MAR 3023 ch 6 & 7 quizzes

MAR 3023 ch 6 & 7 quizzes - 1. Most B2B buying situations...

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1. Most B2B buying situations can be categorized into three categories: new buys, structured rebuys and automatic rebuys. Student Response False Score: 1/1 2. The B2B buying process tends to be more formal than B2C buying. Student Response True Score: 1/1 3. Frequently a B2B buyer will post its RFP needs: Student Response A. through Amazon.com. B. in Commerce Business Daily. C. in the legal section of a local newspaper. D. on its Web site. E. in the employee human resources office. Score: 1/1 4.
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Business-to-business marketing refers to buying and selling goods or services by all of the following except: Student Response A. manufacturers. B. consumers. C. retailers. D. producers. E. wholesalers. Score: 1/1 5. Barb owns a company that manufactures sophisticated electronic fluid monitoring devices that she then sells to other commercial users. Typically, she buys: Student Response A. raw materials, components and parts. B. some B2B and some B2C material which become integral elements of her own products. C. B2C elements so she can achieve substantial cost savings, which she passes on to her customers. D. B2B goods for her devices but she uses B2C services like transportation and courier services because they are not included in her devices. E. goods using her personal Internet accounts so she qualifies for B2C prices and discounts. Score: 0/1 6. In comparing the B2B and B2C buying processes:
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Student Response A. the B2B process is more complex, but usually the buying is done by a purchasing agent which makes it easier for marketers. B. B2B buying is often as impulsive as B2C, frequently due to the persuasive power of good sales representatives. C. B2C begins with need recognition, while B2B begins with product or service specification. D. the B2B process has more discrete steps, though once relationship is established and the buyer is satisfied with the current goods, many steps can be eliminated. E. All of the above. Score: 1/1 7. Celia's firm has developed a breakfast cereal targeted toward children. Rather than compete in the mature U.S. market, she has decided instead to introduce the product to Europe where she feels it will be innovative. Her ad agency urged caution because: Student Response A. advertising regulations differ, including advertising to children. B. print media is so different in Europe it would be difficult to create a global campaign. C. literacy rates are significantly lower, and ads would be ineffective. D. their research indicates that European children do not eat breakfast as often as American children. E. domestic advertising agencies cannot earn commissions on advertising they place overseas. Score: 1/1
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8. Today's huge growth in global markets is the result of: Student Response A. reduced barriers to trade. B. easier transport of goods and services.
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This note was uploaded on 02/28/2011 for the course MRKT 3023 taught by Professor Massiah during the Spring '11 term at University of Central Florida.

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MAR 3023 ch 6 & 7 quizzes - 1. Most B2B buying situations...

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