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Baines, Fill, & Rosengren: Marketing 4e

Chapter 16: Multiple choice questions


Answer the following questions and then press 'Submit' to get your score.

Question 1

The purchase of goods or services for use by an organization in producing other goods and services, to support the daily operations of the organization, or for resale is called:

Question 2

B2B marketing is fundamentally different from consumer goods or services marketing because:

Question 3

Which of the following is not a characteristic of business markets?

Question 4

The development and maintenance of __________ between buying and selling organizations is pivotal to success.

Question 5

Three broad types of B2B organizations are identified as:

Question 6

When one company re-labels a product, and incorporates it within a different product, in order to sell it under its own brand name and offering its own warranty, support and licensing, what is this referred to as?

Question 7

These goods and services are 'consumables' as they are necessary to keep production processes and the organization running. They are known as:

Question 8

Organizations that purchase goods and services that are then consumed as part of their production and manufacturing processes are referred to as:

Question 9

The development of ______________techniques has enabled organizations to concentrate on their core processes and to outsource all other activities.

Question 10

Organizational buying behaviour is about:

Question 11

A unique purchase situation in the business market that requires considerable effort on the decision maker's part is called:

Question 12

Examples of business market items that would usually be purchased as a straight re-buy are:

Question 13

Which of the following is not a membership of an organization's decision-making unit?

Question 14

In a business buying centre situation, the people who use the product once it has been acquired and who will also evaluate its performance are called:

Question 15

The function performed by the gatekeeper in the company decision-making unit is to:

Question 16

When demand for a product is_____, an increase or decrease in the price of a product will not significantly affect demand for the product.

Question 17

The purchasing strategy that refers to a buyer's efficiency orientation where the main purchasing goal is to seek the lowest price for the product is known as:

Question 18

The ___________ purchasing strategy refers to network relationships that function predictably and precisely.

Question 19

The term ___________has become the established term to refer to those customers who are considered to be strategically important.

Question 20

_______________can be distinguished as an independent type of organisation. They provide services to all other organisations and can be found in many sectors.