Full file at http://testbankinstant.CH/T http://testbankinstant.CH/Test-Ban est-Bank-for-Busi k-for-Business-Marketingness-MarketingManagement-B2B-11th-Eition-b!-Hutt IM Part 3: Exam Questions: MC, TF, TF, SA, Essay Chapter 1—A Business Maretin! Perspe"ti#e
M$%TIP%E C&'ICE
1. The business business market market "onsis "onsists ts of the follo#i follo#ing ng three "ompon "omponents ents:: a. "ommer"ial enterprises$ enterprises$ resellers$ an go%ernment. b. manufa"turers$ institutions$ institutions$ an efense. efense. ". manufa"turers$ ser%i"e organi&ations$ organi&ations$ an go%ernment. go%ernment. . "ommer"ial enterprises$ enterprises$ ser%i"e organi&ations$ organi&ations$ an go%ernment. e. "ommer"ial enterprises$ enterprises$ institutions$ institutions$ an go%ernment. go%ernment.
'(): E *T): 1 ('T ('T: ''C)B +efle"ti%e Thinking Thinking , CBE Moel Marketing *lan , + no#lege of general business business fun"tions 2. Con"erning Con"erning manufa"tur manufa"turing ing "ustom "ustomers$ ers$ the busin business ess market market is: is: a. "on"entrate b! si&e. b. geographi"all! "on"entrate. "on"entrate. ". e0pe e0peri rien en"i "ing ng e"l e"lin inin ing g gro gro#t #th h in man! man! larg largee met metro ropo poli lita tan n are areas as.. . all of the abo%e. e. a an b onl!.
'(): E *T): 1 ('T ('T: ''C)B +efle"ti%e Thinking Thinking , CBE Moel Marketing *lan , + no#lege of general business business fun"tions 3. Base on the %olume %olume of their pur"hases$ 44444 44444 are the the most important important "ommer"ial "ommer"ial "ustomers in in the business or inustrial inustrial market. a. "onstru"tion "ompanies b. manufa"turers ". transportation "ompanies . ser%i"e firms e e.g.$ ho hotels e. health "are fa"ilities
'(): B *T): 1 ('T ('T: ''C)B +efle"ti%e Thinking Thinking , CBE Moel Marketing *lan , + no#lege of general business business fun"tion 5. Market-ri%en firms emonstrate: emonstrate: a. the "oorina "oorinate te use of interfun" interfun"tiona tionall resour"es resour"es for e0ample$ e0ample$ resear"h resear"h an e%elopm e%elopment$ ent$ manufa"turing. b. a set of %alues an beliefs beliefs among emplo!ees emplo!ees that pla"es the "ustomer6s interests interests first. ". the abilit! abilit! to generate generate$$ isseminate isseminate$$ an prou"ti%el! prou"ti%el! use use superior superior information information about about "ustomers an "ompetitors. . all all of the the abo abo%e %e..
