Test Bank for Marketing, 10th Edition by William M. Pride Fully Covered 2024 Complete All Chapters A+

MarketingjManagement,j15e,jGlobaljEditionj(Kotler)jChapte
rj7j AnalyzingjBusinessjMarkets

1) jrefersjtojthejdecision-

makingjprocessjbyjwhichjformaljorganizationsjestablishjthejneedjforjpurchasedjproductsjandjservic
esjandjidentify,jevaluate,jandjchoosejamongjalternativejbrandsjandjsuppliers.
A) Marketingjchannels
B) Organizationaljbuying
C) Corporatejretailing
D) Brandjauditing
E) Inventoryjcontrolj
Answer:j B
Diff:j1
LO:j 7.1:jWhatjisjorganizationaljbuying?jAACSB:j
Reflectivejthinking

2) Thej
jmarketjconsistsjofjalljthejorganizationsjthatjacquirejgoodsjandjservicesjusedjinjthejproductionjofjot

herjproductsjorjservicesjthatjarejsold,jrented,jorjsuppliedjtojothers.
A) business
B) consumer
C) e-commerce
D) global
E) domestic
jAnswer:jAj

Diff:j1
LO:j 7.1:jWhatjisjorganizationaljbuying?jA
ACSB:j Reflectivejthinking

3) Howjcanjajmarketerjovercomejthejnegativejeffectsjofjcommoditization?
A) convincejtargetjconsumersjthatjthejfirm'sjproductsjarejasjgoodjasjthosejofjcompetitors
B) convincejtargetjconsumersjthatjpricejisjirrelevantjinjdeterminingjquality
C) convincejtargetjconsumersjthatjthejfirm'sjproductsjarejdifferentjfromjthosejofjcompetitors
D) convincejtargetjcustomersjthatjbuyingjthejhighest-pricedjproductjisjnojguaranteejofjquality
E) convincejtargetjcustomersjthatjalljthejproductsjinjthejmarketjarejequivalentjAn
swer:j C
Diff:j2
LO:j 7.1:jWhatjisjorganizationaljbuying?jAACSB:j
Reflectivejthinking




1
Copyrightj©j2016jPearsonjEducationjLimited

,4) Whichjofjthejfollowingjisjtruejforjbusinessjmarketers?
A) Theyjdealjwithjmorejandjlargerjbuyersjthanjconsumerjmarketers.
B) Theyjdealjwithjmorejandjsmallerjbuyersjthanjconsumerjmarketers.
C) Theyjdealjwithjfewerjandjlargerjbuyersjthanjconsumerjmarketers.
D) Theyjdealjwithjfewerjandjsmallerjbuyersjthanjconsumerjmarketers.
E) Theyjdealjwithjthejsamejkindjofjbuyersjasjconsumerjmarketers.jAn
swer:j C
Diff:j2
LO:j 7.1:jWhatjisjorganizationaljbuying?jAACSB:j
Analyticaljthinking

5) Whichjofjthejfollowingjisjajchallengejinjwhichjbusinessjmarketersjdifferjfromjconsumerjmar
keters?
A) understandingjdeepjcustomerjneedsjinjnewjways
B) identifyingjnewjopportunitiesjforjorganicjbusinessjgrowth
C) geographicallyjconcentratedjbuyers
D) calculatingjbetterjmarketingjperformancejandjaccountabilityjmetrics
E) competingjandjgrowingjinjglobaljmarkets,jparticularlyjChinajA
nswer:j C
Diff:j2
LO:j 7.1:jWhatjisjorganizationaljbuying?jAACSB:j
Analyticaljthinking

6) Pittsburgh-
basedjConsoljEnergy'sjcoaljbusinessjlargelyjdependsjonjordersjfromjutilitiesjandjsteeljcompaniesjw
hich,jinjturn,jdependjonjbroaderjeconomicjdemandjfromjconsumersjforjelectricityjandjsteel-
basedjproductsjlikejautomobilesjandjappliancesjbecausejofj .
A) fluctuatingjdemand
B) derivedjdemand
C) professionaljpurchasing
D) multiplejbuyingjinfluences
E) multiplejsalesjcallsj
Answer:j B
Diff:j3
LO:j 7.1:jWhatjisjorganizationaljbuying?jAACSB:j
Applicationjofjknowledge

7) Sometimesjajrisejofjonlyj10jpercentjinjconsumerjdemandjcanjcausejasjmuchjasjaj200jpercentjrisejin
jbusinessjdemandjforjproductsjforjthejnextjperiod.jThisjisjanjexamplejofj .
A) inelasticjdemand
B) directjpurchasing
C) fluctuatingjdemand
D) derivedjdemand
E) ajstraightjrebuyj
Answer:j C
Diff:j1
LO:j 7.1:jWhatjisjorganizationaljbuying?jAACSB:j
2
Copyrightj©j2016jPearsonjEducationjLimited

,Reflectivejthinking




3
Copyrightj©j2016jPearsonjEducationjLimited

, 8) Shoejmanufacturersjarejnotjgoingjtojbuyjmuchjmorejleatherjifjthejpricejofjleatherjfalls,jnorjwilljt
heyjbuyjmuchjlessjleatherjifjthejpricejrises,junlessjtheyjcanjfindjsatisfactoryjsubstitutes.jThisjisjanje
xamplejofj .
A) inelasticjdemand
B) directjpurchasing
C) thejaccelerationjeffect
D) ajmodifiedjrebuy
E) ajstraightjrebuyj
Answer:j A
Diff:j2
LO:j 7.1:jWhatjisjorganizationaljbuying?jAACSB:j
Analyticaljthinking

9) Organizationaljbuyingjisjthejdecision-
makingjprocessjbyjwhichjformaljorganizationsjestablishjthejneedjforjpurchasedjproductsjandjservices
jandjidentify,jevaluate,jandjchoosejamongjalternativejbrandsjandjsuppliers.

Answer:j TRUEjDiff
:j1
LO:j 7.1:jWhatjisjorganizationaljbuying?

10) Thejbusinessjmarketjconsistsjofjalljthejorganizationsjthatjacquirejgoodsjandjservicesjusedjinjthejp
roductionjofjotherjproductsjorjservicesjthatjarejsold,jrented,jorjsuppliedjtojothers.
Answer:j TRUEjDiff
:j1
LO:j 7.1:jWhatjisjorganizationaljbuying?

11) Commoditizationjstrengthensjcustomerjloyalty.j
Answer:j FALSE
Diff:j1
LO:j 7.1:jWhatjisjorganizationaljbuying?jAACSB:j
Reflectivejthinking

12) Thejbusinessjmarketjisjessentiallyjthejsamejmarketjasjthejconsumerjmarket.jAn
swer:j FALSE
Diff:j1
LO:j 7.1:jWhatjisjorganizationaljbuying?jAACSB:j
Reflectivejthinking

13) Businessjbuyersjoftenjselectjsuppliersjwhojalsojbuyjfromjthem.jAn
swer:j TRUE
Diff:j1
LO:j 7.1:jWhatjisjorganizationaljbuying?jAACSB:j
Reflectivejthinking




4
Copyrightj©j2016jPearsonjEducationjLimited