Test Bank For Business Marketing Management B2B - 10th - 2024 All Chapters - 9780357718230.pdf

Business Marketing Management B2B 11th Ed
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ition Test Bank
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Description


Business Marketing Management B2B 11th Ed
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ition Test Bank
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IMhParth3:hExamhQuestions:hMC,hTF,hSA,hEssay

Chapterh1-AhBusinesshMarketinghPerspective

MULTIPLEhCHOICE

1.hThehbusinesshmarkethconsistshofhthehfollowinghthreehcomponents:
a.hcommercialhenterprises,hresellers,handhgovernment.
b.hmanufacturers,hinstitutions,handhdefense.
c.hmanufacturers,hservicehorganizations,handhgovernment.
d.hcommercialhenterprises,hservicehorganizations,handhgovernment.
e.hcommercialhenterprises,hinstitutions,handhgovernment.
ANS:hEhPTS:h1
NAT:hAACSBhReflectivehThinkingh|hCB&EhModelhMarketinghPlanh|hR&DhKnowledgehofhgeneralh
businesshfunctions

2.hConcerninghmanufacturinghcustomers,hthehbusinesshmarkethis:
a.hconcentratedhbyhsize.
b.hgeographicallyhconcentrated.
c.hexperiencinghdeclininghgrowthhinhmanyhlargehmetropolitanhareas.
d.hallhofhthehabove.
e.h(a)handh(b)honly.
ANS:hEhPTS:h1
NAT:hAACSBhReflectivehThinkingh|hCB&EhModelhMarketinghPlanh|hR&DhKnowledgehofhgeneralh
businesshfunctions

3.hBasedhonhthehvolumehofhtheirhpurchases,h_____harehthehmosthimportanthcommercialhcustomershinh
thehbusinesshorhindustrialhmarket.
a.hconstructionhcompanies
b.hmanufacturers
c.htransportationhcompanies
d.hservicehfirmsh(e.g.,hhotels)

,e.hhealthhcarehfacilities
ANS:hBhPTS:h1
NAT:hAACSBhReflectivehThinkingh|hCB&EhModelhMarketinghPlanh|hR&DhKnowledgehofhgeneralh
businesshfunction
4.hMarket-drivenhfirmshdemonstrate:
a.hthehcoordinatedhusehofhinterfunctionalhresourcesh(forhexample,hresearchhandhdevelopment,hmanuf
acturing).
b.hahsethofhvalueshandhbeliefshamonghemployeeshthathplaceshthehcustomer’shinterestshfirst.
c.hthehabilityhtohgenerate,hdisseminate,handhproductivelyhusehsuperiorhinformationhabouthcustomersh
andhcompetitors.
d.hallhofhthehabove.
e.h(b)handh(c)honly.
ANS:hDhPTS:h1
NAT:hAACSBhReflectivehThinkingh|hCB&EhModelhStrategyh|hR&DhKnowledgehofhgeneralhbusines
shfunctions

5.hMarket-
drivenhfirmshspothmarkethchangeshandhreacthwellhinhadvancehofhtheirhcompetitors.hThishillustrates:
a.hthehcustomer-linkinghcapabilityhofhmarket-drivenhfirms.
b.hthehvaluehpropositionhofhmarket-drivenhfirms.
c.hthehmarket-sensinghcapabilityhofhmarket-drivenhfirms.
d.hthehvaluehofhusinghdirecthchannelshofhdistributionhinhthehbusinesshmarket.
e.hbothh(b)handh(c).
ANS:hChPTS:h1
NAT:hAACSBhReflectivehThinkingh|hCB&EhModelhStrategyh|hR&DhKnowledgehofhgeneralhbusines
shfunctions

6.hThehparticularhskills,habilities,handhprocesseshthathanhorganizationhhashdevelopedhtohmanagehclose
hcustomerhrelationshipsharehreferredhtohas:

a.hthehcustomer-linkinghcapability.
b.hchannelhmanagement.
c.hderivedhdemand.
d.hthehmarket-sensinghcapability.
e.hthehextendedhenterprise.
ANS:hAhPTS:h1
NAT:hAACSBhReflectivehThinkingh|hCB&EhModelhCustomerh|hR&DhManaginghdecision-
makinghprocesses

7.hThehabilityhofhanhorganizationhtohquicklyhrecognizehchangeshinhitshmarkethandhtohanticipatehcusto
merhresponseshtohmarketinghprogramshishreferredhtohas:
a.hmarkethresearchhcapability.
b.hcustomer-linkinghcapability.
c.hcompetitivehintelligence.
d.hmarket-sensinghcapability.
e.hderivedhdemand.
ANS:hDhPTS:h1

,NAT:hAACSBhReflectivehThinkingh|hCB&EhModelhCustomerh|hR&DhManaginghdecision-
makinghprocesses

8.hMotorolahreducedhthehpricehofhthehelectronichenginehcontrolhthathithsellshtohFordhbyh10hpercenthand
hexperiencedhah15hpercenthincreasehinhquantityhdemanded.hThishsuggestshthathFord’shpricehelasticityh

ofhdemandhis:
a.helastic.
b.hinelastic.
c.hneitherhelastichnorhinelastic.
d.hinsensitivehtohpricehchanges.
e.hnonehofhthehabove.
ANS:hAhPTS:h1
NAT:hAACSBhReflectivehThinkingh|hCB&EhModelhPricingh|hR&DhKnowledgehofhgeneralhbusinessh
functions

