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.   market structure, buying behavior, market practice
B.   products, buying behavior, organizations
C.   personal selling, capital equipment, service
D.   products, services, organizations
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.   Business services
B.   Accessory equipment
C.   Maintenance, repair and operating supplies
D.   An installation
Question #3
Which of the following transactions fall into the business marketing domain?
A.   Ford purchasing machines tools for their plants from Cincinnati Milacron
B.   Ford purchasing power-steering systems from Motorola for the use in a particular model
C.   All of these
D.   Ford selling their automobiles to the fleet manager at Cincinnati Milacron for use by the sales force
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.   accelerator effect
B.   derived demand
C.   B2B demand
D.   bullwhip effect
Question #5
The business market consists of the following three components:
A.   commercial enterprises, institutions, and government
B.   commercial enterprises, resellers, and government
C.   manufacturers, service organizations, and government
D.   manufacturers, institutions, and defense
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.   user, original equipment manufacturer (OEM)
B.   original equipment manufacturer (OEM), user
C.   none of these
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.   An original equipment manufacturer (OEM)
B.   A distributor
C.   A reseller
D.   A user
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.   Derived demand
B.   Inelastic demand
C.   Reverse elasticity
D.   Elastic demand
Question #9
Based on the volume of their purchases, _______ are the most important commercial customers in the business of industrial markets
A.   banks
B.   manufacturers
C.   consumers
D.   farmers
Question #10
Market-driven firms spot market changes and react well in advance of their competitors. This illustrates:
A.   good customer focus
B.   economic effeciencey
C.   the market sensing capability of market driven firms
D.   service dominant logic

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