Question 1

According to recent research, which one of the following are business buyers least likely to use for business purposes?

Accepted Answer

A) webinars 
B) podcasts 
C) LinkedIn 
D) Twitter 
E) online ratings and reviews 
A) webinars 
B) podcasts 
C) LinkedIn 
D) Twitter 
E) online ratings and reviews D

Question 2

Nicknames, birthdates, and spouses' names are all examples of obvious ________.

Accepted Answer

A) firewalls 
B) encryptions 
C) sniffers 
D) passwords 
E) blogs 
A) firewalls 
B) encryptions 
C) sniffers 
D) passwords 
E) blogs D

Question 3

In terms of the buyclass 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  False

Question 4

Another name for business-to-business markets is ________.

Accepted Answer

A) derived markets 
B) functional markets 
C) B2C markets 
D) C2C markets 
E) organizational markets 
A) derived markets 
B) functional markets 
C) B2C markets 
D) C2C markets 
E) organizational markets

Question 5

Business buyers often develop ________, which are written descriptions of the quality, size, weight, warranty, and delivery requirements for a purchase.

Accepted Answer

A) requests for quotations 
B) requests for proposals 
C) vendor analyses 
D) product specifications 
E) evaluative metrics 
A) requests for quotations 
B) requests for proposals 
C) vendor analyses 
D) product specifications 
E) evaluative metrics

Question 6

A participant in a buying centre can only assume one role for any single purchase decision.

Accepted Answer

A) True 
 B)False

Question 7

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

Question 8

Which of the following is the simplest form of B2B e-commerce?

Accepted Answer

A) online catalogs 
B) reciprocal sites 
C) intranets 
D) extranets 
E) private exchanges 
A) online catalogs 
B) reciprocal sites 
C) intranets 
D) extranets 
E) private exchanges

Question 9

Which of the following describes an advantage of LinkedIn?

Accepted Answer

A) It was created by college students for college students. 
B) It facilitates quality introductions among business people. 
C) It provides comparative information on industries in NAFTA countries. 
D) It is a private exchange connecting buyers and suppliers. 
E) It allows approved partners to access a company's intranet. 
A) It was created by college students for college students. 
B) It facilitates quality introductions among business people. 
C) It provides comparative information on industries in NAFTA countries. 
D) It is a private exchange connecting buyers and suppliers. 
E) It allows approved partners to access a company's intranet.

Question 10

How are consumer demand and business-to-business demand of goods and services related?

Accepted Answer

Consumer demand is based on a direct con

Question 11

A new-task buy ________.

Accepted Answer

A) requires less time and effort than a modified rebuy 
B) cannot be used if the buyer uses single sourcing 
C) is characterized by uncertainty and high risk 
D) is similar to routine decision making in the consumer market 
E) begins with a SWOT analysis 
A) requires less time and effort than a modified rebuy 
B) cannot be used if the buyer uses single sourcing 
C) is characterized by uncertainty and high risk 
D) is similar to routine decision making in the consumer market 
E) begins with a SWOT analysis

Question 12

Briefly describe the roles in the buying centre.

Accepted Answer

The text identifies six buying centre ro

Question 13

LinkedIn, Twitter, and Facebook are all examples of ________.

Accepted Answer

A) viral techniques 
B) professional networking sites 
C) social networking sites 
D) private exchanges 
E) Webinars 
A) viral techniques 
B) professional networking sites 
C) social networking sites 
D) private exchanges 
E) Webinars

Question 14

Business-to-business (B2B) e-commerce ________.

Accepted Answer

A) links marketers directly to their business customers 
B) has little effect on the way businesses operate 
C) does not rely upon the Internet 
D) has only two simple forms 
E) is conducted almost exclusively through private exchanges 
A) links marketers directly to their business customers 
B) has little effect on the way businesses operate 
C) does not rely upon the Internet 
D) has only two simple forms 
E) is conducted almost exclusively through private exchanges

Question 15

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

Accepted Answer

A) Web sites 
B) search engines 
C) extranets 
D) intranets 
E) private exchanges 
A) Web sites 
B) search engines 
C) extranets 
D) intranets 
E) private exchanges

Question 16

What is the difference between producers and resellers?

Accepted Answer

Producers purchase products for the prod

Question 17

GolfSeb.com, a popular site for golfing enthusiasts to trade tips and war stories about the best courses and the toughest holes, is an example of B2B e-commerce.

Accepted Answer

A) True 
 B)False

Question 18

Virtual trade shows are becoming popular in the B2B world because more visitors attend virtual trade shows than in-person events.

