50 test bank for business marketing management b2b 10th edition

50 Test Bank for Business Marketing Management B2B 10th Edition by Hutt Mutiple Choice Questions When companies want to sell products to consumer and business markets, they have to: 1

50 Test Bank for Business Marketing Management B2B 10th Edition

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Hutt Mutiple Choice Questions

When companies want to sell products to consumer and business markets, they have to:

1 a.produce products that are not identical

2 b.reorient their business strategies

3 c.link customer capabilities

4 d.none of the above

Which type of goods are treated as an expense item because they

do not enter the production process or become part of the finished product?

1 a.Facilitating Goods

2 b.Foundation Goods

3 c.Entering Goods

4 d.None of the above are correct

Some industrial products have been processed before reaching the industrial customer, but are processed further by this customer before becoming part of the finished product that you buy These items are called:

1 a.component parts

2 b.facilitating parts

3 c.accessory materials

4 d.component materials

5 e.accessory parts

A business marketer becomes a preferred supplier to major

customers by:

1 a.developing intimate knowledge of the customers operations.

2 b.developing a market orientation organization plan

3 c.contributing unique value to a customer's business

4 d.all of the above

5 e.(a) and (c) only

The skills required to identify, initiate, develop, and maintain profitable customer relationships describes:

1 a.customer management relationship capabilities

2 b.market-sensing capabilities

3 c.derived demand

4 d.supply chain management

5 e.the extended enterprise

The buying motives for major installations center on:

1 a.emotional factors

2 b.purely economic or rational considerations

3 c.a blend of rational and emotional factors

4 d.the initial price and cost

5 e.projected maintenance and operating costs

Which of the following would qualify as facilitating goods?

1 a.Fixed equipment

2 b.Component materials

3 c.Raw materials

4 d.Operating supplies

5 e.Office equipment

A diverse array of organizations make up the business market These organizations can be broadly classified as:

1 a.commercial enterprises, governmental organizations, and institutions

2 b.commercial enterprises, users, and governmental units

3 c.commercial enterprises, users, and original equipment manufacturers

4 d.producers and resellers of industrial products or services

5 e.upstream suppliers, users, and governmental units

The cost of raw materials such as sheet steel is treated as:

1 a.an expense item which is depreciated over time

2 b.a capital item which is depreciated over time

3 c.a fixed cost

4 d.an expense item which is assigned to the manufacturing process

5 e.none of the above

The distinguishing characteristic(s) of foundation goods is(are) that they:

1 a.are capital items

2 b.are expense items

3 c.become part of the finished product

4 d.Both (a) and (c) are true

5 e.All of the above are true

Business marketing strategy must be based on an assessment of the:

1 a.customer

2 b.competitor

3 c.company

4 d.all of the above

5 e.(b) and (c) only

When purchasing microprocessors from Intel Corporation to be incorporated into Dell's line of personal computers, IBM would be classified as:

1 a.a user

2 b.an original equipment manufacturer (OEM)

3 c.an institutional buyer

4 d.a dealer

5 e.a distributor

The factors that distinguish business marketing from consumer marketing include:

1 a.the importance of promotion.

2 b.the intended use of the product

3 c.the nature of the customer

4 d.all of the above

5 e.(b) and (c) only

Market-driven firms spot market changes and react well in advance

of their competitors This illustrates:

1 a.the customer-linking capability of market-driven firms

2 b.the value proposition of market-driven firms

3 c.the market-sensing capability of market-driven firms

4 d.the value of using direct channels of distribution in the business market

5 e.both (b) and (c)

Marketers who want to serve both consumer and business market sectors should:

1 a.develop a market oriented organizational plan

2 b.become proficient in understanding customers

3 c.become proficient in satisfying customers

4 d.all of the above

5 e.(a) and (b) only

Which of the following would be classified as foundation goods?

