Questions and Answers of Business To Business Marketing

LO 4-2 Identify two types of partnership and evaluate the advantages and disadvantages of the partnership form of organization.
LO 4-3 Describe the corporate form of organization and cite the advantages and disadvantages of corporations.
LO 4-4 Define and debate the advantages and disadvantages of mergers, acquisitions, and leveraged buyouts.
LO 4-1 Define and examine the advantages and disadvantages of the sole proprietorship form of organization.
LO 4-2 Identify two types of partnership and evaluate the advantages and disadvantages of the partnership form of organization.
LO 4-3 Describe the corporate form of organization and cite the advantages and disadvantages of corporations.
LO 4-4 Define and debate the advantages and disadvantages of mergers, acquisitions, and leveraged buyouts.
LO 5-1 Define entrepreneurship and small business.
LO 5-2 Investigate the importance of small business in the U.S. economy and why certain fields attract small business.
LO 5-3 Specify the advantages of small-business ownership.
LO 5-4 Summarize the disadvantages of smallbusiness ownership, and analyze why many small businesses fail.
LO 5-5 Describe how you go about starting a small business and what resources are needed.
LO 5-6 Evaluate the demographic, technological, and economic trends that are affecting the future of small business.
LO 5-7 Explain why many large businesses are trying to “think small.”
LO 5-1 Define entrepreneurship and small business.
LO 5-2 Investigate the importance of small business in the U.S. economy and why certain fields attract small business.
LO 5-3 Specify the advantages of small-business ownership.
LO 5-4 Summarize the disadvantages of small-business ownership, and analyze why many small businesses fail.
LO 5-5 Describe how you go about starting a small business and what resources are needed.
LO 5-6 Evaluate the demographic, technological, and economic trends that are affecting the future of small business.
LO 5-7 Explain why many large businesses are trying to “think small.”
LO 6-1 Define management, and explain its role in the achievement of organizational objectives.
LO 6-2 Describe the major functions of management.
LO 6-3 Distinguish among three levels of management and the concerns of managers at each level.
LO 6-4 Specify the skills managers need in order to be successful.
LO 6-5 Summarize the systematic approach to decision making used by many business managers.
1. How will Mary Barra’s experiences as a leader of various departments help her now as CEO? Are there different skills she might have learned that will now be useful?
2. What types of management traits and skills has Barra exhibited in her leadership style?
3. Are there any potential downsides to hiring a CEO who has spent her entire career at the company?
1. What did it take for the two entrepreneurs to succeed with their idea?
2. What was the biggest objection to the idea of developing carbon-negative plastic?
3. Why is AirCarbon an innovative invention that could potentially change the industry?
1. Why do public companies adopt poison pill plans?
2. Do poison pills seem to stop active investors from pursuing company changes? Why or why not?
3. Do you think poison pill plans are ethical?Why or why not?
LO 7-1 Explain the importance of organizational culture.
LO 7-2 Define organizational structure, and relate how organizational structures develop.
LO 7-3 Describe how specialization and departmentalization help an organization achieve its goals.
LO 7-4 Determine how organizations assign responsibility for tasks and delegate authority.
LO 7-5 Compare and contrast some common forms of organizational structure.
LO 7-6 Distinguish between groups and teams, and identify the types of groups that exist in organizations.
LO 7-7 Describe how communication occurs in organizations.
LO 7-1 Explain the importance of organizational culture.
LO 7-2 Define organizational structure, and relate how organizational structures develop.
LO 7-3 Describe how specialization and departmentalization help an organization achieve its goals.
LO 7-4 Determine how organizations assign responsibility for tasks and delegate authority.
LO 7-5 Compare and contrast some common forms of organizational structure.
LO 7-6 Distinguish between groups and teams, and identify the types of groups that exist in organizations.
LO 7-7 Describe how communication occurs in organizations.
LO 8-1 Define operations management, and differentiate between operations and manufacturing.
LO 8-2 Explain how operations management differs in manufacturing and service firms.
LO 8-3 Describe the elements involved in planning and designing an operations system.
