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saint MBA565 QUIZ 3




Question;Moving into e-procurement has many benefits. Which of the;following would not be among those benefits?;Student Answer: Aggregating;purchasing across departments gains larger volume discounts.;Aggregating purchasing gains centrally;negotiated volume discounts.;There is less buying of substandard goods from;suppliers not on the approved list.;A smaller purchasing staff is required.;Purchasing gains a significant leverage with;top management because of its management team.;Question 2. Question;is a key industrial marketing strategy in bidding;to build large-scale industrial products (e.g., dams, pipelines, et cetera).;Systems contracting;Systems buying;Systems selling;Solutions buying;Turnkey logistics;Question 3. Question;A company can be said to have used ________ if the company;distinguished among customers buying on the basis of price, service, and;quality.;macrosegmentation;microsegmentation;strategic segmentation;global segmentation;INCORRECT short-term segmentation;Question 4. Question;Business buyers are ultimately purchasing solutions to two;problems: the organization's economic and strategic problem and ________.;their own personal need for individual;achievement and reward;the community's continued health and;well-being;the fulfillment of the company's social impact;goals;to maximize overall firm performance;none of the above;Question 5. Question;Johnson & Johnson broadened its target market for its;baby shampoo to include adults through ________.;countersegmentation;metamarketingbusiness market;based on technology and customer capabilities. Which of the following major;segmentation variables would most likely be used by the marketer to assist with;the task?;Demographic variables;Purchasing approaches;Situational factors;Personal characteristics;Operating variables;Question 8. Question;All of the following are methods of assessing customer value;EXCEPT ________.;direct survey questions;exit interviewing;focus-group value assessment;conjoint analysis;benchmarks;Comments;Question 9. Question;A behavioral segmentation method related to the Conversion;Model is the Gravity of Decision Spectrum. On the shallow end of the spectrum;consumers seek products and services they think will ________.;Student Answer: make them appear;more wealthy than they are;help them save face in publicly visible;situations;reinforce their emotional stability;align with their core values and beliefs;save them time, effort, and money;Points Received: 0 of 5;Comments;Question 10. Question;The ________ market consists of schools, hospitals, nursing;homes, prisons, and other institutions that must provide goods and services to;people in their care.;vertical;nonprofit;spot;secondary business;institutional;Points Received: 5 of 5;Comments;Question 11. Question;A marketer interested in segmenting a business market based;on ________ intends to eventually segment the market based on power structure;and purchasing criteria.;situational factors;purchasing approaches;personal characteristics;operating variables;demographic variables;Points Received: 5 of 5;Comments;Question 12. Question;As an alternative to reducing price, sellers may handle;price-oriented buyers by establishing any of the following purchasing;conditions EXCEPT ________.;limiting the quantity that can be purchased;no refunds;no adjustments;no services;no customer advertising;Points Received: 5 of 5;Comments;Question 13. Question;According to the VALS segmentation system, ________ are;successful, sophisticated, active, "take-charge" people with high;self-esteem. Their purchases often reflect cultivated tastes for relatively;upscale, niche-oriented products and services.;innovators;thinkers;achievers;experiencers;believers;Points Received: 5 of 5;Comments;Question 14. Question;When buyers cannot easily monitor supplier performance, the;supplier might shirk or cheat and not deliver the expected value. ________ is;some form of cheating or undersupply relative to an implicit or explicit;contract.;Institutional sale;Opportunism;Business buying;Vertical integration;Contractual transactionism;Points Received: 5 of 5;Comments;Question 15. Question;Which of the following reflects high trust between business;sellers and buyers?;Distorted and hidden information;Incentive alignment for seller, not customer;gains;Limited or biased product comparisons and;advice;Minimal customer education and support;Customers help design products individually;and through committees;Points Received: 5 of 5;Comments;Question 16. Question;The total demand for many business goods and services is;?that is, not much affected by price changes.;derived;fluctuating;accelerated;multiple;inelastic;Points Received: 5 of 5;Comments;Question 17. Question;The ________ consists of all the organizations that acquire;goods and services used in the production of other products or services that;are sold, rented, or supplied to others.;business market;consumer market;e-commerce market;global market;supplier market;Question 18. Question;Procter & Gamble has many soap brands. One reason for;this is that soap users tend to group together in terms of preferences such as;bleaching action, softness, stain removal, et cetera. Which of the following;preferences pattern would most likely apply to P&G's method of response to;market needs?;Homogeneous preferences;Diffused preferences;Clustered preferences;Psychological preferences;Cultural preferences;Points Received: 5 of 5;Comments;Question 19. Question;Marketers usually identify niches by ________.;dividing a segment into subsegments;conducting VALS tests;allowing consumers to gravitate toward product;brands;examining the demographics section of The;Handbook of Marketing;producing products that can be used in a;variety of ways;Question 20. Question;A supplier signs an agreement with a customer that states;$350,000 in savings will be earned by the customer over the next 18 months in;an exchange for a tenfold increase in the customer's share of supplies ordered;by the customer. This is an example of ________.;solution selling;consultative selling;risk and gain sharing;strategic alignment;demand shifting


Paper#47004 | Written in 18-Jul-2015

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