Policies in Government Purchasing and Customer Types

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Which of the following is NOT a valid reason for studying business marketing?

It is an exciting area of study

One type of marketing does not fit all situations

It is the same as consumer marketing (correct)

Business marketing is unique

The magnitude of business marketing

According to the text, how does business marketing differ from consumer marketing?

Its distribution channels are shorter and more direct

It requires knowledge of the customer's customer

The Web is not integrated (correct)

It employs 'unique' promotional strategies

It emphasizes personal selling and negotiation

What is the main characteristic of business marketing compared to consumer marketing, as shown in the example of BASF and Dupont?

Consumption

Marketing research

Lesser emphasis on personal selling

Greater web integration

Shorter distribution channels (correct)

Which one of the following is NOT part of the marketing mix?

Process Signup and view all the answers

What is the percentage change in sales relative to the percentage change in price called?

Demand elasticity Signup and view all the answers

What is the term used for industrial products that have no substitutes?

Inelastic demand Signup and view all the answers

What is the system of value creation also known as?

A value chain Signup and view all the answers

Which of the following statements about buyer-seller relationships in business marketing is TRUE?

Close personal relationships exist between buyer and seller in all industries Signup and view all the answers

In business marketing, large customer size and use of direct channels increase the importance of:

Negotiation Signup and view all the answers

These members of an organization are specifically responsible for coordinating their company's efforts at satisfying their customers.

Salespeople Signup and view all the answers

Why is the demand for business products dependent ultimately on individual consumers?

Because business markets consume products in the process of making other products Signup and view all the answers

Which of the following is a characteristic of business marketing as compared to consumer marketing, as shown in the example of BASF and Dupont?

Lesser emphasis on personal selling Signup and view all the answers

Which of the following is NOT a valid reason for studying business marketing?

It is the same as consumer marketing Signup and view all the answers

What is the main characteristic of business marketing compared to consumer marketing, as shown in the example of BASF and Dupont?

Shorter distribution channels Signup and view all the answers

Which of the following statements about facilitating supplies is TRUE?

Facilitating supplies are materials processed only to the point required for economic handling and distribution Signup and view all the answers

Which category do janitorial products, painting contractors, plumbing services, and heating and air conditioning services fall under?

MRO items Signup and view all the answers

What is a key raw material for technology-driven companies?

Steel Signup and view all the answers

Compared to individual consumers, business customers are more likely to be geographically

concentrated Signup and view all the answers

Which of the following is NOT a type of customer that purchases products for consumption?

Original equipment manufacturers Signup and view all the answers

What is the term used for a company that purchases products or services to be included in its own final product?

Original equipment manufacturer Signup and view all the answers

Which of the following statements about buyer-seller relationships in business marketing is TRUE?

Close personal relationships exist between buyer and seller in all industries Signup and view all the answers

Why do government agencies tend to have complex purchasing processes?

Often designed to accomplish social objectives Signup and view all the answers

Which of the following is an example of a social objective that influences government purchasing?

Encouraging the growth of minority-owned businesses Signup and view all the answers

In business markets, how are products generally classified?

Based on the type of purchaser and reason for purchase Signup and view all the answers

What is the term used to describe products that have been transformed from raw materials and require further processing before use?

Manufactured material Signup and view all the answers

What is the term used to describe parts that may be assembled into a final product without further processing?

Manufactured materials Signup and view all the answers

Which of the following is a characteristic of business marketing as compared to consumer marketing, as shown in the example of BASF and Dupont?

Shorter distribution channels Signup and view all the answers

What is the term used to describe products that have been transformed from raw materials and require further processing before use?

Intermediate goods Signup and view all the answers

Which of the following is NOT a valid reason for studying business marketing?

It is the same as consumer marketing Signup and view all the answers

Which of the following is NOT part of the marketing mix?

Process Signup and view all the answers

What is the term used for industrial products that have no substitutes?

