Marketing Final Exam

Commonplace in business marketing and can sometimes

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Unformatted text preview: distribution structure in business marketing typically: a. includes at least one wholesaler b. is direct c. is complex and multistage d. uses a three-step channel e. uses retail distributors ANS: B Direct channels, where manufacturers market directly to users, are much more common in business markets than in consumer markets. PTS: 1 REF: 112 Thinking KEY: CB&E Model Distribution OBJ: 07-6 TOP: AACSB Reflective MSC: BLOOMS Comprehension 53. _____ is commonplace in business marketing and can sometimes occur over several months. a. Negotiation b. Need mediation c. Customerization d. Purchase arbitration e. Disintermediation ANS: A Negotiating is common in business marketing. PTS: 1 REF: 112 Thinking KEY: CB&E Model Strategy OBJ: 07-6 TOP: AACSB Reflective MSC: BLOOMS Comprehension 54. If a business needs a particular good or service and decides to look among its own customers for a provider of that good or service, the business is: a. working to create purchase arbitration b. opening itself up to prosecution for illegal activities c. acting unethically d. trying to eliminate derived demand barriers e. practicing reciprocity ANS: E Reciprocity is the practice of business purchasers choosing to buy from their own customers. PTS: 1 REF: 112 Thinking KEY: CB&E Model Strategy OBJ: 07-6 TOP: AACSB Reflective MSC: BLOOMS Knowledge 55. An industrial cleaning products distributor needed to hire a janitorial service to keep his establishment clean, so he chose one of his customers for the job. This is an example of: a. b. c. d. e. nested demand derived demand reciprocity elastic demand circular buying ANS: C Reciprocity is the normal business practice of using customers as suppliers of goods or services. PTS: 1 REF: 112 Thinking KEY: CB&E Model Strategy OBJ: 07-6 TOP: AACSB Reflective MSC: BLOOMS Application 56. _____ occurs when a deli decides to buy its office supplies from a company that regularly buys sandwiches for its employees. a. Reciprocity b. Joint demand c. Elastic demand d. Derived demand e. Bidding conformity ANS: A Reciprocity is the normal business practice of using customers as suppliers of goods or services. PTS: 1 REF: 112 Thinking KEY: CB&E Model Strategy OBJ: 07-6 TOP: AACSB Reflective MSC: BLOOMS Application 57. Which of the following statements does NOT describe the business market? a. Business buying decisions are usually made independently by a purchasing agent, while consumer buying decisions are made jointly. b. Business customers tend to be more geographically concentrated, and customers in consumer markets tend to be more geographically dispersed. c. The channel of distribution is more often direct for business markets than for consumer markets. d. Purchasing by businesses is a more formal process than it is in consumer markets. e. Business marketers tend to have far fewer customers than consumer marketers. ANS: A Business buying decisions usually involve more people than a consumer purchase. Review Learning Out...
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