Question 1

The demand for raw materials and semifinished goods purchased by business firms in B2B markets is:

Accepted Answer

A)  derived. 
B)  competitive. 
C)  latent. 
D)  composite. 
E)  negative. 
A)  derived. 
B)  competitive. 
C)  latent. 
D)  composite. 
E)  negative.

Question 2

What is the significance of white papers in B2B markets?

Accepted Answer

The majority of business-to-business (B2

Question 3

What is derived demand?

Accepted Answer

Derived demand is the linkage between co

Question 4

Terrance buys defective clothes that are stockpiled in warehouses of factories and sells them to retailers for a discount.Terrance is a(n):

Accepted Answer

A)  manufacturer. 
B)  initiator. 
C)  consumer. 
D)  gatekeeper. 
E)  reseller. 
A)  manufacturer. 
B)  initiator. 
C)  consumer. 
D)  gatekeeper. 
E)  reseller.

Question 5

The buying effort in business-to-business markets is structured,and involves technically trained and qualified professionals.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following statements is true about white papers in a business-to-business (B2B)environment?

Accepted Answer

A)  About fewer than 5 percent of B2B buyers regularly read white papers before making a purchase. 
B)  White papers are usually directed specifically at household consumers. 
C)  The goal of white papers is to guarantee profits from sale of goods and services. 
D)  A good white paper usually provides information about the industry in a promotional sense. 
E)  A significant majority of B2B marketers use white papers for their marketing efforts. 
A)  About fewer than 5 percent of B2B buyers regularly read white papers before making a purchase. 
B)  White papers are usually directed specifically at household consumers. 
C)  The goal of white papers is to guarantee profits from sale of goods and services. 
D)  A good white paper usually provides information about the industry in a promotional sense. 
E)  A significant majority of B2B marketers use white papers for their marketing efforts.

Question 7

A cloth manufacturing company requires raw materials such as cotton and jute for its range of products.To gain more knowledge about its needs,the company is guided by a set of documents that provides valuable information about the current trends in the industry.The document also gives various inputs on arriving at the solution for the problem at hand.This type of document is most likely to be in the nature of a:

Accepted Answer

A)  mission statement. 
B)  débenture. 
C)  reverse auction. 
D)  bond. 
E)  white paper. 
A)  mission statement. 
B)  débenture. 
C)  reverse auction. 
D)  bond. 
E)  white paper.

Question 8

AutoParts Inc.is a firm involved in producing various electrical components used in the production of cars.The demand for its products is dependent on the demand for new cars.Which of the following best explains the demand for AutoParts' products?

Accepted Answer

A)  Latent demand 
B)  Composite demand 
C)  Negative demand 
D)  Competitive demand 
E)  Derived demand 
A)  Latent demand 
B)  Composite demand 
C)  Negative demand 
D)  Competitive demand 
E)  Derived demand

Question 9

An automobile firm has received its order placed with a supplier firm.The company associates are assessing the quality of the product and the other issues associated with the deal.In the context of the business-to-business (B2B)buying process,the automobile company is in the stage of:

Accepted Answer

A)  need recognition. 
B)  order specification. 
C)  vendor performance analysis. 
D)  product specification. 
E)  RFP process. 
A)  need recognition. 
B)  order specification. 
C)  vendor performance analysis. 
D)  product specification. 
E)  RFP process.

Question 10

Which of the following statements is true about business-to-business (B2B)markets?

Accepted Answer

A)  Institutions such as hospitals and prisons are excluded from conducting B2B transactions. 
B)  Distributors in a B2B market are those which usually buy raw materials,components,and parts that allow them to manufacture their own goods. 
C)  Usually,information about government buying can be obtained from Business Access Canada or from MERX. 
D)  In a B2B market,resellers completely alter the form of the product before selling it. 
E)  In most countries,the central government tends to be one of the smallest contributors to the purchase of goods and services. 
A)  Institutions such as hospitals and prisons are excluded from conducting B2B transactions. 
B)  Distributors in a B2B market are those which usually buy raw materials,components,and parts that allow them to manufacture their own goods. 
C)  Usually,information about government buying can be obtained from Business Access Canada or from MERX. 
D)  In a B2B market,resellers completely alter the form of the product before selling it. 
E)  In most countries,the central government tends to be one of the smallest contributors to the purchase of goods and services.

