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Exam 5: B2B Marketing

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Question 41

Multiple Choice

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For many organizations, purchase decisions are made based upon minimizing risk.This reflects

A) The need for low price in organizational selling
B) Fear as a factor in organizational buying
C) Content marketing
D) Fluctuating and derived demand

E) B) and C)
F) A) and B)

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verified

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Question 42

Multiple Choice

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When a city-managed library system buys new computers, monitors, and printers for its student computer labs, it is operating as a(n) _____.

A) industrial market
B) business market
C) government market
D) facilitating agent

E) A) and B)
F) A) and C)

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Question 43

Multiple Choice

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Hartey & Inova Inc.is a first-time buyer of the services of Gamko Inc.This is an example of a _____.

What is a buying centre and in what type of business would a person expect to find one operating?

Identify the buying process characteristic from the following dimensions of organizational buying behaviours.

The people in the organization who actually use the product or service are called _____.

Which of the following is a commonly used organizational buying criterion?

_____ are detailed specifications for the products and services they want to buy and the characteristics of the suppliers that will supply them.

When small changes in price for consumer products can result in large increases or decreases in demand for the facilities and equipment needed to make the consumer product, it is referred to as _____ demand.

Fasteasytrade.com is an online trading community that brings together more than 50,000 suppliers and 4,000 buyers from various industries.It handles more than $30 billion in orders annually. Which of the following is true about Fasteasytrade.com?

Concert Staging Company (CSC) provides the stage, roof system, lighting, and sound for outdoor concerts and theatres.The frequency of concerts and theatre events conducted depends on the customers' decisions to purchase the tickets.The number of concerts and theatre events determine how many times CSC gets an opportunity to provide its services.Thus, the demand for the services provided by CSC is a(n) _____ demand.

Firms selling consumer goods or services often try to reach thousands or millions of individuals or households.Firms selling to organizations are often:

What is the North American Industry Classification System (NAICS)?

A relationship called a _____ exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate customer.

At which stage in the buying decision process would a firm clarify its organizational buying criteria and select a supplier?

_____ are the federal, provincial, regional, and municipal agencies that buy goods and services for the constituents that they serve.

In terms of the buying centre, people who control the flow of information in the buying centre, such as purchasing personnel, technical experts, and secretaries, and help or prevent sales people from reaching others in the buying centre are called _____.

Online buying in organizational markets is prominent because Internet/Web technology:

PowerChain Solutions is an e-commerce marketplace serving companies and organizations world-wide.It helps buyers of parts and services to purchase these items for the lowest price, using bids from prospective sellers.In this example, what type of auction would PowerChain Solutions facilitate?

Within the buying centre, deciders are people who: