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Exam 5: Consumer Behavior

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Question 21

Multiple Choice

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Which of the following social networking sites is mainly used for professional networking in the business-to-business (B2B) marketplace?

A) Facebook
B) Orkut
C) LinkedIn
D) Flickr
E) Myspace

F) B) and C)
G) A) and D)

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Question 22

Multiple Choice

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Which of the following classification systems can be quite useful to B2B marketers for segmenting and targeting markets?

A) GPO
B) SIC
C) NAICS
D) NAFTA
E) MERX

F) B) and D)
G) A) and B)

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Question 23

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John is an initiator,Harry is an influencer,Mary is the buyer,Cecilia is the decider,Sara is a user,and Smith is the gatekeeper.Describe their buying roles in a typical buying centre.

The buying situation that occurs most commonly in business-to-business (B2B) markets is a:

What are differences between a new buy,a straight rebuy,and a modified rebuy?

Which of the following makes it possible for businesses of any size to have easy and affordable access to billions of dollars in contracting opportunities with the Government of Canada,the U.S.Government,and the private sector?

Rafael works as a sales representative for a firm that processes leather that can be further used to make bags,shoes,and seat covers.Rafael promotes these products to various car companies and bag manufacturers.In this context,what type of sales activity is practised by Rafael?

An automobile firm buys exhaust pipes from a certain supplier in the city.The firm finds that the pipes are reliable and in accordance with its specifications.The firm places a repeat order for the exhaust pipes with the same supplier.This is an example of a:

In which of the following buying centre cultures must all members of the team reach a collective agreement that they can support a particular purchase?

The role played by Arthur in the decision-making process is that of a(n) :

After need recognition and product specification,many firms using the business-to-business buying process:

In the context of a buying centre,the role played by Wright in the buying process is similar to that of a(n) :

Which of the following is an example of business-to-business marketing?

All the members of the expert committee at an automobile firm reached a collective agreement and supported the proposal submitted by a vendor.This is an example of a(n) :

A construction firm decides to buy heavy-duty equipment to install a new pipeline in the city.The engineers of the firm specify the equipment requirements and recommend a particular supplier whose product meets these requirements.In this buying centre context,the role played by the engineers is that of a(n) :

A flow chart representing business-to-business buying situations -A paint company conducted a market survey to find products that could improve the shelf-life of its products.It chose a solution from a particular vendor after it did a detailed evaluation of the vendor's product.This is an example of a:

Which of the following is the most complex and difficult of buying situations?

A modified rebuy refers to a buying situation in which:

A flow chart representing business-to-business buying situations -A business-to-business purchase made by Smithsons,where Smithsons has purchased a similar product in the past but has now decided on a price change,is referred to as a(n) :

In the first stage of the business-to-business (B2B)buying process,organizations come up with potential specifications that suppliers might use to develop their proposals.