Full file at http://testbankinstant.CH/Test-Bank-for-Business-MarketingManagement-B2B-11th-Eition-b!-Hutt e. b an " onl!. '(): *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + no#lege of general business fun"tions 7. Market-ri%en firms spot market "hanges an rea"t #ell in a%an"e of their "ompetitors. This illustrates: a. the "ustomer-linking "apabilit! of market-ri%en firms. b. the %alue proposition of market-ri%en firms. ". the market-sensing "apabilit! of market-ri%en firms. . the %alue of using ire"t "hannels of istribution in the business market. e. both b an ". '(): C *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + no#lege of general business fun"tions 8. The parti"ular skills$ abilities$ an pro"esses that an organi&ation has e%elope to manage "lose "ustomer relationships are referre to as: a. the "ustomer-linking "apabilit!. b. "hannel management. ". eri%e eman. . the market-sensing "apabilit!. e. the e0tene enterprise. '(): ' *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Customer , + Managing e"ision-making pro"esses 9. The abilit! of an organi&ation to ui"kl! re"ogni&e "hanges in its market an to anti"ipate "ustomer responses to marketing programs is referre to as: a. market resear"h "apabilit!. b. "ustomer-linking "apabilit!. ". "ompetiti%e intelligen"e. . market-sensing "apabilit!. e. eri%e eman. '(): *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Customer , + Managing e"ision-making pro"esses ;. Motorola reu"e the pri"e of the ele"troni" engine "ontrol that it sells to For b! 1< per"ent an e0perien"e a 17 per"ent in"rease in uantit! emane. This suggests that For=s pri"e elasti"it! of eman is: a. elasti". b. inelasti". ". neither elasti" nor inelasti". . insensiti%e to pri"e "hanges. e. none of the abo%e. '(): ' *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel *ri"ing , + no#lege of general business
Full file at http://testbankinstant.CH/Test-Bank-for-Business-MarketingManagement-B2B-11th-Eition-b!-Hutt fun"tions >. a!"o in"rease the pri"e of the ri%e belts that it sells to ?eneral Motors b! 7 per"ent an sales of the item gre# b! > per"ent. *ri"e elasti"it! of eman for ri%e belts appears to be: a. elasti". b. inelasti". ". neither elasti" nor inelasti". . sensiti%e to pri"e "hanges. e. none of the abo%e. '(): B *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel *ri"ing , + no#lege of general business fun"tions 1<. ' i%erse arra! of organi&ations make up the business market. These organi&ations "an be broal! "lassifie as: a. "ommer"ial enterprises$ go%ernmental organi&ations$ an institutions. b. "ommer"ial enterprises$ users$ an go%ernmental units. ". "ommer"ial enterprises$ users$ an original euipment manufa"turers. . prou"ers an resellers of inustrial prou"ts or ser%i"es. e. upstream suppliers$ users$ an go%ernmental units. '(): ' *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + no#lege of general business fun"tions 11. @hen pur"hasing a high spee pa"kaging ma"hine$ ?eneral Foos #oul be "lassifie as: a. an original euipment manufa"turer. b. a user. ". a istributor. . a ealer. e. an institutional bu!er. '(): B *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + no#lege of general business fun"tions 12. Con"erning the "hain of suppliers in%ol%e in the "reation of a Hona automobile$ #hi"h of the follo#ing fall #ithin the business marketing omainA a. Hona pur"hasing po#er steering "omponents from ire"t suppliers. b. ire"t suppliers of po#er steering s!stems pur"hasing sheet metal from upstream suppliers. ". rgani&ations pur"hasing Hona automobiles for their fleets. . all of the abo%e. e. a an b onl!. '(): *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel istribution , + no#lege of general business fun"tions 13. @hi"h of the follo#ing transa"tions fall into the business marketing omainA a. For pur"hasing ma"hine tools for their plants from Cin"innati Mila"ron.
Full file at http://testbankinstant.CH/Test-Bank-for-Business-MarketingManagement-B2B-11th-Eition-b!-Hutt b. For selling their automobiles to the fleet manager at Cin"innati Mila"ron for use b! the sales for"e. ". For pur"hasing po#er-steering s!stems from Motorola for use in a parti"ular moel. . all of the abo%e. e. a an " onl!. '(): *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel istribution , + no#lege of general business fun"tions 15. @hen pur"hasing ma"hine tools for their plants$ 'meri"an Hona is: a. an original euipment manufa"turer. b. a user. ". a istributor. . an institutional bu!er. e. an upstream supplier. '(): B *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + no#lege of general business fun"tions 17. Con"erning the "lassifi"ation of "ustomers in the business market$ ?eneral Motors is an 4444 #hen pur"hasing a mainframe "omputer s!stem from BM$ but is an 4444 #hen pur"hasing tires from ?oo!ear. a. userD original euipment manufa"turer EM b. userD istributor ". original euipment manufa"turer EMD user . userD upstream supplier e. original euipment manufa"turer EMD o#nstream supplier '(): ' *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + no#lege of general business fun"tions 18. 