Marketing 442 - Business to Business Marketing » Spring 2024 » Quiz Ch 1

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Question #1
Business markets can be defined by the differences of the following
A.   products, services, organizations
B.   market structure, buying behavior, market practice
C.   products, buying behavior, organizations
D.   personal selling, capital equipment, service
Question #2
Mead paper company recently purchased a new high speed paper machine for one of the plants. The new machine is used in manufacturing a special grade of paper at a rate of over 1500 feet per minute. This product would be classified as:
A.   Accessory equipment
B.   Maintenance, repair and operating supplies
C.   An installation
D.   Business services
Question #3
Which of the following transactions fall into the business marketing domain?
A.   All of these
B.   Ford selling their automobiles to the fleet manager at Cincinnati Milacron for use by the sales force
C.   Ford purchasing power-steering systems from Motorola for the use in a particular model
D.   Ford purchasing machines tools for their plants from Cincinnati Milacron
Question #4
In industries buying investment goods, relatively small fluctuations in demand can lead to large fluctuations in their need for new investment; the accelerator effect refers to the ratio of the demand for capital equipment to the demand for the output of the customer industry. This describes
A.   derived demand
B.   bullwhip effect
C.   B2B demand
D.   accelerator effect
Question #5
The business market consists of the following three components:
A.   commercial enterprises, institutions, and government
B.   manufacturers, institutions, and defense
C.   manufacturers, service organizations, and government
D.   commercial enterprises, resellers, and government
Question #6
Concerning the classification of the customers in the business market, GM is a _________ when purchasing a mainframe computer system from IBM, but is a ________ when purchasing tires from Goodyear.
A.   none of these
B.   user, original equipment manufacturer (OEM)
C.   original equipment manufacturer (OEM), user
D.   user, reseller
Question #7
When purchasing microprocessors from Intel Corporation to be incorporated into Dell's line of personal computers, IBM would be classified as:
A.   A distributor
B.   A user
C.   A reseller
D.   An original equipment manufacturer (OEM)
Question #8
When Armco Steel realizes a drop in the demand for steel as a result of a decline in ultimate consumer demand for automobiles, this illustrates the concept of
A.   Elastic demand
B.   Inelastic demand
C.   Reverse elasticity
D.   Derived demand
Question #9
Based on the volume of their purchases, _______ are the most important commercial customers in the business of industrial markets
A.   consumers
B.   banks
C.   farmers
D.   manufacturers
Question #10
Market-driven firms spot market changes and react well in advance of their competitors. This illustrates:
A.   good customer focus
B.   service dominant logic
C.   the market sensing capability of market driven firms
D.   economic effeciencey

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