Chapter 6 - Chapter 6 - Business Marketing TRUE/FALSE 1....

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Chapter 6 - Business Marketing TRUE/FALSE 1. Shimano sells the fishing and golfing equipment it manufactures to sporting goods stores, which in turn sell the equipment to anglers and golfers. Shimano is engaged in business marketing. ANS: T Shimano sells to a reseller. PTS: 1 REF: 186 OBJ: 06-1 TYPE: App TOP: AACSB Reflective Thinking | TB&E Model Strategy 2. For a product to be called a business product, it must be used to manufacture other products, become part of another product, facilitate the normal operations of a firm, or be acquired for resale with no substantial change in form. ANS: T PTS: 1 REF: 186 TOP: AACSB Reflective Thinking | TB&E Model Product OBJ: 06-1 TYPE: Comp 3. The emergence of the Internet has made buying and selling in the business market a process that is only efficient for the largest producer to pursue. ANS: F Even the smallest businesses are finding they are able to compete successfully with their largest competitors as a result of the Internet. See Exhibit 6.1 PTS: 1 REF: 187 OBJ: 06-2 TYPE: Comp TOP: AACSB Technology | TB&E Model Online/Computer 4. Improved customer loyalty was developed by United Airlines through a strategic alliance with Starbucks. Onboard its planes, United now serves Starbucks gourmet coffee in cups that bear the logos of both companies. ANS: T One of the purposes of strategic alliances is relationship marketing. PTS: 1 REF: 189 OBJ: 06-3 TYPE: App TOP: AACSB Technology | TB&E Model Online/Computer | TB&E International Perspective 5. A keiretsu is an example of how strategic alliances can make efficient use of relationship marketing. ANS: T PTS: 1 REF: 190 TOP: AACSB Reflective Thinking | TB&E Model Strategy OBJ: 06-3 TYPE: Def 6. Any firm that purchases goods and services to make a profit by using them to produce other goods is part of the producer segment of the business market. ANS: T PTS: 1 REF: 191 TOP: AACSB Reflective Thinking | TB&E Model Product 7. The reseller market is the same as the retailer market. ANS: F The reseller market includes both retailers and wholesalers. PTS: 1 REF: 191 OBJ: 06-4 TYPE: Comp TOP: AACSB Reflective Thinking | TB&E Model Strategy 8. The government sector (federal, state and local) is a major segment of the business market ANS: T PTS: 1 REF: 191 TOP: AACSB Reflective Thinking | TB&E Model Strategy OBJ: 06-4 TYPE: Comp OBJ: 06-4 TYPE: Def 9. The single largest customer in the world is the U.S. federal government. ANS: T PTS: 1 REF: 192 TOP: AACSB Reflective Thinking | TB&E Model Customer 10. The Internet has eliminated the need for distributors. ANS: F This has not occurred although many experts thought it would. Relationships with knowledgeable distributors have remained important. PTS: 1 REF: 188 OBJ: 06-2 TYPE: Comp TOP: AACSB Technology | TB&E Model Distribution 11. NAICS is an industry classification system used by most nations of the world. ANS: F
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This note was uploaded on 02/11/2012 for the course MARK 3371 taught by Professor Staff during the Spring '08 term at Texas Pan American.

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Chapter 6 - Chapter 6 - Business Marketing TRUE/FALSE 1....

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