Marketing 340 Chapter 7 – Business-to-Business Marketing – Flashcards

A consumer goes to Toys 'R' Us to get her son a birthday gift. This is an example of a business-to-________________ transaction.

_____________-to-_____________ marketing refers to the process of buying/selling goods/services for use in producing other goods and services, for consumption by the buying organization, and/or for resale by wholesalers and retailers.

Which of the following would be considered appropriate methods for a firm to use when engaging in the request for proposals (RFP) process? - The buying firm posting its RFP needs on its own website - Contacting consumers and asking for their specifications - Copying the competitors' specifications - Contacting potential suppliers directly

In B2B marketing, companies often communicate via specialized web portals. Which of the following are among the advantages of using these portals? - Reduced paperwork - lower shipping costs - streamlined procurement - simplified negotations

Derived Demand

In stage 4 of the buying process, firms will often negotiate with suppliers over the key terms of the sale. Which of the following issues are frequently discussed within these negotiations? - Financing - Communications - Price - Quality - Risk Assessment

Firms such as Toyota use formalized assessments of vendors' performances in B2B transactions. Identify which of the following steps should be taken by Toyota. - Gets the overall performance by multiplying together the scores for the vendor across every issue. - Determines how important each of these issues are - Actually assigns a value to each of these issues (Ex: on a scale from 1-5) - The buying team decides the evaluation will be lengthy and may not solve every issue - Buying team creates a list of issues important in the evaluation of a vendor.

All of the following could be considered part of a firm's B2B marketing plan EXCEPT: - opening a company store to sell direct to consumers - creating an online campaign - presenting at trade shows - buying print advertisements in industry-related magazines

Prior to finalizing a purchase, the procurement department may consult _____________ to ensure that the purchase bein made is suitable for the function it will have in the company. - employees - design team members - customers - competitors

The ______________ social network is primarily used for professional connection building.

When a large corporation sends out an e-mail to all buying center members in which it requests suggestions on which suppliers to use and then bases its decision on the majority, this is reffered to as: - democratic - autocratic - consultative - culture

A(n) _________________ buying center relies on just one person to make a decision but seeks information from many others and integrates it into the decision-making. - Consensus - Consultative - Autocratic - Demographic