Questions and Answers of Business To Business Marketing

What characteristics facilitate innovation within an organization?
The business brand ‘Caddie’ has existed for some time, yet it represents one of many companies that most people have never heard of, despite the fact that products sold under the ‘Caddie’
How might supply chain management affect the business marketer’s design and operation of routes to market?
Compare and contrast the tasks performed by distributors and agents.
Are franchise operations a suitable route to accessing business customers?
How are market- and firm-specific factors affecting routes to market?
How might a company go about recruiting intermediaries?
Does the growth in partnerships mean that channel conflict is a thing of the past?
Established in 1982, the German toy group Simba-Dickie realized a turnover of €616 million in 2018 (Spielwarenmesse, 2019). Although organic growth had a part to play, acquisition has been key to
Discourse Products makes electrical components that have multiple uses in industrial manufacturing. The marketing director is considering whether or not to implement a price cut, and has asked for
What is the break-even sales volume at the current price of £2.50 per unit? If Discourse Products cuts the price to £2.25 per unit, by how much would sales need to increase for profits to be
What are the characteristics that differentiate an oligopoly from a perfectly competitive market and from a monopoly? What difference does this make to pricing strategy?
Explain why, in an oligopolistic industry that faces inelastic demand and in which there is no acknowledged price leader, it is inadvisable for a firm to pursue a price-cutting strategy aimed at
What are the arguments for and against giving salespeople a high level of price discretion during their negotiations with customers?
From the point of view of costs, prices, revenues and profitability, what are the pros and cons of engaging in long-term partnerships with major customers?
A business colleague to whom you have shown Nagle and Holden’s (2002) ‘five ethical levels’ (see the final section of this chapter) simply cannot understand why any of them is relevant except
Adam Smith (1723–90) was a Scottish philosopher and one of the most famous economists who ever lived. His work is often cited today as the place where many of the ideas of modern economics were

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