Questions and Answers of Business To Business Marketing

Discuss some of the key issues associated with the new product development process.
Identify the key characteristics and evaluate the different types of buyer said by Moore (1991) to typify high-technology markets.
Prepare arguments for and against the use of product portfolios.
Identify and explain the four main product line categories which are based upon the level of customisation, as suggested by Shapiro (1977).
Identify four organisations operating in the business market and determine their positioning strategies. Consider how these strategies differ and make proposals how each might be developed.
Describe the three main barriers to successful B2B segmentation. Consider ways in which these might be overcome.
Discuss the influence of interorganisational relationships on the development and maintenance of B2B segmentation strategies.
Identify five variables that might influence the nature of the decision making unit and its utility within the segmentation process.
Evaluate the bases used to segment B2B markets.
Make notes describing the principles that underpin the build-up and breakdown approaches to market segmentation. What are their main disadvantages?
Monitor the perception held by customers and their changing tastes and requirements on a regular basis.
Implement a programme to establish the desired position.
Is the strategy feasible in view of the competitors and any budgetary constraints?A long-term perspective is required, as the selected position has to be sustained.
From the information gathered so far, is it possible to determine the desired position for the brand?
From the above, determine the current positions held by relevant products and organisations.
Sample the target segment and determine how they rate each product/service.
Identify the key or determinant attributes perceived by buyers as important.This will almost certainly require marketing research to determine attitudes and perceptions.
Which positions are held by which competitors?
Discuss possible future uses of mobile computing to support business people and tasks.
Find examples of supply chain management systems for small, medium and large companies and categorise common and differing characteristics.
Visit four websites of BIS suppliers and compare their products and services based on the information presented online. Can you identify any significant gaps in their provision?
Explain the nature and significance of computer networks and the benefits they offer to business organisations.
You are preparing to give a presentation to some colleagues on the evolution of information systems and technology to support business processes. Write brief notes outlining the structure and basic
Identify and explain the four basic system concepts outlined at the beginning of the chapter.
Examine the contention that the traditional concept of the marketing mix (4Ps) is now redundant and should be replaced by a relationship-centred approach to marketing activities.
Using organisations that form part of a supply chain in an industry of your choice, critically appraise their contribution to the industry value chain.
Draw the value chain as depicted by Porter (1985) and include the nine constituent elements.
Describe the different types of organisations that make up the business market.
Discuss the key differences between B2B and B2C marketing. What are the similarities?
Identify the key characteristics associated with B2B markets and suggest how they might impact on B2B marketing activities.
LO 10-5 Specify the various ways a worker may be compensated.
LO 10-6 Discuss some of the issues associated with unionized employees, including collective bargaining and dispute resolution.
LO 10-7 Describe the importance of diversity in the workforce.
1. Is it a good idea for businesses to try to use informal influencers to more smoothly implement business decisions and reduce employee resistance?
2. How would you feel if you were recognized as an influencer in your company and invited to management meetings and training programs as a result? How would you respond?
3. Describe some ways that Cisco, Procter &Gamble, and Google have used empowered employees as major contributors toward organizational change and decision making.
LO 10-5 Specify the various ways a worker may be compensated.
LO 10-6 Discuss some of the issues associated with unionized employees, including collective bargaining and dispute resolution.
LO 10-7 Describe the importance of diversity in the workforce.
LO 11-1 Define marketing, and describe the exchange process.
LO 11-2 Specify the functions of marketing.
LO 11-3 Explain the marketing concept and its implications for developing marketing strategies.
LO 11-4 Examine the development of a marketing strategy, including market segmentation and marketing mix.
LO 11-5 Investigate how marketers conduct marketing research and study buying behavior.
LO 11-6 Summarize the environmental forces that influence marketing decisions.
LO 11-1 Define marketing, and describe the exchange process.
LO 11-2 Specify the functions of marketing.
LO 11-3 Explain the marketing concept and its implications for developing marketing strategies.
LO 11-4 Examine the development of a marketing strategy, including market segmentation and marketing mix.