's an inustrial "ustomer$ For Motor Compan! #oul be "lassifie as: a. a user. b. an original euipment manufa"turer EM. ". a user in pur"hasing some prou"ts$ an EM in pur"hasing other prou"ts. . a prou"er of fa"ilitating goos. '(): C *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + no#lege of general business fun"tions 19. @hen pur"hasing mi"ropro"essors from ntel Corporation to be in"orporate into ell6s line of personal "omputers$ BM #oul be "lassifie as: a. a user. b. an original euipment manufa"turer EM. ". an institutional bu!er. . a ealer. e. a istributor. '(): B
*T): 1
Full file at http://testbankinstant.CH/Test-Bank-for-Business-MarketingManagement-B2B-11th-Eition-b!-Hutt ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + no#lege of general business fun"tions 1;. @hen pur"hasing manufa"turing euipment from ?eneral Ele"tri"$ Chr!sler #oul be "lassifie as: a. a user. b. an original euipment manufa"turer EM. ". an institutional bu!er. . a ealer. e. a istributor. '(): ' *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + no#lege of general business fun"tions 1>. @hen 'rm"o )teel reali&es a rop in the eman for steel as a result of a e"line in ultimate "onsumer eman for automobiles$ this illustrates the "on"ept of: a. eri%e eman. b. "onne"tor eman. ". linke eman. . refle"tion eman. e. e%oke eman. '(): ' *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + no#lege of general business fun"tions 2<. The metho of "lassif!ing inustrial goos into meaningful "ategories in the business market "enters on this uestion: a. Ho# oes the inustrial goo enter the prou"tion pro"ess an the "ost stru"ture of the firmA b. Ho# mu"h effort are organi&ational bu!ers #illing to e0ert in pur"hasing this inustrial gooA ". @ill organi&ational bu!ers pur"hase this inustrial goo from a istributor or ire"tl! from a manufa"turerA . @hat is the #eight an unit %alue of the inustrial gooA e. Ho# man! prou"t alternati%es are organi&ational bu!ers #illing to "onsier before making a "hoi"eA '(): ' *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions 21. nustrial prou"ts an ser%i"es "an be broal! "lassifie as: a. upstream$ o#nstream$ an ire"t goos. b. entering$ manufa"ture$ an fabri"ate goos. ". entering$ a""essor!$ an manufa"ture goos. . entering$ founation$ an fa"ilitating goos. e. founation$ a""essor!$ an "omponent goos. '(): *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions
Full file at http://testbankinstant.CH/Test-Bank-for-Business-MarketingManagement-B2B-11th-Eition-b!-Hutt 22. The "ost of ra# materials su"h as sheet steel is treate as: a. an e0pense item #hi"h is epre"iate o%er time. b. a "apital item #hi"h is epre"iate o%er time. ". a fi0e "ost. . an e0pense item #hi"h is assigne to the manufa"turing pro"ess. e. none of the abo%e. '(): *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions 23. )ome inustrial prou"ts ha%e been pro"esse before rea"hing the inustrial "ustomer$ but are pro"esse further b! this "ustomer before be"oming part of the finishe prou"t that !ou bu!. These items are "alle: a. "omponent parts. b. fa"ilitating parts. ". a""essor! materials. . "omponent materials. e. a""essor! parts. '(): *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions 25. @hi"h of the follo#ing isare "hara"teristi" of the marketing strateg! that #oul be appropriate for a firm like tis Ele%ator$ #hi"h sells installations in the business marketA a. *ersonal selling is the ominant promotional tool. b. Trae a%ertising an ire"t-mail a%ertising reinfor"e personal selling. ". *ri"e is the "entral for"e in marketing strateg!. . 'll of the abo%e. e. a an b onl!. '(): E *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel *romotion , + no#lege of meia "ommuni"ations eli%er! 27. Mea *aper Compan! re"entl! pur"hase a ne# high-spee paper ma"hine for one of their plants. The ne# ma"hine is use in manufa"turing a spe"ial grae of paper at a rate of o%er 17<< feet per minute. This prou"t #oul be "lassifie as: a. a fa"ilitating goo. b. an entering goo. ". a""essor! euipment. . an installation. e. none of the abo%e. '(): *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions 28. The istinguishing "hara"teristi"s of founation goos isare that the!: a. are "apital items.
