Question 1

Which of the following statements represents an organizational buying decision?

Accepted Answer

A)  Mr.Crowe buys a Toyota minivan to commute to work.
B)  A dentist buys a new DVD player for her den.
C)  Mr.Langley hires a housecleaning service to clean his apartment.
D)  A restaurant owner hires a snow removal service to keep the parking lot clear for its clients.E) B) and C)
F) A) and B)

Question 2

A manufacturer of consumer food products for the Chinese market in North America buys several thousand tonnes of camellia nuts annually.It converts those nuts into cooking oil that is popular among the Chinese population and then sells it to Chinese supermarkets.The pulp from which the oil is extracted is sold to beef cattle farmers who use it to fatten their cattle.These transactions occur in the _____ market.

Accepted Answer

A)  vertical
B)  reseller
C)  business-to-consumer
D)  industrialE) C) and D)
F) None of the above

Question 3

Mark & Co., a regular purchaser of personal computers, wants to change product specifications, price, and delivery schedule of the product.This is an example of a _____.

Accepted Answer

A)  new buy
B)  straight rebuy
C)  modified rebuy
D)  standard buyE) B) and C)
F) None of the above

Question 4

Which of the following is a marketing mix characteristic of the organizational buying behaviour?

Accepted Answer

A)  The focus is on delivery time and post-sale service.
B)  Advertising and other promotional forms are technical in nature.
C)  Online buying over the Internet is widespread.
D)  Goods and services are purchased on the basis of specifications that are technical in nature.E) All of the above
F) A) and D)

Question 5

As more sellers take part in a reverse auction

Accepted Answer

A)  Prices fall
B)  Prices rise
C)  Prices do not change
D)  Increased moderation is requiredE) A) and B)
F) A) and C)

Question 6

Mayor &Lawrell Inc.decides to shift its focus to firms looking for quality products and good customer service from those looking simply for lower prices.This is an example of segmenting business market on the basis of _____.

Accepted Answer

A)  type of customer
B)  size of customer
C)  benefits sought
D)  customer locationE) A) and D)
F) None of the above

Question 7

Business-to-business electronic commerce over the Internet:

Accepted Answer

A)  is not nearly as prevalent as consumer electronic commerce when measured by the total dollar value of all Internet transactions.
B)  is approximately four times greater than consumer electronic commerce when measured by the total dollar value of all Internet transactions.
C)  has dramatically decreased since face-to-face time is so important.
D)  is impossible to estimate since companies will not share information.E) B) and D)
F) None of the above

Question 8

Digital communications technologies have made content marketing easier for many companies.

Accepted Answer

A) True 
 B)False

Question 9

Organizational buyers include all buyers in a nation, including the ultimate consumers.

Accepted Answer

A) True 
 B)False

Question 10

At which stage in the buying decision process would a firm use a formal vendor rating system to evaluate the quality of the vendor's product and customer service?

Accepted Answer

A)  problem recognition
B)  information search
C)  purchase decision
D)  post-purchase behaviourE) A) and D)
F) A) and C)

Question 11

A buying centre is a heterogeneous group consisting of individuals with different goals and knowledge related to purchase decisions.

Accepted Answer

A) True 
 B)False

Question 12

If a purchase is a new buy for a manufacturer, the seller should be prepared to act as a consultant to the buyer, work with technical personnel, and expect:

Accepted Answer

A)  a long time for a buying decision to be reached.
B)  a lot of conflict.
C)  specifications to be changed many times before the buy is completed.
D)  to have to do some favours for the decision makers.E) A) and D)
F) A) and C)

Question 13

Identify and describe the five roles in a buying centre.

Accepted Answer

There are five roles an individual can p...

Question 14

In an effort to make better and more-efficient purchase decisions, Supersaver Inc., a large multi-store chain reseller, has formed formal groups of people to work together on purchase decisions. Which of the following statements accurately describes the people in the groups formed at Supersaver Inc.?

Accepted Answer

A)  The groups will not include individuals from other functional areas.
B)  The groups will never contain cross-functional teams.
C)  The organizational buyer will not be a member of the groups.
D)  The composition of the groups depends on the specific item being purchased.E) A) and D)
F) B) and D)

Question 15

Fasteasytrade.com is an online trading community that brings together more than 50,000 suppliers and 4,000 buyers from various industries.It handles more than $30 billion in orders annually. Which of the following is true about the services provided by Fasteasytrade.com?

Accepted Answer

A)  It provides small business buyers and sellers an economical way to increase their customer base.
B)  It offers small business buyers a reduced cost of purchased products and services.
C)  It links large companies with all possible suppliers and customers.
D)  It provides a decentralized market for buyer-seller transactions.E) None of the above
F) All of the above

Question 16

Super Pallets Inc.wants to get rid of excess wooden pallets by attracting the greatest number of potential buyers online.The company could use a _____ to locate a company that is willing to pay the highest amount for the used pallets.

Accepted Answer

A)  combinatorial operation
B)  traditional auction
C)  silent auction
D)  reverse auctionE) B) and C)
F) A) and D)

Question 17

In a reverse auction, a seller puts an item up for sale and would-be buyers are invited to bid in competition with each other.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following statements is true about the North American Industry Classification System (NAICS) ?

Accepted Answer

A)  After being used more than 50 years, NAICS was replaced by the Standard Industrial Classification (SI
C)   system.
B)  NAICS neither permits comparability across countries nor accurately measures new or emerging industries.
C)  NAICS provides a five-digit national industry code to each of the three countries.
D)  NAICS groups economic activity to permit studies of market share, demand for goods and services, competition from imports in domestic markets, and similar studies.E) B) and D)
F) A) and D)

Question 19

The demand for the cows at Rockeller's dairy farm is based on the consumer demand for milk, cheese, ice cream, cream, and butter.This is an example of inelastic demand.

