marketing 
E) none of the above 
A) changes on a case- by- case basis 
B) is the same as in consumer demand 
C) differs from consumer demand 
D) is something not addressed in marketing 
E) none of the above

Question 2

are customers for raw materials.

Accepted Answer

A) Resellers 
B) Not- for- profits 
C) Distributors 
D) Producers 
E) Resuppliers 
A) Resellers 
B) Not- for- profits 
C) Distributors 
D) Producers 
E) Resuppliers

Question 3

Both B2C and B2B e- commerce companies are making sure that only authorized individuals are allowed to access a site and place an order.These companies are concerned with .

Accepted Answer

A) private exchange 
B) security issues 
C) straight rebuys 
D) search engines 
E) single sourcing 
A) private exchange 
B) security issues 
C) straight rebuys 
D) search engines 
E) single sourcing

Question 4

Because PPG Industries is a producer,the company may experience since the number of units PPG's customers want to buy is dependent on the volume the customers will sell to their customers.

Accepted Answer

A) consumer demand 
B) resupplying 
C) elastic pricing 
D) single source 
E) derived demand 
A) consumer demand 
B) resupplying 
C) elastic pricing 
D) single source 
E) derived demand

Question 5

Which of the following statements about organizational marketing is true?

Accepted Answer

A) Demand for products in the organizational market is derived from demand for consumer products. 
B) Joint demand is not a factor. 
C) Organizational marketers have a broad customer base and a large number of buyers. 
D) The average purchase size in organizational marketing is much smaller than the average purchase size in the consumer market. 
E) Most demand for organizational markets is fixed. 
A) Demand for products in the organizational market is derived from demand for consumer products. 
B) Joint demand is not a factor. 
C) Organizational marketers have a broad customer base and a large number of buyers. 
D) The average purchase size in organizational marketing is much smaller than the average purchase size in the consumer market. 
E) Most demand for organizational markets is fixed.

Question 6

A(n)is a combination of hardware and software that ensures only authorized individuals gain entry into a computer system.

Accepted Answer

A) transaction barrier 
B) intranet maze 
C) firewall 
D) locked door 
E) dead- end 
A) transaction barrier 
B) intranet maze 
C) firewall 
D) locked door 
E) dead- end

Question 7

The North American Industry Classification System (NAICS)_ .

Accepted Answer

A) includes information about industries in Mexico,Canada,and the United States 
B) uses a two- digit code that sorts industries into subsectors 
C) is a replacement for the Yellow Pages 
D) is a listing of consumer products 
E) was developed in Europe 
A) includes information about industries in Mexico,Canada,and the United States 
B) uses a two- digit code that sorts industries into subsectors 
C) is a replacement for the Yellow Pages 
D) is a listing of consumer products 
E) was developed in Europe

Question 8

In the business- to- business buying decision process,in the product and supplier selection step,what is the difference between outsourcing and reverse marketing?

Accepted Answer

Outsourcing occurs when firms obtain out

Question 9

Explain the security issues that B2B e- commerce companies face.

Accepted Answer

The major security threats B2B e- commer

Question 10

Porsche purchases thousands of different parts such as stereos to manufacture their cars.Explain derived demand in this situation.

Accepted Answer

Business- to- business demand is derived

Question 11

Briefly describe the roles in the buying center.

Accepted Answer

Buyer has the respon

Question 12

In terms of the buy class framework,the purchase of paper towels and toilet paper to restock an employee restroom would be an example of a modified rebuy.

Accepted Answer

A) True 
 B)False

Question 13

In terms of organizational markets,an automobile company,a theme park company,and a food processing company are all examples of .

Accepted Answer

A) not- for- profit markets 
B) resuppliers 
C) distributors 
D) resellers 
E) producers 
A) not- for- profit markets 
B) resuppliers 
C) distributors 
D) resellers 
E) producers

Question 14

Worthington Farm raises chickens.For years,it has used wooden coops for hauling its poultry to market.When Bob Worthington went to reuse some of his coops,he noticed many of them could not be sufficiently cleaned for reuse and ought to be replaced.Worthington was at which stage of the business buying process when he decided to replace his old coops?

Accepted Answer

A) information search 
B) prepurchase evaluation 
C) a vendor analysis 
D) information evaluation 
E) problem recognition 
A) information search 
B) prepurchase evaluation 
C) a vendor analysis 
D) information evaluation 
E) problem recognition

Question 15

The success of one company in one industry may depend on another company in a different industry.This dependence could create a situation of .

Accepted Answer

A) value- added demand 
B) inelastic demand 
C) elasticity 
D) micro- dependent demand 
E) derived demand 
A) value- added demand 
B) inelastic demand 
C) elasticity 
D) micro- dependent demand 
E) derived demand

Question 16

A consumer package goods producer sells its consumer package goods to wholesalers who in turn sell the product to retailers.The wholesaler is considered a .

Accepted Answer

A) producer 
B) facilitator 
C) reseller 
D) organizational 
E) consumer 
A) producer 
B) facilitator 
C) reseller 
D) organizational 
E) consumer

Question 17

Companies like PPG Industries,a producer of glass for windows,sell products in the consumer market.

Accepted Answer

A) True 
 B)False

Question 18

Explain two advantages a firm may realize from engaging in B2B e- commerce.