Full file at http://testbankinstant.CH/Test-Bank-for-Business-MarketingManagement-B2B-11th-Eition-b!-Hutt b. ". . e.
are e0pense items. be"ome part of the finishe prou"t. Both a an " are true. 'll of the abo%e are true.
'(): ' *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions 29. @ith little or no aitional pro"essing$ 4444 "an be installe ire"tl! into another prou"t. a. "omponent parts b. "omponent materials ". operating euipment . light fa"tor! euipment e. all of the abo%e '(): ' *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions 2;. Bon ffi"e *rou"ts manufa"tures a i%erse arra! of offi"e supplies an ser%es the business market. @hi"h of the follo#ing "hara"teristi"s is are asso"iate #ith the marketing strateg! for this "ategor! of goosA a. *ersonal selling is less important for supplies than it is for other "ategories of goos ha%ing a higher unit %alue$ su"h as installations. b. the "ompan! reuires a #ie %ariet! of marketing milemen to "o%er the broa an i%erse market aeuatel!. ". *ri"e ma! be "riti"al in the marketing strateg! be"ause man! offi"e suppl! items are unifferentiate. . 'll of the abo%e are true. e. a an " onl! '(): *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + Managing strateg! inno%ation 2>. @hen "ompanies #ant to sell prou"ts to "onsumer an business markets$ the! ha%e to: a. prou"e prou"ts that are not ienti"al. b. reorient their business strategies. ". link "ustomer "apabilities. . none of the abo%e '(): B *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Customer, + Managing e"ision-making pro"esses 3<. Marketers #ho #ant to ser%e both "onsumer an business market se"tors shoul: a. e%elop a market oriente organi&ational plan. b. be"ome profi"ient in unerstaning "ustomers. ". be"ome profi"ient in satisf!ing "ustomers. . all of the abo%e. e. a an b onl!. '():
*T): 1
Full file at http://testbankinstant.CH/Test-Bank-for-Business-MarketingManagement-B2B-11th-Eition-b!-Hutt ('T: ''C)B +efle"ti%e Thinking , CBE Moel Customer, + Managing e"ision-making pro"esses 31. Companies "an emonstrate market-sensing an "ustomer-linking "apabilities b!: a. sharing prou"t mo%ement information. b. ointl! planning promotional a"ti%ities #ith other "hannel members. ". ointl! planning prou"t "hanges #ith other "hannel members. . all of the abo%e. e. a an b onl!. '(): *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + Managing strateg! inno%ation 32. ' business marketer be"omes a preferre supplier to maor "ustomers b!: a. e%eloping intimate kno#lege of the "ustomers operations. b. e%eloping a market orientation organi&ation plan. ". "ontributing uniue %alue to a "ustomer6s business. . all of the abo%e. e. a an " onl!. '(): E *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Customer , + Managing e"ision-making pro"esses 33. Business marketing strateg! must be base on an assessment of the: a. "ustomer. b. "ompetitor. ". "ompan!. . all of the abo%e. e. b an " onl!. '(): *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + Managing strateg! inno%ation 35. Fun"tional areas other than marketing ire"tl! or inire"tl! affe"t #hi"h of the follo#ing A a. *rou"t marketing e"isions b. *ri"e marketing e"isions ". *romotion marketing e"isions . istribution marketing e"isions e. 'll of the abo%e are affe"te '(): E *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions 37. @hi"h t!pe of goos are treate as an e0pense item be"ause the! o not enter the prou"tion pro"ess or be"ome part of the finishe prou"tA a. Fa"ilitating ?oos b. Founation ?oos ". Entering ?oos . (one of the abo%e are "orre"t.