1 a.fixed equipment

2 b.operating supplies

3 c.buildings and land rights

4 d.maintenance and repair services

5 e.both (a) and (c)

When purchasing manufacturing equipment from General Electric, Chrysler would be classified as:

1 a.a user

2 b.an original equipment manufacturer (OEM)

3 c.an institutional buyer

4 d.a dealer

5 e.a distributor

Industrial products and services can be broadly classified as:

1 a.upstream, downstream, and direct goods

2 b.entering, manufactured, and fabricated goods

3 c.entering, accessory, and manufactured goods

4 d.entering, foundation, and facilitating goods

5 e.foundation, accessory, and component goods

Marketing activities directed toward establishing, developing, and maintaining successful exchanges with customers is:

1 a.relationship marketing

2 b.global marketing

3 c.cross-functional marketing

4 d.supply chain management

Achieving the goals of supply chain management requires:

1 a.information sharing

2 b.joint planning

3 c.shared technology

4 d.shared benefits

5 e.all of the above

Which of the following is(are) characteristic of the marketing

strategy that would be appropriate for a firm like Otis Elevator, which sells installations in the business market?

1 a.Personal selling is the dominant promotional tool

2 b.Trade advertising and direct-mail advertising reinforce personal selling

3 c.Price is the central force in marketing strategy

4 d.All of the above

5 e.(a) and (b) only

The ability of an organization to quickly recognize changes in its market and to anticipate customer responses to marketing

programs is referred to as:

1 a.market research capability

2 b.customer-linking capability.

3 c.competitive intelligence

4 d.market-sensing capability

5 e.derived demand

Companies can demonstrate market-sensing and customer-linking capabilities by:

1 a.sharing product movement information

2 b.jointly planning promotional activities with other channel members

3 c.jointly planning product changes with other channel members

4 d.all of the above

5 e.(a) and (b) only

Which of the following characteristics of business customers is true?

1 a.A single purchase by a business customer is typically larger than that of an individual consumer

2 b.Demand for industrial products is derived from ultimate demand for

consumer products

3 c.Relationships between business marketers tend to be close and enduring

4 d.All of the above characteristics are true

5 e.Only (a) and (b) are true

Developing a marketing program that reaches the ultimate

consumer directly for a product that incorporates your product, such

as DuPont advertising to consumers to increase the sales of

carpeting which incorporates their product is known as:

1 a.demand elasticity

2 b.stimulating demand

3 c.fluctuating demand

4 d.price sensitivity

The particular skills, abilities, and processes that an organization has developed to manage close customer relationships are referred

to as:

1 a.the customer-linking capability.

2 b.channel management

3 c.derived demand

4 d.the market-sensing capability

5 e.the extended enterprise

With little or no additional processing, can be installed directly into another product

1 a.component parts

2 b.component materials

3 c.operating equipment

4 d.light factory equipment

5 e.all of the above

If consumers are not price sensitive in purchasing a consumer

product such as Smucker’s Jams, a 10% increase in the retail price

of strawberry jam because of a 10% increase in the cost of

strawberries from farmers will not affect demand for jam Thus, the derived demand indicates that the demand for strawberries is:

1 a.elastic

2 b.inelastic

3 c.unpredictable

4 d.unknown

5 e.none of the above

Which of the following transactions fall into the business marketing domain?

1 a.Ford purchasing machine tools for their plants from Cincinnati Milacron

2 b.Ford selling their automobiles to the fleet manager at Cincinnati Milacron for use by the sales force

3 c.Ford purchasing power-steering systems from Motorola for use in a

particular model

4 d.all of the above

5 e.(a) and (c) only

Motorola reduced the price of the electronic engine control that it sells to Ford by 10 percent and experienced a 15 percent increase

in quantity demanded This suggests that Ford’s price elasticity of demand is:

1 a.elastic

2 b.inelastic

3 c.neither elastic nor inelastic

4 d.insensitive to price changes

5 e.none of the above

As an industrial customer, Ford Motor Company would be classified as:

1 a.a user

2 b.an original equipment manufacturer (OEM)

3 c.a user in purchasing some products, an OEM in purchasing other products

4 d.a producer of facilitating goods

When purchasing a high speed packaging machine, General Foods would be classified as:

1 a.an original equipment manufacturer

2 b.a user

3 c.a distributor

4 d.a dealer

5 e.an institutional buyer

Concerning the chain of suppliers involved in the creation of a

Honda automobile, which of the following fall within the business marketing domain?