Inelastic demand Signup and view all the answers

What is the percentage change in sales relative to the percentage change in price called?

Demand elasticity Signup and view all the answers

What is the system of value creation also known as?

A value chain Signup and view all the answers

Which of the following is an example of a social objective that influences government purchasing?

Environmental objective Signup and view all the answers

In business markets, how are products generally classified?

Type of purchaser and reason for purchase Signup and view all the answers

What is the term used to describe parts that may be assembled into a final product without further processing?

Manufactured materials Signup and view all the answers

Which of the following is an important difference between accessory and capital equipment when it comes to marketing the equipment to users?

Capital equipment is much more expensive and its purchase may involve more members of the organization than purchase of accessory equipment Signup and view all the answers

Which of the following statements about buyer-seller relationships in business marketing is TRUE?

Close personal relationships exist between buyer and seller in all industries Signup and view all the answers

In business marketing, large customer size and use of direct channels increase the importance of:

Negotiation Signup and view all the answers

These members of an organization are specifically responsible for coordinating their company's efforts at satisfying their customers.

Salespeople Signup and view all the answers

Why is the demand for business products dependent ultimately on individual consumers?

Because business markets consume products in the process of making other products Signup and view all the answers

Policies in Government Purchasing and Customer Types

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Questions and Answers

Which of the following is NOT a valid reason for studying business marketing?

According to the text, how does business marketing differ from consumer marketing?

What is the main characteristic of business marketing compared to consumer marketing, as shown in the example of BASF and Dupont?

Which one of the following is NOT part of the marketing mix?

What is the percentage change in sales relative to the percentage change in price called?

What is the term used for industrial products that have no substitutes?

What is the system of value creation also known as?

Which of the following statements about buyer-seller relationships in business marketing is TRUE?

In business marketing, large customer size and use of direct channels increase the importance of:

These members of an organization are specifically responsible for coordinating their company's efforts at satisfying their customers.

Why is the demand for business products dependent ultimately on individual consumers?

Which of the following is a characteristic of business marketing as compared to consumer marketing, as shown in the example of BASF and Dupont?

Which of the following is NOT a valid reason for studying business marketing?

What is the main characteristic of business marketing compared to consumer marketing, as shown in the example of BASF and Dupont?

Which of the following statements about facilitating supplies is TRUE?

Which category do janitorial products, painting contractors, plumbing services, and heating and air conditioning services fall under?

What is a key raw material for technology-driven companies?

Compared to individual consumers, business customers are more likely to be geographically

Which of the following is NOT a type of customer that purchases products for consumption?

What is the term used for a company that purchases products or services to be included in its own final product?

Which of the following statements about buyer-seller relationships in business marketing is TRUE?

Why do government agencies tend to have complex purchasing processes?

Which of the following is an example of a social objective that influences government purchasing?

In business markets, how are products generally classified?

What is the term used to describe products that have been transformed from raw materials and require further processing before use?

What is the term used to describe parts that may be assembled into a final product without further processing?

Which of the following is a characteristic of business marketing as compared to consumer marketing, as shown in the example of BASF and Dupont?

What is the term used to describe products that have been transformed from raw materials and require further processing before use?

Which of the following is NOT a valid reason for studying business marketing?

Which of the following is NOT part of the marketing mix?

What is the term used for industrial products that have no substitutes?

What is the percentage change in sales relative to the percentage change in price called?

What is the system of value creation also known as?

Which of the following is an example of a social objective that influences government purchasing?

In business markets, how are products generally classified?

What is the term used to describe parts that may be assembled into a final product without further processing?

Which of the following is an important difference between accessory and capital equipment when it comes to marketing the equipment to users?

Which of the following statements about buyer-seller relationships in business marketing is TRUE?

In business marketing, large customer size and use of direct channels increase the importance of:

These members of an organization are specifically responsible for coordinating their company's efforts at satisfying their customers.

Why is the demand for business products dependent ultimately on individual consumers?

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