Accepted Answer

A) True 
 B)False

Question 19

Business-to-business markets do NOT include ________.

Accepted Answer

A) manufacturers 
B) wholesalers 
C) end consumers 
D) retailers 
E) government agencies 
A) manufacturers 
B) wholesalers 
C) end consumers 
D) retailers 
E) government agencies

Question 20

Which of the following is an advantage of using single sourcing?

Accepted Answer

A) Suppliers are more likely to remain cost-competitive. 
B) Buyers are less reliant on one firm to deliver the needed goods without interruption. 
C) The buyer and seller agree to be each other's customers. 
D) Consistency of quality of materials input into the product process is greater. 
E) Buyers have other suppliers to fall back on if one supplier fails. 
A) Suppliers are more likely to remain cost-competitive. 
B) Buyers are less reliant on one firm to deliver the needed goods without interruption. 
C) The buyer and seller agree to be each other's customers. 
D) Consistency of quality of materials input into the product process is greater. 
E) Buyers have other suppliers to fall back on if one supplier fails.

According to recent research, which one of the following are business buyers least likely to use for business purposes?

Nicknames, birthdates, and spouses' names are all examples of obvious ________.

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

Another name for business-to-business markets is ________.

Business buyers often develop ________, which are written descriptions of the quality, size, weight, warranty, and delivery requirements for a purchase.

A participant in a buying centre can only assume one role for any single purchase decision.

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 ________.

Which of the following is the simplest form of B2B e-commerce?

Which of the following describes an advantage of LinkedIn?

How are consumer demand and business-to-business demand of goods and services related?

A new-task buy ________.

Briefly describe the roles in the buying centre.

LinkedIn, Twitter, and Facebook are all examples of ________.

Business-to-business (B2B) e-commerce ________.

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

What is the difference between producers and resellers?

GolfSeb.com, a popular site for golfing enthusiasts to trade tips and war stories about the best courses and the toughest holes, is an example of B2B e-commerce.

Virtual trade shows are becoming popular in the B2B world because more visitors attend virtual trade shows than in-person events.

Business-to-business markets do NOT include ________.

Which of the following is an advantage of using single sourcing?

Welcome to the World of Marketing: Create and Deliver Value

Strategic Market Planning: Take the Big Picture

Marketing Research: Gather, Analyze, and Use Information

Consumer Behaviour: How and Why We Buy ?

Sharpen the Focus: Target Marketing Strategies and Customer Relationship

Create the Product

Manage the Product

Price the Product

One to Many to Many to Many: Traditional and New Media

Advertising, Public Relations, Promotions, Direct Marketing and Personal Selling

Deliver the Value Through Supply Chain Management, Channels of Distribution, and Logistics

Filters

Exam 5: Business-To-Business Markets: How and Why Organizations Buy?

According to recent research, which one of the following are business buyers least likely to use for business purposes?

Nicknames, birthdates, and spouses' names are all examples of obvious ________.

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

Another name for business-to-business markets is ________.

Business buyers often develop ________, which are written descriptions of the quality, size, weight, warranty, and delivery requirements for a purchase.

A participant in a buying centre can only assume one role for any single purchase decision.

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 ________.

Which of the following is the simplest form of B2B e-commerce?

Which of the following describes an advantage of LinkedIn?

How are consumer demand and business-to-business demand of goods and services related?

A new-task buy ________.

Briefly describe the roles in the buying centre.

LinkedIn, Twitter, and Facebook are all examples of ________.

Business-to-business (B2B) e-commerce ________.

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

What is the difference between producers and resellers?

GolfSeb.com, a popular site for golfing enthusiasts to trade tips and war stories about the best courses and the toughest holes, is an example of B2B e-commerce.

Virtual trade shows are becoming popular in the B2B world because more visitors attend virtual trade shows than in-person events.

Business-to-business markets do NOT include ________.

Which of the following is an advantage of using single sourcing?

Welcome to the World of Marketing: Create and Deliver Value

Strategic Market Planning: Take the Big Picture

Marketing Research: Gather, Analyze, and Use Information

Consumer Behaviour: How and Why We Buy ?

Sharpen the Focus: Target Marketing Strategies and Customer Relationship

Create the Product

Manage the Product

Price the Product

One to Many to Many to Many: Traditional and New Media

Advertising, Public Relations, Promotions, Direct Marketing and Personal Selling

Deliver the Value Through Supply Chain Management, Channels of Distribution, and Logistics

Filters