1 a.Honda purchasing power steering components from direct suppliers

2 b.Direct suppliers of power steering systems purchasing sheet metal from upstream suppliers

3 c.Organizations purchasing Honda automobiles for their fleets

4 d.all of the above

5 e.(a) and (b) only

Market-driven firms attempt to match their resources, skills, and capabilities with:

1 a.competitive intelligence

2 b.customers needs that are not currently being served adequately

3 c.derived demand

4 d.the needs of upstream suppliers

When purchasing machine tools for their plants, American Honda is:

1 a.an original equipment manufacturer

2 b.a user

3 c.a distributor

4 d.an institutional buyer

5 e.an upstream supplier

Dayco increased the price of the drive belts that it sells to General Motors by 5 percent and sales of the item grew by 9 percent Price elasticity of demand for drive belts appears to be:

1 a.elastic

2 b.inelastic

3 c.neither elastic nor inelastic

4 d.sensitive to price changes

5 e.none of the above

Markets for products and services, local to international, bought by businesses, government bodies, and institutions for consumption, for use or for resale are:

1 a.consumer markets

2 b.business markets

3 c.global markets

4 d.target markets

Which of the following statements about major installations is true?

1 a.Personal selling or account management is the dominant promotional tool

2 b.Initial price, distribution, and advertising play lesser roles.

3 c.Only economic factors matter as buying motives

4 d.All of the above are true

5 e.Only (a) and (b) are true

The method of classifying industrial goods into meaningful

categories in the business market centers on this question:

1 a.How does the industrial good enter the production process and the cost structure of the firm?

2 b.How much effort are organizational buyers willing to exert in purchasing this industrial good?

3 c.Will organizational buyers purchase this industrial good from a distributor or directly from a manufacturer?

4 d.What is the weight and unit value of the industrial good?

5 e.How many product alternatives are organizational buyers willing to consider before making a choice?

Mead Paper Company recently purchased a new high-speed paper machine for one of their 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:

1 a.a facilitating good

2 b.an entering good

3 c.accessory equipment

4 d.an installation

5 e.none of the above

The use of law firms or advertising agencies by business marketers constitutes what type of industrial good?

1 a.Facilitating goods

2 b.Entering goods

3 c.Foundation goods

4 d.Installations

The technique for linking a manufacturer’s operations with those of all its strategic suppliers and its key intermediaries and customers

to enhance efficiency and effectiveness is called:

1 a.relationship marketing

2 b.supply chain management

3 c.global marketing

4 d.consumer marketing

Bond Office Products manufactures a diverse array of office

supplies and serves the business market Which of the following characteristics is (are) associated with the marketing strategy for this category of goods?

1 a.Personal selling is less important for supplies than it is for other categories

of goods having a higher unit value, such as installations

2 b.the company requires a wide variety of marketing middlemen to cover the broad and diverse market adequately

3 c.Price may be critical in the marketing strategy because many office supply items are undifferentiated

4 d.All of the above are true

5 e.(a) and (c) only

The use of a goods classification system can be extremely valuable

to business marketers because:

1 a.a marketing strategy appropriate for one category of goods may be entirely unsuitable for another

2 b.a marketing strategy that works for consumer products will often work for products sold in business markets

3 c.the physical nature of the industrial good and its intended use by the

organizational customer affects the marketing program’s requirements

4 d.all of the above are true

5 e.only (a) and (c) are true

Functional areas other than marketing directly or indirectly affect which of the following ?

1 a.Product marketing decisions

2 b.Price marketing decisions

3 c.Promotion marketing decisions

4 d.Distribution marketing decisions

5 e.All of the above are affected

Market-driven firms demonstrate:

1 a.the coordinated use of interfunctional resources (for example, research and development, manufacturing)

2 b.a set of values and beliefs among employees that places the customer's interests first

3 c.the ability to generate, disseminate, and productively use superior

information about customers and competitors

4 d.all of the above

5 e.(b) and (c) only

An implication of relationship marketing is:

1 a.that sellers do not require an intimate knowledge of a customer's operations

2 b.that a sale signals the beginning of a relationship, rather constituting the end result

3 c.the building of one-to-one relationships

4 d.all of the above

5 e.(b) and (c) only

Business marketers that define their business markets with a

horizon that stretches beyond the boundaries of the United States

to include foreign markets for industrial goods and services

employ:

1 a.a global market perspective

2 b.a target market perspective

3 c.a market orientation perspective

4 d.an ethnocentric perspective

Concerning the classification of customers in the business market, General Motors is a(n) when purchasing a mainframe

computer system from IBM, but is a(n) when purchasing tires from Goodyear