Marketing session 11

One problem with​ business-to-business e-procurement is that it​ ________.

can erode​ long-standing customer-supplier relationships

__________ have rapidly become the new platforms for engaging business customers.

social media and digital marketing

Through the​ years, Eaton has shifted from selling strictly components to solving its​ customers' problems with more tailored offerings. This is an example of​ _________.

solutions selling

The U.S. government normally awards contracts to​ ________.

the lowest bidder

Which of the following statements regarding the U.S. government market is​ correct?

The U.S. government is the largest buyer of goods and services in the world.

Which of the following is a​ business-to-business market​ transaction?

A grocery store buying cereal from​ Kellogg's

Which of the following statements regarding the business market is​ correct?

Business marketers normally deal with far fewer but far larger buyers than the consumer marketer does.

What is the nature of demand in business​ markets?

Changes in consumer demand will cause changes in business demand.

A university is buying notebook computers for its faculty. The​ university's Information Technology department has been asked to provide specifications and recommendations for this purchase. The IT department is playing which role in the​ university's buying​ center?

Influencer

In which type of buying situation will a buyer usually go through all the stages of the business buying​ process?

a new task buying situation

Every Monday a pizzeria places the same order with its supplier for pepperoni. Which type of buying situation does this​ represent?

a straight rebuy

The buying center of an organization consists of​ ________.

all individuals and units that play a role in the buying purchase decision process

Eaton sells only to businesses and focuses on the​ electrical, hydraulics,​ aerospace, and vehicle markets. When the economic crises hit in​ 2008, consumers began cutting​ back, and as a​ result, Eaton's customers needed to cut costs and scale back operations.​ This, in​ turn, impacted​ Eaton's sales, which is known as​ __________.

derived demand

​Business-to-business marketers are now using a wide range of digital and social media marketing approaches to​ __________.

engage business customers and manage customer relationships

In​ B-to-B marketing, digital and social media play an important role in​ __________.

engaging business buyers

There are a number of influences on the buying organization and buying center that can impact how and what is purchased by a business. For​ Eaton's customers, the economic crises in 2008 would be classified as what type of​ influence?

environmental

Which of the following is an example of an institutional​ buyer?

hospitals

​Motives, perceptions and preferences are​ _______ factors than can influence the​ business-buying decision process.

individual

When using digital​ marketing, B-to-B marketers are targeting​ __________ that affect buying decisions for​ __________.

individuals; businesses

When Eaton worked with the University of Notre Dame on its new engineering building to improve its energy efficiency and earn LEED​ credits, Eaton engaged with a number of people at Notre Dame to finalize the partnership and solidify terms and conditions associated with the agreement. Which of the following people in the buying center would have affected Notre​ Dame's buying decision​ (for example, define specs and provide information on evaluating​ alternatives)?

influencers

Which of the following statements regarding the institutional market is​ correct?

institutional markets are characterized by low budgets and captive patrons.

Items such as technical​ specifications, quantities, delivery​ times, return​ policies, and warranties are included in the​ ________.

order-routine specification

When​ Eaton's customers became aware that they needed solutions for power​ management, energy​ savings, green​ technologies, and LEED​ certification, they were in which phase of the business buying​ process?

problem recognition

​__________ is the stage of the​ business-buying decision process that occurs after a problem is recognized and a general need description is developed.

product specification

How is the​ business-buying decision process different from the​ consumer-buying decision​ process?

​Business-to-business marketers keep customers by meeting current needs and by partnering with them to help solve their problems.