Question 11

In a buying centre,the role of controlling information or access to decision makers is called the:

Accepted Answer

A)  decider. 
B)  initiator. 
C)  influencer. 
D)  gatekeeper. 
E)  buyer. 
A)  decider. 
B)  initiator. 
C)  influencer. 
D)  gatekeeper. 
E)  buyer.

Question 12

A car sales showroom specifies a particular brand of mag wheels to be used for the car it sells.The company considers the request made by the showroom and decides to use the wheels in its cars.The role played by the showroom is similar to that of a(n):

Accepted Answer

A)  decider. 
B)  gatekeeper. 
C)  moderator. 
D)  buyer. 
E)  initiator. 
A)  decider. 
B)  gatekeeper. 
C)  moderator. 
D)  buyer. 
E)  initiator.

Question 13

A shoe manufacturing company requires high-quality leather to make shoes that can be used for trekking.It conducts extensive research on the various alternatives available in the market and evaluates thoroughly the pros and cons of it.It spends vast amount of time at every stage of its decision-making process,and draws in heavy participation from each of its members in the buying process.The shoe manufacturing firm is most likely to be involved in a(n):

Accepted Answer

A)  modified rebuy. 
B)  repeat buy. 
C)  new buy. 
D)  straight rebuy. 
E)  impulsive buy. 
A)  modified rebuy. 
B)  repeat buy. 
C)  new buy. 
D)  straight rebuy. 
E)  impulsive buy.

Question 14

Annie is asked to do a performance analysis for a vendor who supplies raw materials to her construction company.What are the steps that Annie is likely to adopt while doing the performance analysis?

Accepted Answer

Annie is likely to use the following ste

Question 15

The buying centre participant who first suggests buying the particular product or service is called a(n):

Accepted Answer

A)  influencer. 
B)  decider. 
C)  initiator. 
D)  gatekeeper. 
E)  buyer. 
A)  influencer. 
B)  decider. 
C)  initiator. 
D)  gatekeeper. 
E)  buyer.

Question 16

Business-to-business marketing involves transactions between:

Accepted Answer

A)  firms that market goods and services and the ultimate consumers. 
B)  local and federal governments and the consumers. 
C)  firms that market goods and services and other businesses. 
D)  firms that provide products and services and their employees. 
E)  firms that market goods and services and their union members. 
A)  firms that market goods and services and the ultimate consumers. 
B)  local and federal governments and the consumers. 
C)  firms that market goods and services and other businesses. 
D)  firms that provide products and services and their employees. 
E)  firms that market goods and services and their union members.

Question 17

Which of the following tends to be the largest group of purchasers of goods and services in most countries?

Accepted Answer

A)  Central governments 
B)  Manufacturers 
C)  Wholesalers 
D)  Gatekeepers 
E)  Retailers 
A)  Central governments 
B)  Manufacturers 
C)  Wholesalers 
D)  Gatekeepers 
E)  Retailers

Question 18

In a modified rebuy,the buying organization buys additional units of the products that had previously been purchased.

Accepted Answer

A) True 
 B)False

Question 19

Differentiate between business-to-business (B2B)and business-to-consumer (B2C)buying in terms of the nature of the buying process.

Accepted Answer

In B2B markets,generally,for routine pur

Question 20

Reassure Inc.is an insurance firm that focuses on health insurance.Customers must submit all personal details related to their health when taking out an insurance policy.The firm marks all these details as confidential and only a few people within the firm have access to them.In a buying centre context,this role played by the insurance firm in restricting access to client information is similar to the role of a(n):

Accepted Answer

A)  decider. 
B)  gatekeeper. 
C)  influencer. 
D)  initiator. 
E)  user. 
A)  decider. 
B)  gatekeeper. 
C)  influencer. 
D)  initiator. 
E)  user.

The demand for raw materials and semifinished goods purchased by business firms in B2B markets is:

What is the significance of white papers in B2B markets?

What is derived demand?

Terrance buys defective clothes that are stockpiled in warehouses of factories and sells them to retailers for a discount.Terrance is a(n):

The buying effort in business-to-business markets is structured,and involves technically trained and qualified professionals.

