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Exam 6: Business-To-Business B2b Marketing

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Question 21

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Match each item to the statement or sentence listed below. a.merchandisers b.trade industries c.remanufacturing d.nearshoring e.end-use application segmentation f.global sourcing g.joint demand h.inelastic demand i.outsourcing j.value analysis k.gatekeeper l.commercial market m.reciprocity n.vendor analysis o.category advisor p.modified rebuy q.demographic characteristics-based segmentation r.influencers s.buyer t.customer-based segmentation -A(n) _____ is a buying center participant who has the formal authority to select a supplier and to implement the procedures for securing a good or service.

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Question 22

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Companies that sell products affected by derived demand can avoid the negative effects of downturns by diversifying the markets in which they sell their products.

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Question 23

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What do most businesses expect when they enter the marketplace to buy goods and services?

What is outsourcing? Why do firms outsource production, and what are some potential drawbacks of outsourcing?

The Internet is intended to replace, not just enhance, personal selling and the traditional relationships between businesses.

Geographic concentration of an industry has no effect on the location decisions of the industry's suppliers.

What market has the primary motivation of providing some form of public benefit when making a purchase?

What step in the business buying process involves establishing specifications for a required product?

Which statement best describes the institution segment of a B2B market?

Personal selling is less important in business markets than in consumer markets because of the longer distribution channels involved.

Which of the following best describes the challenge of identifying participants in international buying centres, compared to domestic buying centres?

Volatile demand means that even slight shifts or variations in the market can have an effect on sales.

Why does the government segment of the B2B market most commonly buy products?

Which statement best describes B2B E-marketing?

The buying centre concept explains how groups of people participate informally in business purchase decisions. What else does the buying centre concept explain?

Match each item to the statement or sentence listed below. a.merchandisers b.trade industries c.remanufacturing d.nearshoring e.end-use application segmentation f.global sourcing g.joint demand h.inelastic demand i.outsourcing j.value analysis k.gatekeeper l.commercial market m.reciprocity n.vendor analysis o.category advisor p.modified rebuy q.demographic characteristics-based segmentation r.influencers s.buyer t.customer-based segmentation -The _____ is the largest segment of the business market that includes all individuals and firms that acquire products to support the production of other goods and services.

MERX is a privately owned e-tendering service that is used by the federal government, but not by provincial governments.

Dell Computer purchases parts and resources for its computers from suppliers worldwide. What is this practice known as?

What is turning to outsiders to provide goods and services that were formerly produced or handled internally known as?

Value analysis is a continuous process of evaluating the cost of doing business with a particular buying unit. Suppliers must ensure they are receiving adequate benefits from the time invested in a customer.