LO 8-4 Specify some techniques managers may use to manage the logistics of transforming inputs into finished products.
LO 8-5 Assess the importance of quality in operations management.
LO 8-1 Define operations management, and differentiate between operations and manufacturing.
LO 8-2 Explain how operations management differs in manufacturing and service firms.
LO 8-3 Describe the elements involved in planning and designing an operations system.
LO 8-4 Specify some techniques managers may use to manage the logistics of transforming inputs into finished products.
LO 8-5 Assess the importance of quality in operations management.
LO 9-1 Define human relations, and determine why its study is important.
LO 9-2 Summarize early studies that laid the groundwork for understanding employee motivation.
LO 9-3 Compare and contrast the human relations theories of Abraham Maslow and Frederick Herzberg.
LO 9-4 Investigate various theories of motivation, including Theories X, Y, and Z; equity theory;and expectancy theory.
LO 9-5 Describe some of the strategies that managers use to motivate employees.
LO 9-1 Define human relations, and determine why its study is important.
LO 9-2 Summarize early studies that laid the groundwork for understanding employee motivation.
LO 9-3 Compare and contrast the human relations theories of Abraham Maslow and Frederick Herzberg.
LO 9-4 Investigate various theories of motivation, including Theories X, Y, and Z; equity theory; and expectancy theory.
LO 9-5 Describe some of the strategies that managers use to motivate employees.
LO 10-1 Define human resources management, and explain its significance.
LO 10-2 Summarize the processes of recruiting and selecting human resources for a company.
LO 10-3 Discuss how workers are trained and their performance appraised.
LO 10-4 Identify the types of turnover companies may experience, and explain why turnover is an important issue.
Why do we not differentiate between business markets and consumer markets on the basis of the type of product purchased?
Draw up an elementary chain of derived demand for the laptop computer industry.
What is the accelerator effect and why is it important in business-to-business markets?
Are business markets fundamentally different from consumer markets?
What is a four-firm concentration ratio? What difference does it make to the business marketer whether this ratio is 30 per cent or 70 per cent?
There are probably still a lot of people around who think that the famous British engineering company Rolls-Royce is a car maker, but that has not been true for many years.Rolls-Royce cars today are
How do the buying and procurement orientations differ? How will this affect the way in which an organizational customer might deal with suppliers?
How will total cost of ownership affect the way in which a business marketer prices its products?
Describe the decision-making process enacted by organizational customers, identifying how and why this process might vary.
How can digital technology facilitate the tasks of organizational buying and what are the consequences of this for the B2B marketer?
Healthcare systems around the world vary in terms of the mix of public sector and commercial operators and the way in which medical care is structured. This structure and mix will continue to evolve
Why is an understanding of the buying behaviour of the customer insufficient for successful business marketing?
Explain the uncertainties and abilities that buyers and sellers bring to an exchange situation.
Explain how principal–agent theory can help our understanding of exchange risk.
Identify the three factors that affect the level of transaction costs and how they do so.
Why does a stronger exchange partner not always exercise its power?
To what extent are parties to exchange only concerned with economic value?
What are the four main elements of the IMP interaction model? What has it got to offer that other perspectives may not?
Why does a business marketer need to have a network view?
The global headlines said it all: for several months during the first half of 2013, the whole of Europe was rocked with the news that unapproved horsemeat had found its way into the food chain and
How can customer value be defined?
What are the key differences between the resource-based view of business marketing strategy and the conventional strategic market planning approach?
What kind of ethical issues might a business-to-business marketer or salesperson have to take into account when engaged in: (a) a major account sales negotiation; (b) a substantial international
You are a sales executive for an engineering company. Yesterday one of your clients told you – in confidence – about an important government initiative that could revolutionize their industry.
There is now widespread awareness of the hypothesis that we are in the midst of a gradual, general increase in global temperatures – what is commonly known as ‘global warming’. Although gradual
In what ways does the practice of business-to-business marketing research differ from consumer marketing research?
Imagine that you are describing the use of the internet/World Wide Web/email/social media to a business marketing manager who retired over a decade ago (and who has had a particularly sheltered life

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