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7/27/2017 Xavier University Bhubaneswar Mail - Results for Business Marketing Management: B2B 10e
Subrat Rath <um16301@stu.xub.edu.in>
Results for Business Marketing Management: B2B 10e

1 message
um16301@stu.xub.edu.in <um16301@stu.xub.edu.in> Thu, Jul 27, 2017 at 3:14 PM

Reply-To: um16301@stu.xub.edu.in
To: um16301@stu.xub.edu.in
Student Name: um16301@stu.xub.edu.in

Assessment Results
Market-driven firms spot market changes and react well in advance of their competitors. This
illustrates:
a. the customer-linking capability of market-driven firms.
b. the value proposition of market-driven firms.
c. the market-sensing capability of market-driven firms.

1.
d. the value of using direct channels of distribution in the business market.
e. both (b) and (c).
status: incorrect
score: 0.0
correct answer: c
your answer: a
rejoinder: Incorrect.
Distribution by size is the only concentration factor important to the business marketer.
True
False
2.
status: incorrect
score: 0.0
correct answer: false
your answer: true
3.
A negative implication of the geographical concentration of manufacturers is:
https://mail.google.com/mail/u/0/?ui=2&ik=9bf968a0c2&jsver=HFKfDbXmXEw.en.&view=pt&search=inbox&th=15d836edb5de1f24 1/9
a. the ineffective use of the full-time personal sales force.
b. that distribution centers in large-volume areas can ensure rapid delivery to a large proportion
of customers.
c. Both (a) and (b) are negative implications.
d. Neither (a) or (b) are negative implications.
status: correct
score: 1.0
correct answer: a
your answer: a
rejoinder: Correct.
Organizational buying behavior can best be understood by:
a. focusing on the purchasing act or outcome.
b. adopting a decision process perspective.
c. carefully examining the purchasing manager's role in the decision.
4.
d. centering attention on the executive who has buying authority and is also a decider.
e. isolating the role that top management assumes in ongoing purchasing activities.
status: incorrect
score: 0.0
correct answer: b
your answer: a
5.
Business marketing relationships vary in terms of their closeness or degree of collaboration.
Transactions that are almost, if not entirely, void of a close, collaborative relationship:
a. do not involve the exchange of money.
b. involve long-term, contractual commitments.
c. are one-time exchanges of value between two parties with no prior or subsequent interaction.
d. intend to move each partner toward the attainment of some long-term strategic goal.
e. none of the above.
status: incorrect
score: 0.0
correct answer: c
your answer: a
________ centers on the timely exchange of basic products for highly competitive market prices:
a. Value-adding exchange
b. Transactional exchange
c. Collaborative exchange
6.
d. Marketing exchange
e. None of the above
status: incorrect
score: 0.0
correct answer: b
your answer: a
Procedurally, business market segmentation involves categorizing actual or potential buying

organizations into mutually exclusive clusters (segments) which each exhibit a relatively
homogeneous response to marketing strategy variables.
True
7. False
status: correct
score: 1.0
correct answer: true
your answer: true
rejoinder: Correct.
8.
The four components of customer interface are:
a. company boundaries, customer benefits, relationship dynamics, and pricing structure.
b. company boundaries, fulfillment and support, relationship dynamics, and pricing structure.
c. fulfillment and support, information and insight, relationship dynamics, and pricing structure.
d. fulfillment and support, information and insight, relationship dynamics, and company
boundaries.
e. information and insight, core strategy, strategic resources, and customer benefits.
status: incorrect
score: 0.0
correct answer: c
your answer: a
In the hierarchy of strategies, the three major levels of strategy are corporate, institutional, and
government.
True
9. False
status: incorrect
score: 0.0
your answer: true
Firms that can quickly and intelligently seize global opportunities can typically secure three kinds of
competitive advantage. They are a cost advantage, a capabilities advantage, and a market access
advantage.
True
10. False
status: correct
score: 1.0
your answer: true
rejoinder: Correct.
A strong brand reflects the values of the target customer and this creates and reinforces brand loyalty.
True
False
11.
status: correct
score: 1.0
your answer: true
rejoinder: Correct.
12.
Brand attitude is defined as the percentage of organizational buyers who have a negative image of a
company minus the buyers with a positive one.
True
False
status: incorrect
score: 0.0
your answer: true
your answer: true
Which phase of the lead user method is when a team talks to experts in the field who have a broad
view of emerging technologies and pioneering applications in a particular area?
a. Laying the foundation.
b. Determining the trends.
c. Identifying lead users.

