CH5

Question 1

B2B marketing(business marketing)

Answer 1

marketing of products to companies for use in the creation of goods and services that they produce or market to others

Question 2

4 types of markets

Answer 2

1. industrial
2. reseller
3. government units
4. non profit

Question 3

industrial market

Answer 3

reprocess a product or service before selling it again

Question 4

reseller

Answer 4

retailers buy physical products then resell them again

Question 5

government units

Answer 5

buy goods and services for the people they serve

Question 6

non profit

Answer 6

seek to provide goods for the good of society with no profit

Question 7

content maketing

Answer 7

provides relevant/valuable content to potential and current customers

Question 8

characteristics of organizational buying

Answer 8

1. derived demand
2. organizational buying criteria
3. supply partnership

Question 9

derived demand

Answer 9

demand for b2b products is driven by demand for consumer products

Question 10

organizational buying critera

Answer 10

detailed specifications for the products a company wants to buy and the characteristics of the suppliers that will supply them

Question 11

supply partnership

Answer 11

exists when a buyer and its supplier partner up to the deliver to the ultimate consumer

Question 12

buying criteria examples

Answer 12

• price
• quality
• delivery schedule
• technical capability
• warranties
• claim policies

Question 13

organizational buying process

Answer 13

same as consumer buying process

Question 14

market segmentation

Answer 14

based on:

1. type of customer
2. size
3. buying situation
4. customer location

Question 15

e marketplace

Answer 15

online trading communities that bring together buyers and supplier organizations

Question 16

auctions

Answer 16

seller puts and item up and buyers bid

Question 17

reverse auction

Answer 17

buyer asks for a product and suppliers bid