1Which of the following is true of business markets?

AThe business marketer normally deals with far more but far smaller buyers than the consumer marketer does.

BBusiness markets generally involve far less money and items than do consumer markets.

CBusiness demand is derived demand as it ultimately derives from the demand for consumer goods.

DA small percentage decrease in consumer demand can cause a large increase in business demand.

EThe total demand for business products is much affected by price changes in the short run.

2Which of the following generally increases the total demand for business products?

Aan increase in product price

Ba reduction in the number of business buyers

Can increase in consumer demand

Dlow buyer demand

Ehigh production costs

3In a straight rebuy, a buyer ________.

Awants to obtain the same product from a lower-priced supplier

Breorders something without any modifications

Cconsiders a product or service for the first time

Dneeds a modified product to suit new requirements

Efinds new ways to add value to the same product

4A business buyer is considering a change in product specifications, terms, and possibly suppliers. This buying situation is referred to as a(n) ________.

Amodified rebuy

Bnew-task situation

Cstraight rebuy

Ddual distribution channel

Eexclusive distribution channel

5During which stage of the business buying process is a buyer most likely to conduct value analysis by carefully studying components to determine if they can be redesigned, standardized, or made less expensively?

Ageneral need recognition

Bproduct specification

Cproposal solicitation

Dorder-routine specification

Eperformance review

true or false:

6

Of the different types of buying situations, a buyer makes the fewest decisions in a new-task situation and the most in a straight rebuy.

7

Business-to-business e-procurement lowers purchasing costs and reduces the time between order and delivery.

8

A buyer and seller are less dependent on each other in a business buying process than in a consumer buying process.

9

The business buying process tends to be longer and more formalized than the consumer buying process.

10

A small increase in consumer demand can cause a large increase in business demand. questions of chapter 8

1________ is the process of evaluating the attractiveness of different market segments and selecting one or more segments to enter.

ADifferentiation

BMass marketing

CMarket targeting

DMarket segmentation

EPositioning

2Zista, a boutique that caters to the clothing needs of women, manufactures two different lines of fashion wear based on the purchasing power of its customers. One product line caters to the needs of affluent, middle-aged women, and the other line targets younger professionals and homemakers. Zista most likely segments the consumer market based on ________ variables.

Ageographic

Bpsychographic

Cuniversal

Ddemographic

Ebehavioral

3________ consists of arranging for a market offering to occupy a clear, distinctive, and desirable place relative to competing products in the minds of target consumers.

ADifferentiation

BPositioning

CMarket targeting

DMarket segmentation

EMass marketing

4ProFem Inc. caters its line of sports apparel exclusively to women. What type of segmentation does the company use?

Aage and life-cycle

Bgender

Cbehavior

Dpsychographic

Egeographic

5When the size, purchasing power, and profiles of a market segment can be determined, the market segment is said to be ________.

Ameasurable

Baccessible

Csubstantial

Dactionable

Eobservable

6

Companies today are moving away from target marketing and toward mass marketing.

7

The largest, fastest-growing market segments are generally the most attractive ones for smaller companies.

8

A segment is more attractive if it already contains many strong and aggressive competitors.

9

A company or brand image should convey a product's distinctive benefits and positioning.

10

Niche marketing offers smaller companies an opportunity to compete by focusing their limited resources on serving niches that may be unimportant to or overlooked by larger companies. essay