Chapter 5 (her pwrpoint)

Question 1

Which type of marketing involves the marketing of products and services to organizations for use in the creation of goods and services that they can produce and market to others

Answer 1

Business- to- business Marketing

Question 2

What type of buyers purchase goods/services for the company’s own use, for the in production of other goods/services, and for the resale by wholesalers/retailers

Answer 2

Organizational Buyers

Question 3

Organizational buyers purchase goods/services for the following 3 needs?

Answer 3

• Company’s own use
• In production of other goods/services
• Resale by wholesalers/ retailers

Question 4

What are the 4 markets for business to business marketing?

Answer 4

Resellers
Institutions
Government
Manufacturer/ service providers

Question 5

group of people in an organization who participate in the buying process and share common goals, risks, and knowledge important to a purchase decision are known as

Answer 5

Buying Center

Question 6

What are some roles in the buying center?

Answer 6

User
Influencers
Buyers
Deciders
Gatekeepers

Question 7

What are the 3 classes of the buying center?

Answer 7

New buyer
Straight Rebuy
Modified Rebuy

Question 8

Which class of the buying center is for the first time buyer?

Answer 8

New Buy

Question 9

Which class of the buying center is for reorders that are the same as the first time they ordered

Answer 9

Straight Rebuy

Question 10

Which class of the buying center is for the buyers who change product specs, price, delivery, and schedule or supplier

Answer 10

Modified Rebuy

Question 11

Which type of marketing has a demand based on consumer demand

Answer 11

B2B

Question 12

Which type of marketing has a demand creates demand based off need recognition, price, availability, and income

Answer 12

B2C

Question 13

Which type of marketing has a large volume or profit size of orders

Answer 13

B2B

Question 14

Which type of marketing has a small volume and profit size of orders

Answer 14

B2C

Question 15

Which type of marketing has a few numbers buyers in a marketplace but have larger companies?

Answer 15

B2B

Question 16

Which type of marketing has a many numbers buyers in a marketplace?

Answer 16

B2C

Question 17

Which type of marketing has a buying center when it comes to people being involved in a purchase decision?

Answer 17

B2B

Question 18

Which type of marketing has a 1-2 people involved in a purchase decision?

Answer 18

B2C

Question 19

Which type of marketing has a more complex buying process?

Answer 19

B2B

Question 20

Which type of marketing has a less complex buying process?

Answer 20

B2C

Question 21

Which type of marketing has a high sense of expertise?

Answer 21

B2B

Question 22

Which type of marketing has a low sense of expertise?

Answer 22

B2C

Question 23

Which type of marketing has a geographic concentration of being concentrated in certain areas?

Answer 23

B2B

Question 24

Which type of marketing has a geographic concentration of being spread out?

Answer 24

B2C

Question 25

Which type of marketing has a more direct supplier to manufacturer supply chain

Answer 25

B2B

Question 26

Which type of marketing has a more complex supply chain that goes through multiple channels

Answer 26

B2C

Question 27

Which type of marketing has a close relationship with customers where they invest more in maintaining relationships

Answer 27

B2B

Question 28

Which type of marketing has a impersonal relationship with customers and sometimes exist through electronic communication

Answer 28

B2C

Question 29

Which type of marketing has structured payment terms and may vary by customer

Answer 29

B2B

Question 30

Which type of marketing has immediate payment terms and sometimes exist through electronic communication is

Answer 30

B2C

Question 31

Which type of marketing can take longer time to complete purchases

Answer 31

B2B

Question 32

Which type of marketing has business objectives for buying and purchasing?

Answer 32

B2B

Question 33

Which type of marketing takes time for purchases depending on involvement level and need

Answer 33

B2C

Question 34

Which type of marketing has personal objectives for buying and purchasing?

Answer 34

B2C

Question 35

Which type of marketing has an extensive information search

Answer 35

B2B

Question 36

Which type of marketing has an information search that depends on involvement level

Answer 36

B2C

Question 37

Which type of marketing uses logic for their messaging- what product/service can do for business, ROI, and less emotional means-

Answer 37

B2B

Question 38

Which type of marketing focuses on benefits that tend to be more emotional for messaging

Answer 38

B2C

Question 39

Which type of marketing uses a complex form of e-commerce that has varied ways to take orders

Answer 39

B2B

Question 40

Which type of marketing uses an online order to website as their form of e-commerce

Answer 40

B2C