9.hDaycohincreasedhthehpricehofhthehdrivehbeltshthathithsellshtohGeneralhMotorshbyh5hpercenthandhsales
hofhthehitemhgrewhbyh9hpercent.hPricehelasticityhofhdemandhforhdrivehbeltshappearshtohbe:

a.helastic.
b.hinelastic.
c.hneitherhelastichnorhinelastic.
d.hsensitivehtohpricehchanges.
e.hnonehofhthehabove.
ANS:hBhPTS:h1
NAT:hAACSBhReflectivehThinkingh|hCB&EhModelhPricingh|hR&DhKnowledgehofhgeneralhbusinessh
functions

10.hAhdiverseharrayhofhorganizationshmakehuphthehbusinesshmarket.hThesehorganizationshcanhbehbroa
dlyhclassifiedhas:
a.hcommercialhenterprises,hgovernmentalhorganizations,handhinstitutions.
b.hcommercialhenterprises,husers,handhgovernmentalhunits.
c.hcommercialhenterprises,husers,handhoriginalhequipmenthmanufacturers.
d.hproducershandhresellershofhindustrialhproductshorhservices.
e.hupstreamhsuppliers,husers,handhgovernmentalhunits.
ANS:hAhPTS:h1
NAT:hAACSBhReflectivehThinkingh|hCB&EhModelhStrategyh|hR&DhKnowledgehofhgeneralhbusines
shfunctions

11.hWhenhpurchasinghahhighhspeedhpackaginghmachine,hGeneralhFoodshwouldhbehclassifiedhas:
a.hanhoriginalhequipmenthmanufacturer.
b.hahuser.
c.hahdistributor.
d.hahdealer.
e.hanhinstitutionalhbuyer.
ANS:hBhPTS:h1
NAT:hAACSBhReflectivehThinkingh|hCB&EhModelhStrategyh|hR&DhKnowledgehofhgeneralhbusines
shfunctions

, 12.hConcerninghthehchainhofhsuppliershinvolvedhinhthehcreationhofhahHondahautomobile,hwhichhofhthe
hfollowinghfallhwithinhthehbusinesshmarketinghdomain?

a.hHondahpurchasinghpowerhsteeringhcomponentshfromhdirecthsuppliers.
b.hDirecthsuppliershofhpowerhsteeringhsystemshpurchasinghsheethmetalhfromhupstreamhsuppliers.
c.hOrganizationshpurchasinghHondahautomobileshforhtheirhfleets.
d.hallhofhthehabove.
e.h(a)handh(b)honly.
ANS:hDhPTS:h1
NAT:hAACSBhReflectivehThinkingh|hCB&EhModelhDistributionh|hR&DhKnowledgehofhgeneralhbusi
nesshfunctions

13.hWhichhofhthehfollowinghtransactionshfallhintohthehbusinesshmarketinghdomain?
a.hFordhpurchasinghmachinehtoolshforhtheirhplantshfromhCincinnatihMilacron.
b.hFordhsellinghtheirhautomobileshtohthehfleethmanagerhathCincinnatihMilacronhforhusehbyhthehsaleshfo
rce.
c.hFordhpurchasinghpower-steeringhsystemshfromhMotorolahforhusehinhahparticularhmodel.
d.hallhofhthehabove.
e.h(a)handh(c)honly.
ANS:hDhPTS:h1
NAT:hAACSBhReflectivehThinkingh|hCB&EhModelhDistributionh|hR&DhKnowledgehofhgeneralhbusi
nesshfunctions

14.hWhenhpurchasinghmachinehtoolshforhtheirhplants,hAmericanhHondahis:
a.hanhoriginalhequipmenthmanufacturer.
b.hahuser.
c.hahdistributor.
d.hanhinstitutionalhbuyer.
e.hanhupstreamhsupplier.
ANS:hBhPTS:h1
NAT:hAACSBhReflectivehThinkingh|hCB&EhModelhStrategyh|hR&DhKnowledgehofhgeneralhbusines
shfunctions

15.hConcerninghthehclassificationhofhcustomershinhthehbusinesshmarket,hGeneralhMotorshisha(n)h____
hwhenhpurchasinghahmainframehcomputerhsystemhfromhIBM,hbuthisha(n)h____hwhenhpurchasinghtires

hfromhGoodyear.

a.huser;horiginalhequipmenthmanufacturerh(OEM)
b.huser;hdistributor
c.horiginalhequipmenthmanufacturerh(OEM);huser
d.huser;hupstreamhsupplier
e.horiginalhequipmenthmanufacturerh(OEM);hdownstreamhsupplier
ANS:hAhPTS:h1
NAT:hAACSBhReflectivehThinkingh|hCB&EhModelhStrategyh|hR&DhKnowledgehofhgeneralhbusines
shfunctions

16.hAshanhindustrialhcustomer,hFordhMotorhCompanyhwouldhbehclassifiedhas:
a.hahuser.