B2B

Question 1

Difference between B2B and C2B

Answer 1

B2B doesnt require many buyers or customers. You can have a very limited amount of customers.

The utility of the product for the customers. Might need more specific or specialized utility offered in the product for the customers,

Question 2

Key to successful marketing strategy

Answer 2

Adjusting marketing plan according to what market you are curently advertising

Question 3

Different demands in the market that characterize the business

Answer 3

Derived - demand from industrial products derived from the demand of consumer products. Computer demand is high, services to create a computer is in demand.

Fluctuating demand - Studying trends and patterns in the consumer market. Downturns make for business opportunities. Seasonal changes in demand in clothes

Stimulating demand - Going for the end consumer and monitor final consumer markets. Stimulating demand through innovation

Question 4

Difference between Transactional exchange and Collaborative

Answer 4

transactional is very limited and standardized. Communication is only needed to make the standardized system operatable.

Collaborative - more specialized or more introcate items needed. A higher personal touch and contact between two parties. Open to quick changes and specific request.

Question 5

Whats switching cost

Answer 5

the total cost or switching supplier. All the investments you have already made. Specialized Equipment, procedures and proccesses.

Question 6

Describe key accounts

Answer 6

Communication channel between seller and buyer.
Bowtie and Diamond
Bowtie more restricted and for more standardized products and special orders
Diamond - different actors working together where multiple departments work together.

Question 7

what are value Drivers

Answer 7

Service, support and personal interactions. Suppliers know how and its ability to improve a customers time to market.

An activity or capability that adds worh to a product or service

Question 8

Keys of a succesful high growth company

Answer 8

Segment a well defined customer group
Develop value that meets the group
Focus and retain profitable customers

Question 9

Different business sectors

Answer 9

Commercial, insitutions and governments

Question 10

Criteria for evaluating a good segment

Answer 10

Measurability
Accesabbility
substantiality
Responsiveness

Question 11

Centralized and decentralized buyers

Answer 11

Centralized - Stress on long term supply availability and the development of a healthy supplier complex

Decentralized - Tend to emphazie short term cost efficiency

Question 12

Types of buyers

Answer 12

Programmed - not price or service sensitive

Relationship buyers - value partnerships not price

Transactional - price is key but relations is good

Bargain hunters - Price sensitive in regards to importance of product

Question 13

Different market entries and its hardships

Answer 13

Innovation focused - wants to be first in the market

Fast growing markets - constantly under competition competitors

Highly competetive - mature products in highly competetive markets

Question 14

Methods of forecasting demand

Answer 14

Qualitative methods -
Executive method, top executives estimate future sales
Delphi method, panels of experts

Quantitative - time series and trend searching

Question 15

Whats the ARA model

Answer 15

Actor bonds - social bonds, contracts, technical
Resource ties
Activity links

Question 16

What defines a market strategys purpose, 3 questions

Answer 16

1. where are we
2. where are we headed
3. how to we get there

Question 17

Explain cost leader as a competetive advantage

Answer 17

cost leader is not having the lowest prices but the lowest cost.

Question 18

What role does marketing have

Answer 18

Assessing market attractiveness

Promoting customers

Formulating the firms overall value to the market

Question 19

Core strategy defines ?

Answer 19

How a firm decided to complete elements like;
business mission, the overall strategic objectives

Product/market scope - where to do it

Question 20

Value network- ?

Answer 20

Includes:
Suppliers
Strategic alliance partners
Coalitions
Partners
The set of connections between groups of companies that benefit the entire network. From seller to Buyer.

Question 21

Balanced scorecard

Answer 21

Comprehensive system for converting a companys vision and strategy into connected performance measures
Consists of
Financial focuses
Customer focuses
Internal focus
Learning and Growth

Question 22

When shouldnt you outsource

Answer 22

where we have low labor contracts
Low growth in demand
Low degree of standardization
High logistical requirements

Question 23

When SHOULD you outsource

Answer 23

High labor contracts
Growth of demand
High standarization

Question 24

Market identity

Answer 24

Created through brand, products and symbols

Question 25

characteristics of successful innovation approach

Answer 25

Limited structure - combine flexible and strict priorities with limited number of major outcomes

Skill to innovate continually
Ability to cope change in hight velocity industries

Question 26

Strategic advantages

Answer 26

Product advantage - Superiority of quality, function and cost perfromance

Market synergy - marketing supremecy

Technical synergy - R&D achievements

Question 27

Differentiating through value-creation

Answer 27

Add on benefits
Flexibility
Improve customer value and loyalty

Question 28

Core differentiatiors

Answer 28

Service support
Personal interaction
Suppliers know-how
Ability to improve customers time to market

Question 29

Moderate differentiatiors

Answer 29

Product Quality
Delivery
Aquisition and operation costs

Question 30

Identifying value drivers

Two kinds of ways of reaching more revenue

Answer 30

Cost drivers - value through reduce costs

Revenue drivers - add incremental value

Question 31

Differentiatiors core ideas

Answer 31

Service support on product
Personal interactions
Supplier know-how

Question 32

Supply management goals

Answer 32

1. Waste reduction
2. Time compression
3. Flexible response
4. Unit Cost reduction

Question 33

Total cost of ownership

Answer 33

Determining the cost of aquiring and using and item from a particular supplier