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Business to Business Marketing > Chapter 2 Business-to-BUsiness Environment: Customers, organizations, and Markets > Flashcards

Chapter 2 Business-to-BUsiness Environment: Customers, organizations, and Markets Flashcards

0
Q

organizations act as middlemen providing economic utilities of form, time, place, and possession to the manufacturers of products they distribute and segments of customers of those manufacturers that they serve

A

Industrial Distributors

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1
Q

What are the types of organizational customers?

A

Commercial enterprises: Industrial distributors and dealers, resellers, original equipment manufacturers, and users or end users

Government Units

Nonprofit and Not-for-profit Organizations

Producer Types: Raw materials producers, component parts and manufacturers materials producers, capital goods manufacturers

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2
Q

These organizations provide an offering with a unique enhancement to manufacturers’ products

A

Value Added reseller

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3
Q

What is it called when a VAR integrates offerings from many sources

A

Value network

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4
Q

These organizations purchase goods to incorporate them into good they produce and sell to their customers

A

Original Equipment manufacturers

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5
Q

Which firms are usually the largest volume users of goods and services

A

OEMs

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6
Q

Manufacturers that purchase goods and services for consumption either as supplies, capital goods, or materials for incorporation into their products such that the identity of the purchased product is lost

A

Users or end users

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7
Q

The largest consuming group in the United States

A

Government Units

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8
Q

The specialized role government plays in society leads to what?

A

nonstandard products

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9
Q

This business customer group includes churches, colleges, and nursing homes

A

Nonprofit or not-for-profit

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10
Q

Possess buying habit similar to government units

A

Nonprofits and not-for-profits

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11
Q

The goods they produce may also serve to classify business-to-business organizations

A

Producer Types

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12
Q

Producers of materials may find markets more sensitive to price: T or F

A

T

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13
Q

These suppliers’ products lose their identity when ombined in their customers’ products

A

raw materials

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14
Q

These usually retain their identity even when fully incorporated into a customer’s product

A

Component parts and manufactured materials

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15
Q

These are more easily differentiated from their direct competition. producers of these goods have added value to the materials and components they have purchased to create value for their customers

A

Component parts and manufactured materials

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16
Q

These good are used to produce output

A

Capital Goods

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17
Q

Customers of these types of goods expect an offering that includes installation, equipment, accessories, employee training, and financing

A

Capital Goods

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18
Q

Parameters that describe the functionality, interface, and design practices in an industry. These standards can be developed by industry committees, professional groups within an industry, or established by government. It results from many players in an industry embracing a particular way of doing things,which may not be formally agreed upon.

A

Industry Standards

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19
Q

Used to level the playing field among all potential suppliers

A

Customer Specifications

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20
Q

reduces opportunities for differentiation between competing suppliers

A

Customer specifications

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21
Q

What are the publics that have an interest in a business-to-business marketers operations?

A

Financial publics
Independent press
Public interest groups
Internal Publics

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22
Q

includes banks and other lending institutions, investors, investment banks, venture capital firms and investors, stock exchanges, brokerage houses, and financial analysts, and investment houses

A

Financial Publics

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23
Q

Attempt to impact corporate action through their ability to influence how the company is perceived by the financial community

A

Financial Publics

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24
Q

These may be an indicator of a shift in the mainstream market

A

Public interest groups

25
Q

This group of publics includes employees

A

internal publics

26
Q

What are the seven macro-environmental factors ?

A

demographic, economic, sociocultural, natural, technological, competitive, and legal and political environments

27
Q

Vital statistics that describe a population?

A

Demographics

28
Q

What are the demographic characteristics that businesses can have?

A

Type and size of industries that exist, the size and location of companies, the ages of businesses, and the size of the functional areas within the companies

29
Q

Sum total of all economic activity in the are and certain economic characteristics of note

A

Macroeconomy of the a region or jurisdiction

30
Q

Name the macroeconomic characteristics

A

How fast the economy is growing or declining in size, the level of employment, the rate of unemployment, interest rates and exchange rates of currency between different economies

31
Q

Symbols and themes that reflect a society’s norms and values

A

Culture

32
Q

What environment includes natural resources, raw materials, the ecology, the weather, and, on occasion, geologic activity

A

The natural environment

33
Q

technology can open new markets and create new ways to satisfy customer needs: T or F

A

T

34
Q

Technology can cause a business marketer’s product to become obsolete if it does not keep up to date with developments and innovations: T or F

A

T

35
Q

Should product technology play a major role in your customer’s decision to buy your product?

A

No, because the technological advantage is fleeting

36
Q

Traditionally dominated the industrial competitive arena

A

Oligopolies

37
Q

Which competitive environment does the 80/20 rule apply to?

A

Oligopolies

38
Q

Three major players and a host of niche players seem a likely state of competition in which competitive environment?

A

Oligopoly

39
Q

What is the key in monopolistic competition and pure competition markets?

A

Differentiation and the creation of value compared to the competitor’s products

40
Q

What are the four competitive forms in the business-to-business market?

A

Pure competition
Monopolistic competition
Oligopolistic Competition
Pure Monopoly

41
Q

Helps marketers frame the issues, threats, and opportunities they face

A

Classification

42
Q

Includes relationships that create enhanced value from raw materials to final customers

A

Value chain

43
Q

A patent holder is part of the …

A

Value network

44
Q

Firms can be both part of the value chain and supply chain: T or F

A

T

45
Q

An integrated network of suppliers that provide inputs into the creation of an offering marketed to some segment of targeted customers

A

Supply Chain

46
Q

usually integrates the supply chain and manages the relationships between suppliers in the chain

A

Lead collaborator

47
Q

Lead collaborators are often very ____ customers for the supply chain

A

large

48
Q

a market with on dominant buyer

A

monopsony

49
Q

___ evolve as competitors, channels, customers, and technologies change

A

Markets

50
Q

______ emerge after the market has gone through a period of monopolistic competition

A

Ologopolies

51
Q

_____ usually start out as a temporary monopoly generated due to the emergence of radically new technology or business ideas

A

Ologopolies

52
Q

Understanding the ___ will enable marketers to anticipate the general behavior of consumers and the general nature of competition within a product category

A

Product life cycle

53
Q

The PLC has an assumption that there is an inability to predict when the shape of the sales curve will change: T or F

A

T

54
Q

The inability to derive specific strategies from the PLC is an assumptionof the PLC: T or F

A

T

55
Q

describes how breakthrough innovation becomes adopted in the market

A

Technology adoption life cycle

56
Q

What are the five groupings of the TALC?

A 
Technophiles
Visionaries
Pragmatists
Conservatives
Skeptics
57
Q

a break in the sales growth curve for a new technology

A

chasm

58
Q

produces the emergence of a dominant supplier

A

tornado

59
Q

When does the chasm occur?

A

Between the visionaries and pragmatists

60
Q

The chasm is also known as the ______

A

market development gap

61
Q

Which reaches its apex first, the PLC or TALC?

A

TALC

Business to Business Marketing (8 decks)

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