13.
d. Developing and assessing preliminary product ideas.
e. Developing the breakthroughs.
status: incorrect
score: 0.0
correct answer: b
your answer: a
Mixed bundling means the services are only available in bundles.
True
False
14.
status: incorrect
score: 0.0
your answer: true
15.
New service projects that fail:
a. are peripheral to the firm's core offerings.
b. enter a market with limited market potential or one that is populated with well-entrenched
competitors.
c. tend to capitalize on the firm's reputation but suffer because of inappropriate pricing.
d. all of the above.
e. (a) and (b) only.
status: incorrect
score: 0.0
correct answer: e
your answer: a
Marketing firms use E-channels as:
a. information platforms.
b. transaction platforms.
c. platforms for managing customer relationships.
16.
d. (a) and (c) only.
e. all of the above.
status: incorrect
score: 0.0
correct answer: e
your answer: a
The type of Interorganizational E-Commerce that helps to reduce the number of suppliers, lower
procurement costs, and increase order cycle time is:
a. inventory management.
b. distribution management.
c. supplier management.
17.
d. channel management.
e. payment management.
status: incorrect
score: 0.0
correct answer: c
your answer: a
18.
The type of Business-to-Customer E-Commerce where customers can electronically communicate
about order status, product applications, problems with products, and product returns is:
a. product information.
b. service.
c. sales.
d. payment.
e. marketing research.
status: incorrect
score: 0.0
correct answer: b
your answer: a
All are common elements of logistical service except:
a. delivery time.
b. total cost.
c. damage.
19.
d. order accuracy.
e. delivery reliability.
status: incorrect
score: 0.0
correct answer: b
your answer: a
The price sensitivity of buyers increases when they can easily shop around and assess the relative
performance and price of alternatives.
True
20. False
status: correct
score: 1.0
your answer: true
rejoinder: Correct.
21.
Which of the following are examples of add-on benefits?
a. Joint working relationships
b. Supplier flexibility
c. Commitment
d. All of the above
e. None of the above
status: incorrect
score: 0.0
correct answer: d
your answer: a
The cost-per-thousand calculation should be based on circulation to the total audience.
True
False
22.
status: incorrect
score: 0.0
your answer: true
Role ambiguity and role conflict have a detrimental influence on the job satisfaction of the industrial
sales force.
True
23. False
status: correct
score: 1.0
your answer: true
rejoinder: Correct.
24.
Using the ________ measurement approach to salesperson performance, sales managers employ
objective measures to evaluate performance and emphasize a compensation system with a large
incentive component.
a. esteem-based
b. behavior-based
c. satisfaction-based
d. outcome-based
e. none of the above

status: incorrect
score: 0.0
correct answer: d
your answer: b
When the customer has a more transactional focus, the marketer should:
a. determine the cost-to-serve each customer.
b. set a revenue target and profit goal.
c. monitor performance results and the relative effectiveness of different sales channels.
25.
d. all of the above.
e. none of the above.
status: incorrect
score: 0.0
correct answer: d
your answer: a

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7/27/2017 Xavier University Bhubaneswar Mail - Results for Business Marketing Management: B2B 10e

Subrat Rath <um16301@stu.xub.edu.in>

Results for Business Marketing Management: B2B 10e

um16301@stu.xub.edu.in <um16301@stu.xub.edu.in> Thu, Jul 27, 2017 at 3:14 PM

Student Name: um16301@stu.xub.edu.in

a. the customer-linking capability of market-driven firms.

b. the value proposition of market-driven firms.

c. the market-sensing capability of market-driven firms.

e. both (b) and (c).

a. the ineffective use of the full-time personal sales force.

c. Both (a) and (b) are negative implications.

d. Neither (a) or (b) are negative implications.

Organizational buying behavior can best be understood by:

a. focusing on the purchasing act or outcome.

b. adopting a decision process perspective.

c. carefully examining the purchasing manager's role in the decision.

a. do not involve the exchange of money.

b. involve long-term, contractual commitments.

e. none of the above.

e. None of the above

Procedurally, business market segmentation involves categorizing actual or potential buying

a. company boundaries, customer benefits, relationship dynamics, and pricing structure.

a. Laying the foundation.

b. Determining the trends.

c. Identifying lead users.

e. Developing the breakthroughs.

Mixed bundling means the services are only available in bundles.

a. are peripheral to the firm's core offerings.

d. all of the above.

e. (a) and (b) only.

Marketing firms use E-channels as:

c. platforms for managing customer relationships.

e. all of the above.

All are common elements of logistical service except:

a. Joint working relationships

d. All of the above

e. None of the above

The cost-per-thousand calculation should be based on circulation to the total audience.

e. none of the above

a. determine the cost-to-serve each customer.

b. set a revenue target and profit goal.

e. none of the above.

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