53 test bank for business marketing management b2b 11th edition by hutt

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53 Test Bank for Business Marketing Management B2B 11th Edition by Hutt

Multiple Choice Questions - Page 1

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

1. a.user; original equipment manufacturer (OEM)

2. b.user; distributor

3. c.original equipment manufacturer (OEM); user

4. d.user; upstream supplier

5. e.original equipment manufacturer (OEM); downstream supplier

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)

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.

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 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

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

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

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

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

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

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 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

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.

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

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

The business market consists of the following three components:

1. a commercial enterprises, resellers, and government

2. b manufacturers, institutions, and defense

3. c manufacturers, service organizations, and government

4. d commercial enterprises, service organizations, and government

5. e commercial enterprises, institutions, and government

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

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

Based on the volume of their purchases, _ are the most important commercial customers in the business or industrial market

1. a.construction companies

2. b.manufacturers

3. c.transportation companies

4. d.service firms (e.g., hotels)

5. e.health care facilities

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

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

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:

1. a.derived demand

2. b.connector demand

3. c.linked demand

4. d.reflection demand

5. e.evoked demand

Concerning manufacturing customers, the business market is:

1. a.concentrated by size

2. b.geographically concentrated

3. c.experiencing declining growth in many large metropolitan areas

4. d.all of the above

5. e.(a) and (b) only

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

53 Free Test Bank for Business Marketing

Management B2B 11th Edition by Hutt Multiple Choice Questions - Page 2

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

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

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

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

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

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

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

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

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 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)

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

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

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

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.

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

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

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

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

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

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

If consumers are not price sensitive in purchasing a consumer product such as Smucker’s Jams, a 10% increase in the r etail 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

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

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