LO 11-5 Investigate how marketers conduct marketing research and study buying behavior.
LO 11-6 Summarize the environmental forces that influence marketing decisions.
LO 12-1 Describe the role of product in the marketing mix, including how products are developed, classified, and identified.
LO 12-2 Define price, and discuss its importance in the marketing mix, including various pricing strategies a firm might employ.
LO 12-3 Identify factors affecting distribution decisions, such as marketing channels and intensity of market coverage.
LO 12-4 Specify the activities involved in promotion, as well as promotional strategies and promotional positioning.
LO 12-1 Describe the role of product in the marketing mix, including how products are developed, classified, and identified.
LO 12-2 Define price, and discuss its importance in the marketing mix, including various pricing strategies a firm might employ.
LO 12-3 Identify factors affecting distribution decisions, such as marketing channels and intensity of market coverage.
LO 12-4 Specify the activities involved in promotion, as well as promotional strategies and promotional positioning.
LO 13-1 Define digital media and digital marketing, and recognize their increasing value in strategic planning.
LO 13-2 Demonstrate the role of digital marketing, and define social networking in today’s business environment.
LO 13-3 Show how digital media affect the marketing mix.
LO 13-4 Illustrate how businesses can use different types of social networking media.
LO 13-5 Identify legal and ethical considerations in digital media.
1. What advantages are there for company disclosure of financial information?
2. Have financial disclosure requirements gone too far and become counterproductive?
3. How could disclosure rules be changed to get useful information out to consumers without the information overload problem?
LO 16-1 Describe some common methods of managing current assets.
LO 16-2 Identify some sources of short-term financing (current liabilities).
LO 16-3 Summarize the importance of long-term assets and capital budgeting.
LO 16-4 Specify how companies finance their operations and manage fixed assets with long-term liabilities, particularly bonds.
LO 16-5 Discuss how corporations can use equity financing by issuing stock through an investment banker.
LO 16-6 Describe the various securities markets in the United States.
LO 1-1 Define basic concepts such as business, product, and profit.
LO 1-2 Identify the main participants and activities of business and explain why studying business is important.
LO 1-3 Define economics and compare the four types of economic systems.
LO 1-4 Describe the role of supply, demand, and competition in a free-enterprise system.
LO 1-5 Specify why and how the health of the economy is measured.
LO 1-6 Trace the evolution of the American economy and discuss the role of the entrepreneur in the economy.
LO 2-1 Define business ethics and social responsibility and examine their importance.
LO 2-2 Detect some of the ethical issues that may arise in business.
LO 2-3 Specify how businesses can promote ethical behavior.
LO 2-4 Explain the four dimensions of social responsibility.
LO 2-5 Debate an organization’s social responsibilities to owners, employees, consumers, the environment, and the community.
LO 2-1 Define business ethics and social responsibility and examine their importance.
LO 2-2 Detect some of the ethical issues that may arise in business.
LO 2-3 Specify how businesses can promote ethical behavior.
LO 2-4 Explain the four dimensions of social responsibility.
LO 2-5 Debate an organization’s social responsibilities to owners, employees, consumers, the environment, and the community.
LO 3-1 Explore some of the factors within the international trade environment that influence business.
LO 3-2 Investigate some of the economic, legal, political, social, cultural, and technological barriers to international business.
LO 3-3 Specify some of the agreements, alliances, and organizations that may encourage trade across international boundaries.
LO 3-4 Summarize the different levels of organizational involvement in international trade.
LO 3-5 Contrast two basic strategies used in international business.
LO 3-1 Explore some of the factors within the international trade environment that influence business.
LO 3-2 Investigate some of the economic, legal, political, social, cultural, and technological barriers to international business.
LO 3-3 Specify some of the agreements, alliances, and organizations that may encourage trade across international boundaries.
LO 3-4 Summarize the different levels of organizational involvement in international trade.
LO 3-5 Contrast two basic strategies used in international business.
LO 4-1 Define and examine the advantages and disadvantages of the sole proprietorship form of organization.

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