Which of the following statements is true about white papers in a business-to-business (B2B)environment?

AutoParts Inc.is a firm involved in producing various electrical components used in the production of cars.The demand for its products is dependent on the demand for new cars.Which of the following best explains the demand for AutoParts' products?

An automobile firm has received its order placed with a supplier firm.The company associates are assessing the quality of the product and the other issues associated with the deal.In the context of the business-to-business (B2B)buying process,the automobile company is in the stage of:

Which of the following statements is true about business-to-business (B2B)markets?

In a buying centre,the role of controlling information or access to decision makers is called the:

A car sales showroom specifies a particular brand of mag wheels to be used for the car it sells.The company considers the request made by the showroom and decides to use the wheels in its cars.The role played by the showroom is similar to that of a(n):

Annie is asked to do a performance analysis for a vendor who supplies raw materials to her construction company.What are the steps that Annie is likely to adopt while doing the performance analysis?

The buying centre participant who first suggests buying the particular product or service is called a(n):

Business-to-business marketing involves transactions between:

Which of the following tends to be the largest group of purchasers of goods and services in most countries?

In a modified rebuy,the buying organization buys additional units of the products that had previously been purchased.

Differentiate between business-to-business (B2B)and business-to-consumer (B2C)buying in terms of the nature of the buying process.

Overview of Marketing

Developing Marketing Strategies and a Marketing Plan

Marketing Ethics

Analyzing the Market Environment

Business-To-Business Marketing

Global Marketing

Segmentation, Targeting, and Positioning

Marketing Research

Product, Branding, and Packaging Decisions

Developing New Products

Services: The Intangible Product

Pricing Concepts for Establishing Value

Strategic Pricing Methods

Supply Chain and Channel Management

Retailing and Multichannel Marketing

Integrated Marketing Communications

Advertising, Public Relations, and Sales Promotions

Filters

Exam 5: Consumer Behavior

The demand for raw materials and semifinished goods purchased by business firms in B2B markets is:

What is the significance of white papers in B2B markets?

What is derived demand?

Terrance buys defective clothes that are stockpiled in warehouses of factories and sells them to retailers for a discount.Terrance is a(n):

The buying effort in business-to-business markets is structured,and involves technically trained and qualified professionals.

Which of the following statements is true about white papers in a business-to-business (B2B)environment?

AutoParts Inc.is a firm involved in producing various electrical components used in the production of cars.The demand for its products is dependent on the demand for new cars.Which of the following best explains the demand for AutoParts' products?

An automobile firm has received its order placed with a supplier firm.The company associates are assessing the quality of the product and the other issues associated with the deal.In the context of the business-to-business (B2B)buying process,the automobile company is in the stage of:

Which of the following statements is true about business-to-business (B2B)markets?

In a buying centre,the role of controlling information or access to decision makers is called the:

A car sales showroom specifies a particular brand of mag wheels to be used for the car it sells.The company considers the request made by the showroom and decides to use the wheels in its cars.The role played by the showroom is similar to that of a(n):

Annie is asked to do a performance analysis for a vendor who supplies raw materials to her construction company.What are the steps that Annie is likely to adopt while doing the performance analysis?

The buying centre participant who first suggests buying the particular product or service is called a(n):

Business-to-business marketing involves transactions between:

Which of the following tends to be the largest group of purchasers of goods and services in most countries?

In a modified rebuy,the buying organization buys additional units of the products that had previously been purchased.

Differentiate between business-to-business (B2B)and business-to-consumer (B2C)buying in terms of the nature of the buying process.

Overview of Marketing

Developing Marketing Strategies and a Marketing Plan

Marketing Ethics

Analyzing the Market Environment

Business-To-Business Marketing

Global Marketing

Segmentation, Targeting, and Positioning

Marketing Research

Product, Branding, and Packaging Decisions

Developing New Products

Services: The Intangible Product

Pricing Concepts for Establishing Value

Strategic Pricing Methods

Supply Chain and Channel Management

Retailing and Multichannel Marketing

Integrated Marketing Communications

Advertising, Public Relations, and Sales Promotions

Filters