Accepted Answer

The text lists these advantages companie

Question 19

Straight rebuys .

Accepted Answer

A) are comparable to comparison shopping in the consumer market 
B) often involve products with low risks 
C) are more complex than new- task buys 
D) are the most complex of purchase types because they require customer relationship management 
E) occur when a buyer wants to shop around for the best deal 
A) are comparable to comparison shopping in the consumer market 
B) often involve products with low risks 
C) are more complex than new- task buys 
D) are the most complex of purchase types because they require customer relationship management 
E) occur when a buyer wants to shop around for the best deal

Question 20

In terms of organizational markets,discount stores are examples of .

Accepted Answer

A) resuppliers 
B) not- for- profit markets 
C) resellers 
D) producers 
E) facilitating agents 
A) resuppliers 
B) not- for- profit markets 
C) resellers 
D) producers 
E) facilitating agents

Demand in business markets _ _.

are customers for raw materials.

Both B2C and B2B e- commerce companies are making sure that only authorized individuals are allowed to access a site and place an order.These companies are concerned with .

Because PPG Industries is a producer,the company may experience since the number of units PPG's customers want to buy is dependent on the volume the customers will sell to their customers.

Which of the following statements about organizational marketing is true?

A(n)is a combination of hardware and software that ensures only authorized individuals gain entry into a computer system.

The North American Industry Classification System (NAICS)_ .

In the business- to- business buying decision process,in the product and supplier selection step,what is the difference between outsourcing and reverse marketing?

Explain the security issues that B2B e- commerce companies face.

Porsche purchases thousands of different parts such as stereos to manufacture their cars.Explain derived demand in this situation.

Briefly describe the roles in the buying center.

In terms of the buy class framework,the purchase of paper towels and toilet paper to restock an employee restroom would be an example of a modified rebuy.

In terms of organizational markets,an automobile company,a theme park company,and a food processing company are all examples of .

The success of one company in one industry may depend on another company in a different industry.This dependence could create a situation of .

A consumer package goods producer sells its consumer package goods to wholesalers who in turn sell the product to retailers.The wholesaler is considered a .

Companies like PPG Industries,a producer of glass for windows,sell products in the consumer market.

Explain two advantages a firm may realize from engaging in B2B e- commerce.

Straight rebuys .

In terms of organizational markets,discount stores are examples of .

Welcome to the World of Marketing: Createand Deliver Value

Strategic Market Planning: Capture the Big Picture

Thriving in the Marketing Environment: the World Is Flat

Marketing Research: Gather,analyze,and Use Information

Consumer Behavior: How and Why We Buy

Sharpening the Focus: Target Marketing Strategies and Cus-Tomer Relationship Management

Create the Product

Manage the Product

Services and Other Intangibles: Marketing the Product That Isnt There

Pricing the Product

Catch the Buzz: Promotional Strategy and Integrated Marketing Communication

Advertising,sales Promotion,and Public Relations

Personal Selling,sales Management,and Direct Marketing

Deliver Value Through Supply Chain Manage-Ment: Channels of Distribution and Logistics

Retailing: Bricks and Clicks

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

Demand in business markets _ _.

are customers for raw materials.

Both B2C and B2B e- commerce companies are making sure that only authorized individuals are allowed to access a site and place an order.These companies are concerned with .

Because PPG Industries is a producer,the company may experience since the number of units PPG's customers want to buy is dependent on the volume the customers will sell to their customers.

Which of the following statements about organizational marketing is true?

A(n)is a combination of hardware and software that ensures only authorized individuals gain entry into a computer system.

The North American Industry Classification System (NAICS)_ .

In the business- to- business buying decision process,in the product and supplier selection step,what is the difference between outsourcing and reverse marketing?

Explain the security issues that B2B e- commerce companies face.

Porsche purchases thousands of different parts such as stereos to manufacture their cars.Explain derived demand in this situation.

Briefly describe the roles in the buying center.

In terms of the buy class framework,the purchase of paper towels and toilet paper to restock an employee restroom would be an example of a modified rebuy.

In terms of organizational markets,an automobile company,a theme park company,and a food processing company are all examples of .

The success of one company in one industry may depend on another company in a different industry.This dependence could create a situation of .

A consumer package goods producer sells its consumer package goods to wholesalers who in turn sell the product to retailers.The wholesaler is considered a .

Companies like PPG Industries,a producer of glass for windows,sell products in the consumer market.

Explain two advantages a firm may realize from engaging in B2B e- commerce.

Straight rebuys .

In terms of organizational markets,discount stores are examples of .

Welcome to the World of Marketing: Createand Deliver Value

Strategic Market Planning: Capture the Big Picture

Thriving in the Marketing Environment: the World Is Flat

Marketing Research: Gather,analyze,and Use Information

Consumer Behavior: How and Why We Buy

Sharpening the Focus: Target Marketing Strategies and Cus-Tomer Relationship Management

Create the Product

Manage the Product

Services and Other Intangibles: Marketing the Product That Isnt There

Pricing the Product

Catch the Buzz: Promotional Strategy and Integrated Marketing Communication

Advertising,sales Promotion,and Public Relations

Personal Selling,sales Management,and Direct Marketing

Deliver Value Through Supply Chain Manage-Ment: Channels of Distribution and Logistics

Retailing: Bricks and Clicks

Filters