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Exam 6: Understanding Customers: Business-To-Business Markets

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Question 1

True/False

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Business markets tend to concentrate in certain locations in the United States as a result of suppliers wanting to be located close to one another.

A) True
B) False

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Question 2

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Compared to B2C markets,B2B markets are characterized by ________.

A) Buying decisions made by individuals
B) Simple buying processes
C) Elastic product demand
D) Higher value placed on each customer
E) Impersonal relationships

F) A) and D)
G) A) and C)

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Question 3

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Many people believe marketing is focused primarily on consumers-the ultimate users of the product.The fact that they experience marketing as a consumer contributes to this belief.

While many companies operate in the business-to-consumer markets,all companies operate in a business-to-business market.

When a company wants to create or maintain a strategic relationship with a client company,it will be good for the company if its sales team gets involved with the creation of an RFP with the client.

One of the benefits of electronic data interchange (EDI) is ________.

Why does e-procurement play a larger role in B2B markets than in consumer markets? What are some of the methods that have been put in place to make e-procurement ideal for the B2B market?

Why is geographic concentration an important part of some B2B relationships?

Home Depot buys home products and then resells them to consumers,building contractors,and other professionals in the construction industry.This puts them in the category of businesses called _________.

Deciders are an important group because ________.

Materials,repairs and operational supplies and services,are generally purchased through a ______________.

Making Waves Boating has just returned from a trade show where managers purchased ten new boats and multiple boating accessories.Making Waves already has promised five of the boats to a local resort,and by Monday the remaining new items will be on the showroom floor ready for purchase.In a B2B market what would Marking Waves be labeled as a seller? Why?

There are two types of end user purchases-capital equipment and sundries.

Why is the demand for products and services different in a business market?

Moore Diversified Services decides to create a group that is made up of people from the purchasing department,senior management with financial knowledge,and engineers with design expertise.It is common for this group to be called a(n) _________.

Accountants,purchasing agents,engineers,and other players in a buying center perceive the evaluation of products in different ways which makes a buying center:

When you re-order products that are used on a consistent basis,it is called a ________.

When making a product selection as part of the business market purchase decision process,what three primary criteria are used to make a decision?

In B2B markets,relationships and technology are increasingly important.Describe the role of each.

Steel,chemicals,paper,and automobile manufacturers have created integrated Web sites to assist their own purchasing departments in online purchasing and supplier selection.These are examples of ______.