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Chapter 16 Multiple-Choice Questions
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Chapter 16 Multiple-Choice Questions
Business-to-Business Marketing
Quiz Content
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not completed
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The purchase of goods or services for use by an organization in producing other goods and services, to support the daily operations of the organization, or for resale is called:
wholesale marketing.
correct
incorrect
business-to-business marketing.
correct
incorrect
corporate marketing.
correct
incorrect
distribution marketing.
correct
incorrect
*
not completed
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B2B marketing is fundamentally different from consumer goods or services marketing because:
distribution channels for business products are significantly longer.
correct
incorrect
customer relationships for business products tend to be short-term and transactions-based.
correct
incorrect
organizational buyers do not consume the products or services themselves.
correct
incorrect
customer service plays a smaller role in the distribution of business products.
correct
incorrect
*
not completed
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Which of the following is
not
a type of buyclass?
New task.
correct
incorrect
Straight rebuy.
correct
incorrect
Switch buy.
correct
incorrect
Modified rebuy.
correct
incorrect
*
not completed
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The development and maintenance of __________ between buying and selling organizations is pivotal to success.
products
correct
incorrect
relationships
correct
incorrect
services
correct
incorrect
system
correct
incorrect
*
not completed
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Three broad types of B2B organizations are identified as:
Domestic, regional and international organizations.
correct
incorrect
Small, medium and large enterprises.
correct
incorrect
Commercial, government and institutional organizations.
correct
incorrect
Small companies, large enterprises and not-for-profit organizations.
correct
incorrect
*
not completed
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When one company re-labels a product and incorporates it within a different product, in order to sell it under its own brand name and offering its own warranty, support and licensing, what is this referred to as?
Government.
correct
incorrect
Original equipment manufacturers (OEMs).
correct
incorrect
Retailers.
correct
incorrect
Distributors.
correct
incorrect
*
not completed
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These goods and services are 'consumables' as they are necessary to keep production processes and the organization running. They are known as:
Input goods.
correct
incorrect
Equipment goods.
correct
incorrect
Supply goods.
correct
incorrect
Commodity.
correct
incorrect
*
not completed
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Which of the following is
not
one of the main factors of business markets?
The nature of demand.
correct
incorrect
The buy phases.
correct
incorrect
Buyer-Seller relationships.
correct
incorrect
The buying processes.
correct
incorrect
*
not completed
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The development of ______________techniques has enabled organizations to concentrate on their core processes and to outsource all other activities.
logistics management
correct
incorrect
supply chain management
correct
incorrect
lean management
correct
incorrect
supplier research
correct
incorrect
*
not completed
.
Organizational buying behaviour is about:
determining the characteristics of the needed product.
correct
incorrect
the functions and processes, strategy, and the network of relationships.
correct
incorrect
searching for qualified sources.
correct
incorrect
evaluating proposals and selecting suppliers.
correct
incorrect
*
not completed
.
When making a buying decision about a product the organization has purchased before, if an organization decides that it needs to change the specification of the product, further negotiate on price levels with the supplier, or perhaps make an arrangement for alternative delivery patterns, this is an example of which type of buying decision?
Straight rebuy.
correct
incorrect
Switch buy.
correct
incorrect
Modified rebuy.
correct
incorrect
New task.
correct
incorrect
*
not completed
.
Examples of business market items that would usually be purchased as a straight re-buy are:
high-quality raw materials.
correct
incorrect
heavy-duty machinery.
correct
incorrect
paper clips and pencils.
correct
incorrect
computers.
correct
incorrect
*
not completed
.
Which of the following is
not
membership of an organization's decision-making unit?
Initiators.
correct
incorrect
Users.
correct
incorrect
Contractors.
correct
incorrect
Gatekeepers.
correct
incorrect
*
not completed
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In a business buying centre situation, the people who use the product once it has been acquired and who will also evaluate its performance are called:
Users.
correct
incorrect
Consumers.
correct
incorrect
Influencers.
correct
incorrect
Gatekeepers.
correct
incorrect
*
not completed
.
The function performed by the gatekeeper in the company decision-making unit is to:
supply information to guide the evaluation of alternatives.
correct
incorrect
select a supplier and implement the procedures for securing the goods and services.
correct
incorrect
choose which goods and services will actually be bought.
correct
incorrect
control the information that all members of the decision-making unit will review.
correct
incorrect
*
not completed
.
There is a huge number of different types of commercial organization. Organizations, where one company purchases and re-labels a product and then incorporate it within a different product in order to sell it under a different (their own) brand name, are called:______
suppliers.
correct
incorrect
distributors.
correct
incorrect
original equipment manufacturers.
correct
incorrect
retailers.
correct
incorrect
*
not completed
.
The purchasing strategy that refers to a buyer's efficiency orientation where the main purchasing goal is to seek the lowest price for the product is known as:
the bargainer.
correct
incorrect
the price minimizer.
correct
incorrect
the clockwiser.
correct
incorrect
the adaptator.
correct
incorrect
*
not completed
.
The ___________ purchasing strategy refers to network relationships that function predictably and precisely.
adaptator
correct
incorrect
clockwiser
correct
incorrect
bargainer
correct
incorrect
projector
correct
incorrect
*
not completed
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Products and services bought and sold through business markets are categorized as ________
manufacturing goods, equipment goods, and supply goods.
correct
incorrect
consumer goods, services, and supply goods.
correct
incorrect
input goods, equipment goods, and supply goods.
correct
incorrect
input goods, services, and supply goods.
correct
incorrect
*
not completed
.
_______________can be distinguished as an independent type of organisation. They provide services to all other organisations and can be found in many sectors.
Professional service firms
correct
incorrect
Suppliers
correct
incorrect
Agencies
correct
incorrect
Manufacturing firms
correct
incorrect
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