Accepted Answer

A) True 
 B)False

Question 20

Five Star Windows (FSW)  manufactures high-quality, energy-efficient windows for homes and offices.The number of windows sold is directly linked to the number of new homes built.The sales of FSW's windows go up when the economy is strong and many homes are being built.This information reveals that the demand for FSW's windows is an example of _____.

Accepted Answer

A)  derived demand
B)  the price-quality relationship
C)  the acceleration principle
D)  price elasticityE) B) and D)
F) None of the above

Exam 5: B2B Marketing

Digital communications technologies have made content marketing easier for many companies.

Correct Answer
verified

Organizational buyers include all buyers in a nation, including the ultimate consumers.

Correct Answer
verified

Fasteasytrade.com is an online trading community that brings together more than 50,000 suppliers and 4,000 buyers from various industries.It handles more than $30 billion in orders annually. Which of the following is true about the services provided by Fasteasytrade.com?

Correct Answer
verified

A buying centre is a heterogeneous group consisting of individuals with different goals and knowledge related to purchase decisions.

Correct Answer
verified

Which of the following statements represents an organizational buying decision?

Correct Answer
verified

Correct Answer
verified

Mayor &Lawrell Inc.decides to shift its focus to firms looking for quality products and good customer service from those looking simply for lower prices.This is an example of segmenting business market on the basis of _____.

Correct Answer
verified

In a reverse auction, a seller puts an item up for sale and would-be buyers are invited to bid in competition with each other.

Correct Answer
verified

At which stage in the buying decision process would a firm use a formal vendor rating system to evaluate the quality of the vendor's product and customer service?

Correct Answer
verified

Identify and describe the five roles in a buying centre.

Correct Answer
verified
There are five roles an individual can p...
View Answer

Which of the following is a marketing mix characteristic of the organizational buying behaviour?

Correct Answer
verified

Which of the following statements is true about the North American Industry Classification System (NAICS) ?

Correct Answer
verified

Business-to-business electronic commerce over the Internet:

Correct Answer
verified

Correct Answer
verified

Super Pallets Inc.wants to get rid of excess wooden pallets by attracting the greatest number of potential buyers online.The company could use a _____ to locate a company that is willing to pay the highest amount for the used pallets.

Correct Answer
verified

Correct Answer
verified

Mark & Co., a regular purchaser of personal computers, wants to change product specifications, price, and delivery schedule of the product.This is an example of a _____.

Correct Answer
verified

If a purchase is a new buy for a manufacturer, the seller should be prepared to act as a consultant to the buyer, work with technical personnel, and expect:

Correct Answer
verified

As more sellers take part in a reverse auction

Correct Answer
verified

The demand for the cows at Rockeller's dairy farm is based on the consumer demand for milk, cheese, ice cream, cream, and butter.This is an example of inelastic demand.

Correct Answer
verified

Exam 5: B2B Marketing

Digital communications technologies have made content marketing easier for many companies.

Correct AnswerverifiedShow Answer

Organizational buyers include all buyers in a nation, including the ultimate consumers.

Correct AnswerverifiedShow Answer

Fasteasytrade.com is an online trading community that brings together more than 50,000 suppliers and 4,000 buyers from various industries.It handles more than $30 billion in orders annually. Which of the following is true about the services provided by Fasteasytrade.com?

Correct AnswerverifiedShow Answer

A buying centre is a heterogeneous group consisting of individuals with different goals and knowledge related to purchase decisions.

Correct AnswerverifiedShow Answer

Which of the following statements represents an organizational buying decision?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Mayor &Lawrell Inc.decides to shift its focus to firms looking for quality products and good customer service from those looking simply for lower prices.This is an example of segmenting business market on the basis of _____.

Correct AnswerverifiedShow Answer

In a reverse auction, a seller puts an item up for sale and would-be buyers are invited to bid in competition with each other.

Correct AnswerverifiedShow Answer

At which stage in the buying decision process would a firm use a formal vendor rating system to evaluate the quality of the vendor's product and customer service?

Correct AnswerverifiedShow Answer

Identify and describe the five roles in a buying centre.

Correct AnswerverifiedThere are five roles an individual can p...View AnswerShow Answer

Which of the following is a marketing mix characteristic of the organizational buying behaviour?

Correct AnswerverifiedShow Answer

Which of the following statements is true about the North American Industry Classification System (NAICS) ?

Correct AnswerverifiedShow Answer

Business-to-business electronic commerce over the Internet:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Super Pallets Inc.wants to get rid of excess wooden pallets by attracting the greatest number of potential buyers online.The company could use a _____ to locate a company that is willing to pay the highest amount for the used pallets.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Mark & Co., a regular purchaser of personal computers, wants to change product specifications, price, and delivery schedule of the product.This is an example of a _____.

Correct AnswerverifiedShow Answer

If a purchase is a new buy for a manufacturer, the seller should be prepared to act as a consultant to the buyer, work with technical personnel, and expect:

Correct AnswerverifiedShow Answer

As more sellers take part in a reverse auction

Correct AnswerverifiedShow Answer

The demand for the cows at Rockeller's dairy farm is based on the consumer demand for milk, cheese, ice cream, cream, and butter.This is an example of inelastic demand.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
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Correct Answer
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verified
There are five roles an individual can p...
View Answer

Correct Answer
verified

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