Full file at http://testbankinstant.CH/Test-Bank-for-Business-MarketingManagement-B2B-11th-Eition-b!-Hutt '(): ' *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions 38. The bu!ing moti%es for maor installations "enter on: a. emotional fa"tors. b. purel! e"onomi" or rational "onsierations. ". a blen of rational an emotional fa"tors. . the initial pri"e an "ost. e. proe"te maintenan"e an operating "osts. '(): C *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions 39. 'n a. b. ". . e.
impli"ation of relationship marketing is: that sellers o not reuire an intimate kno#lege of a "ustomer6s operations. that a sale signals the beginning of a relationship$ rather "onstituting the en result. the builing of one-to-one relationships. all of the abo%e. b an " onl!.
'(): E *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Customer , + Managing e"ision-making pro"esses 3;. The fa"tors that istinguish business marketing from "onsumer marketing in"lue: a. the importan"e of promotion. b. the intene use of the prou"t. ". the nature of the "ustomer. . all of the abo%e. e. b an " onl!. '(): E *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Customer , + Managing e"ision-making pro"esses 3>. @hi"h of the follo#ing "hara"teristi"s of business "ustomers is trueA a. ' single pur"hase b! a business "ustomer is t!pi"all! larger than that of an ini%iual "onsumer. b. eman for inustrial prou"ts is eri%e from ultimate eman for "onsumer prou"ts. ". +elationships bet#een business marketers ten to be "lose an enuring. . 'll of the abo%e "hara"teristi"s are true. e. nl! a an b are true. '(): *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Customer , + Managing e"ision-making pro"esses 5<. The skills reuire to ientif!$ initiate$ e%elop$ an maintain profitable "ustomer relationships es"ribes: a. "ustomer management relationship "apabilities.
Full file at http://testbankinstant.CH/Test-Bank-for-Business-MarketingManagement-B2B-11th-Eition-b!-Hutt b. ". . e.
market-sensing "apabilities. eri%e eman. suppl! "hain management. the e0tene enterprise.
'(): ' *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Customer , + Managing e"ision-making pro"esses 51. f "onsumers are not pri"e sensiti%e in pur"hasing a "onsumer prou"t su"h as )mu"ker=s ams$ a 1
Full file at http://testbankinstant.CH/Test-Bank-for-Business-MarketingManagement-B2B-11th-Eition-b!-Hutt . the nees of upstream suppliers. '(): B *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Customer , + Managing e"ision-making pro"esses 57. @hi"h of the follo#ing statements about maor installations is trueA a. *ersonal selling or a""ount management is the ominant promotional tool. b. nitial pri"e$ istribution$ an a%ertising pla! lesser roles. ". nl! e"onomi" fa"tors matter as bu!ing moti%es. . 'll of the abo%e are true. e. nl! a an b are true. '(): B *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions 58. Business marketers that efine their business markets #ith a hori&on that stret"hes be!on the bounaries of the nite )tates to in"lue foreign markets for inustrial goos an ser%i"es emplo!: a. a global market perspe"ti%e. b. a target market perspe"ti%e. ". a market orientation perspe"ti%e. . an ethno"entri" perspe"ti%e. '(): ' *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel nternational perspe"ti%e , + no#lege of general business fun"tions 59. Marketing a"ti%ities ire"te to#ar establishing$ e%eloping$ an maintaining su""essful e0"hanges #ith "ustomers is: a. relationship marketing. b. global marketing. ". "ross-fun"tional marketing. . suppl! "hain management. '(): ' *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Customer , + Managing e"ision-making pro"esses 5;. The te"hniue for linking a manufa"turer=s operations #ith those of all its strategi" suppliers an its ke! intermeiaries an "ustomers to enhan"e effi"ien"! an effe"ti%eness is "alle: a. relationship marketing. b. suppl! "hain management. ". global marketing. . "onsumer marketing. '(): B *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel istribution , + Managing logisti"s te"hnolog! 5>. '"hie%ing the goals of suppl! "hain management reuires: a. information sharing. b. oint planning.
