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| 1 | |
Green, Tweed & Company is a leading manufacturer of cylinder sealing systems, pumps, and valves used in the production of automobiles. It is an example of a(n): |
| | A) | business marketer |
| | B) | not-for-profit business |
| | C) | consumer marketer |
| | D) | service provider |
| | E) | facilitating intermediary |
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| 2 | |
The fact Mars sells M&M candies directly to consumers who visit its Web site is an example of: |
| | A) | countertrading |
| | B) | reciprocity |
| | C) | internet marketing distribution (IMD) |
| | D) | disintermediation |
| | E) | intermediary facilitation |
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| 3 | |
As consumers' demand for more fuel-economic cars increases, automobile manufacturers need more anti-friction bearings to reduce the use of gasoline. The demand for anti-friction bearings is: |
| | A) | elastic |
| | B) | nonfluctuating |
| | C) | negotiated |
| | D) | derived |
| | E) | inelastic |
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| 4 | |
Since the price of gaskets used to build car engines is only a fractional portion of the total cost of the finished engine, demand for gaskets would be described as: |
| | A) | elastic |
| | B) | nonfluctuating |
| | C) | negotiated |
| | D) | derived |
| | E) | inelastic |
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| 5 | |
California has the greatest number of manufacturers of automotive mechanical parts in the United States with more than 400 operations. Ohio and Michigan both have over 150 factories. Since there are only about 800 such companies that manufacture automotive mechanical parts in the United States, this illustrates how business markets differ from consumer markets by: |
| | A) | regional concentrations. |
| | B) | the ability to use the North American System for Consumers and Industries (NASCI) |
| | C) | whether value added is an important consideration |
| | D) | the use of a buying center |
| | E) | all of the above |
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| 6 | |
Since the gaskets made by Green, Tweed & Company are used by the automotive industry, the aerospace industry, the oil industry, and the refrigeration industry, the company must have a _____ market. |
| | A) | vertical |
| | B) | indirect |
| | C) | elastic |
| | D) | horizontal |
| | E) | regulated |
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| 7 | |
Gul owns and operates an automobile repair shop. Yesterday while he had no business, he conducted an inventory of his supplies and discovered he was out of several types of windshield wipers. In which stage of the buying-decision process was Mack? |
| | A) | purchase decision |
| | B) | need recognition |
| | C) | alternative evaluation |
| | D) | alternative identification |
| | E) | prepurchase patronage |
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| 8 | |
Champion Everglades Tours needs a replacement boat for its popular shallow-water fishing trips. Three brands are under consideration-Whipray, Devilray, and Waterman. From this information, you know Champion is in the _____ stage of the buying-decision process. |
| | A) | purchase decision |
| | B) | need recognition |
| | C) | alternative evaluation |
| | D) | alternative identification |
| | E) | prepurchase patronage |
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| 9 | |
Champion Everglade Tours has been in operation for almost a quarter of a century. It needs a replacement boat for its popular shallow-water fishing trips. It wants to buy a boat similar to ones it has used in the past, but the company wants to consider a larger size that would hold more people. What type of a buying situation is described? |
| | A) | modified rebuy |
| | B) | straight rebuy |
| | C) | reciprocity |
| | D) | specialty |
| | E) | new-task buying |
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| 10 | |
Which of the following statements about the buying center is true? |
| | A) | The same people always make up the composition of a particular company's buying center. |
| | B) | The buying center for a straight rebuy and for a new-task buy are typically identical. |
| | C) | The members of the buying center are identified on the organizational chart. |
| | D) | Only individuals inside the firm are part of the buying center. |
| | E) | None of the above statements about the buying center is true. |
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| 11 | |
The _____ approach considers the role of suppliers, producers, distributors, and end users to see how each adds value to and benefits from the final product. |
| | A) | operational CRM |
| | B) | analytical CRM |
| | C) | supply chain |
| | D) | collaborative CRM |
| | E) | functional CRM |
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| 12 | |
Which of the following is an example of a situational influence on the business buying-decision process? |
| | A) | the availability of CRM tools |
| | B) | small orders |
| | C) | service expectation |
| | D) | indirect purchase |
| | E) | all of the above |
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| 13 | |
Reciprocity: |
| | A) | is most commonplace in the United States and is not found in international markets |
| | B) | creates derived demand |
| | C) | makes sense economically |
| | D) | is forbidden by the Federal Trade Commission if it appears to be systematic |
| | E) | allows a company to better pursue a profit maximization objective |
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| 14 | |
Why would leasing of printing equipment be more attractive to a publisher of an annual business directory than a magazine publisher? |
| | A) | A directory publisher typically has reciprocal arrangements. |
| | B) | The leasing company is responsible for maintenance expenses. |
| | C) | The FTC requires magazine publishers to own their own printing equipment. |
| | D) | The directory publisher will have to use more of its investment capital than the magazine publisher. |
| | E) | The directory publisher has a more sporadic need for printing equipment. |
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| 15 | |
Champion Everglade Tours has been in operation for almost a quarter of a century. It needs a replacement boat for its popular shallow-water fishing trips. After considering several new brands and styles of boats as well as a variety of suppliers, the company decided to order its new boat from www.hellsbayboatworks.com. This transaction is an example of: |
| | A) | electronic commerce |
| | B) | an ISP system |
| | C) | customer relationship management |
| | D) | customerization |
| | E) | computer-oriented marketing |
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