Full file at http://testbankinstant.CH/Test-Bank-for-Business-MarketingManagement-B2B-11th-Eition-b!-Hutt ". share te"hnolog!. . share benefits. e. all of the abo%e. '(): E *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel istribution , + Managing logisti"s te"hnolog! 7<. @hi"h of the follo#ing #oul ualif! as fa"ilitating goosA a. Fi0e euipment. b. Component materials. ". +a# materials. . perating supplies. e. ffi"e euipment. '(): *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + no#lege of general business fun"tions 71. The use of la# firms or a%ertising agen"ies b! business marketers "onstitutes #hat t!pe of inustrial gooA a. Fa"ilitating goos. b. Entering goos. ". Founation goos. . nstallations. '(): ' *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + no#lege of general business fun"tions 72. Markets for prou"ts an ser%i"es$ lo"al to international$ bought b! businesses$ go%ernment boies$ an institutions for "onsumption$ for use or for resale are: a. "onsumer markets. b. business markets. ". global markets. . target markets. '(): B *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + no#lege of general business fun"tions 73. e%eloping a marketing program that rea"hes the ultimate "onsumer ire"tl! for a prou"t that in"orporates !our prou"t$ su"h as u*ont a%ertising to "onsumers to in"rease the sales of "arpeting #hi"h in"orporates their prou"t is kno#n as: a. eman elasti"it!. b. stimulating eman. ". flu"tuating eman. . pri"e sensiti%it!. '(): B *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + no#lege of general business fun"tions
Full file at http://testbankinstant.CH/Test-Bank-for-Business-MarketingManagement-B2B-11th-Eition-b!-Hutt T($E)FA%SE
1. The intene use of the prou"t an the intene "onsumer istinguishes business marketing from "onsumer-goos marketing. '(): T *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Customer , + Managing e"ision-making pro"esses 2. The eman for inustrial prou"ts is eri%e from the ultimate eman for "onsumer prou"ts. '(): T *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Customer , + Managing e"ision-making pro"esses 3. ' "lose e0amination of a market-ri%en firm #ill re%eal t#o important "apabilities: market sensing an "ustomer linking. '(): T *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + no#lege of general business fun"tions 5. Firms operating in the business market must respon not to a single "onsumer but to a mu"h #ier group of bu!ing influentials$ all of #hom ma! bring ifferent "riteria to bear on the pur"hase e"ision. '(): T *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Customer , + Managing e"ision-making pro"esses 7. *lanning in the business marketing setting reuires more fun"tional interepenen"e an a "loser relationship to total "orporate strateg! than oes planning in the "onsumer goos se"tor. '(): T *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + Managing strateg! inno%ation 8. ' parti"ular inustrial "ustomer might be properl! "lassifie as a user b! some business marketers an an original euipment manufa"turer b! other business marketers. '(): T *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Customer , + Managing e"ision-making pro"esses 9. nustrial goos are "lassifie on the basis of ho# organi&ational bu!ers shop for parti"ular prou"ts an ser%i"es. '(): F *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions
Full file at http://testbankinstant.CH/Test-Bank-for-Business-MarketingManagement-B2B-11th-Eition-b!-Hutt ;. n "ontrast to ra# materials$ manufa"ture materials an parts #oul be "lassifie as "apital items. '(): F *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions >. 's founation goos are use up or #orn out$ a portion of their original "ost is assigne to the prou"tion pro"ess as a epre"iation e0pense. '(): T *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions 1<. *ersonal "omputers an light fa"tor! euipment su"h as portable rills pro%ie e0amples of inustrial goos that #oul be "lassifie as a""essor! euipment. '(): T *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions 11. ' marketing strateg! that #orks #ell for selling entering goos shoul be euall! su""essful for fa"ilitating goos. '(): F *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + Managing strateg! inno%ation 12. *ri"e ma! be "riti"al in the marketing strateg! for supplies be"ause man! suppl! items are unifferentiate. '(): T *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel *ri"ing , + Managing strateg! inno%ation 13. ther fun"tional areas affe"t all business marketing e"isions$ either ire"tl! or inire"tl!. '(): T *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions 15. The I"ompatibilit!I of a "ross-fun"tional #orking relationship "an be efine as the "ommon groun or share goals that "an unite managers #ho represent ifferent fun"tional areas. '(): T *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions 17. ue to o#nturns in the e"onom!$ the eman for man! "onsumer prou"ts tens to flu"tuate more than the eman for inustrial prou"ts. '(): F *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions
Full file at http://testbankinstant.CH/Test-Bank-for-Business-MarketingManagement-B2B-11th-Eition-b!-Hutt 18. (one of the prou"ts pur"hase b! "ustomers in the business market are the same as those pur"hase b! ultimate "onsumers. '(): F *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel *rou"t , + no#lege of general business fun"tions 19. Customers in the business market "an be broal! "lassifie into three "ategories: 1 "ommer"ial enterprisesD 2 go%ernmentD an 3 institutions. '(): T *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Customer , + Managing e"ision-making pro"esses 1;. )uppl! "hain management reuires nformation sharing$ share te"hnologies$ an share benefits. '(): T *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel istribution , + Managing logisti"s te"hnolog! 1>. *ersonal selling is less important for supplies than it is for other "ategories of goos$ su"h as installations. '(): T *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel *romotion , + no#lege of meia "ommuni"ations eli%er! 2<. +elationships bet#een business marketers ten to be "lose an enuring. '(): T *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions S&'(T A*S+E(
1. Business market "ustomers "an be broal! "lassifie into these three "ategories: '(): 1. Business "ommer"ial enterprises 2. nstitutions 3. ?o%ernment *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions 2. The %alue elements that "ontain essentiall! the same performan"e "hara"teristi"s as the ne0t best alternati%e an the %alue elements that rener the supplier=s offering either superior or inferior to the ne0t best alternati%e are kno#n respe"ti%el! as:
Full file at http://testbankinstant.CH/Test-Bank-for-Business-MarketingManagement-B2B-11th-Eition-b!-Hutt '(): *oints of parit! an points of ifferen"e *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg!, + Managing strateg! inno%ation 3. Be"ause eman in business markets is eri%e from "onsumer markets$ business must "arefull! monitor eman patterns an "hanging "onsumer bu!ing preferen"es. Be"ause of these "hanges$ the eman for man! inustrial prou"ts "an be es"ribe as: '(): Flu"tuating eman *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + no#lege of general business fun"tions 5. Those that ha%e the po#er in the business bu!ing pro"ess are referre to as: '(): e! bu!ing influentials *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + Managing e"ision-making pro"esses 7. This t!pe of euipment is generall! less e0pensi%e an is short-li%e "ompare #ith installations$ an is not "onsiere part of the fi0e plant: '(): '""essor! euipment *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + no#lege of general business fun"tions 8. Jike supplies$ business ser%i"es are "onsiere e0pense items. Business ser%i"es "an be "lassifie as: '(): Maintenan"e an repair support an a%isor! support *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + no#lege of general business fun"tions ESSA
1. sing a prou"t of !our "hoi"e$ illustrate the "on"ept of the suppl! "hain an ini"ate #hi"h elements or e0"hange relationships fall into the business %ersus the "onsumer-goos marketing omain.
Full file at http://testbankinstant.CH/Test-Bank-for-Business-MarketingManagement-B2B-11th-Eition-b!-Hutt '(): n/a *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel Marketing *lan , + no#lege of general business fun"tions 2. Carefull! "ompare an "ontrast the marketing strateg! patterns an bu!ing "onsierations for a K3 million air "onitioning s!stem to be use in a large fa"tor! %ersus photo"op!ing paper for use in an offi"e. '(): n/a *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + )trategi" s!stems skills 3. Conra )pring prou"es manufa"ture materials an parts for i%erse "ustomer groups in the business market$ ranging from automobile manufa"turers an househol applian"e prou"ers to to! makers an mei"al euipment spe"ialists. es"ribe the nature of marketing strateg! for inustrial goos of this t!pe. '(): n/a *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + )trategi" s!stems skills 5. ell Computer has e0"elle #ith a fast-pa"e buil-to-orer approa"h that in%ol%es taking "ustomer orers online$ or"hestrating prou"tion tailore to ea"h "ustomer$ an forging a one-to-one relationship #ith the "ustomer after the sale. )ome auto inustr! e0e"uti%es ha%e turne to Mi"hael ell$ the "ompan! founer$ for a%i"e "on"erning ho# to make their businesses look like his. )enior e0e"uti%es at For$ for e0ample$ en%ision a future #here "ustomers #ill orer online an fa"tories #ill buil to orer$ eliminating billions of ollars of in%entor! "osts for e0ample$ large sto"ks of %ehi"les on han. 'll of those mass prou"e "ars sitting for #eeks on ealer lots represent a massi%e in%estment that !iels no return until a bu!er "omes along. a. E%aluate the feasibilit! of a buil-to-orer s!stem for an automaker like For an outline the ke! reuirements that For must meet to make the strateg! #ork for a potential "ustomer like !ou. b. Ho# #oul a buil-to-orer s!stem alter the #a! in #hi"h suppliers business marketers #oul ser%e For as a "ustomerA '(): n/a *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + )trategi" s!stems skills
Full file at http://testbankinstant.CH/Test-Bank-for-Business-MarketingManagement-B2B-11th-Eition-b!-Hutt 7. Consier some leaing-ege "onsumer prou"t manufa"turers like *ro"ter ?amble$ ?illette$ or Co"a Cola. @hat maor ifferen"es #oul !ou e0pe"t to fin in "omparing the marketing strateg! patterns emplo!e b! these "onsumer-prou"ts "ompanies to those of leaing business marketing firms su"h as ntel$ 3M$ or o# Chemi"alA (e0t$ es"ribe the similarities an ifferen"es that emerge #hen "omparing the istin"ti%e attributes of a leaing-ege "onsumer prou"ts marketer to a firm that emonstrates superb skills ser%ing "ustomers in the business market. '(): n/a *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + )trategi" s!stems skills 8. Ha!es eno!s a #ell-establishe position as a supplier to the automobile inustr!. The firm supplie #heels to the Moel T For. Toa!$ Ha!es is betting on a ne# prou"t$ fabri"ate aluminum #heels$ #hi"h #eigh up to 2< per"ent less than "ast aluminum #heels an 5< per"ent less than steel ones. Ha!es has signe "ontra"ts #orth K7< million for the ne# #heelsLmostl! for use in spare tiresL#ith aimlerChr!sler$ For$ ?eneral Motors$ an BM@. ra#ing on the inustrial goos "lassifi"ation s"heme$ ho# #oul !ou "lassif! the aluminum #heelsA )ket"h out the "riti"al bu!ing moti%es that organi&ations like aimlerChr!sler #oul emphasi&e in e%aluating the #heels an e0plore Ha!es= asso"iate marketing strateg! impli"ations. '(): n/a *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + Jearning$ moti%ation leaership 9. )mu"ker=s sells prou"ts to both business an "onsumer markets. Compare an "ontrast the marketing strategies that )mu"ker=s #ill use #hen selling their prou"ts to ea"h t!pe of market. '(): n/a *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + )trategi" s!stems skills ;. *lease e0plain the follo#ing statement an ho# it affe"ts business marketers. 'll business marketing e"isions - prou"t$ pri"e$ promotion$ an istribution - are affe"te$ ire"tl! or inire"tl!$ b! other fun"tional areas. n turn$ marketing "onsierations influen"e business e"isions in + an in manufa"turing an pro"urement$ as #ell as austments in the o%erall "orporate strateg!.N '(): n/a *T): 1 ('T: ''C)B +efle"ti%e Thinking , CBE Moel )trateg! , + )trategi" s!stems skills
