I. What is the main difference between BtoB and BtoC markets? Explain why BtoB purchasers may not go thhrough all the stages of the BtoB buying process? Give examples to support your answer. 3. List and briefly decribe 5 specific ways in which the internet has enhanced BtoB buying and decision making Explain the concept of the buying center. What factors may influence the behaviour of the buying center? What is the role of the gate keeper in buying centers? 5. Are relationships importanrt in BtoB decison makina? Why or why not? 1. What is meant by 2-stage channel of distribution? 2. In traditional marketing channels, conflict is often reduced by "channel captains". Explain. 3. What is a Vertical Marketing System (VMS)? How does a VMS help reduce channel conflict? . Why don't consumers buy produce directly from farms to save money? In other words, what kind of utility or benefits are offered by channel intermediaries. 5. Using the example of Arrow Electronics, explain how supply chains benefit from strategic relationship building? 6. At least one example, explain the concept of the Wheel of Retailing? . Using the example of Starbucks explain how do retailers create value? 3. "Competing on the basis of low prices is a copout." Comment 4. In the coffee industry, it is said that real value lies in "creating experience". Comment . Explain what is meant by "uniform delivered pricing" and "bait and switch". 6. What is a "reference price"? 7. Explain the concept of "just-noticable-difference". 8. What is the "feasible pricing range"? 9. Explain "cost oriented" pricing? 10. What is "target return pricing? 11. Why is BEP is fairly limited in helping one determine the right price for a product? 12. In detail, explain the concept of perceived value pricing 13. Using example(s), explain how perceived value pricing can be used to determine the right "price" for government services? I. What is the main difference between BtoB and BtoC markets? Explain why BtoB purchasers may not go thhrough all the stages of the BtoB buying process? Give examples to support your answer. 3. List and briefly decribe 5 specific ways in which the internet has enhanced BtoB buying and decision making Explain the concept of the buying center. What factors may influence the behaviour of the buying center? What is the role of the gate keeper in buying centers? 5. Are relationships importanrt in BtoB decison makina? Why or why not? 1. What is meant by 2-stage channel of distribution? 2. In traditional marketing channels, conflict is often reduced by "channel captains". Explain. 3. What is a Vertical Marketing System (VMS)? How does a VMS help reduce channel conflict? . Why don't consumers buy produce directly from farms to save money? In other words, what kind of utility or benefits are offered by channel intermediaries. 5. Using the example of Arrow Electronics, explain how supply chains benefit from strategic relationship building? 6. At least one example, explain the concept of the Wheel of Retailing? . Using the example of Starbucks explain how do retailers create value? 3. "Competing on the basis of low prices is a copout." Comment 4. In the coffee industry, it is said that real value lies in "creating experience". Comment . Explain what is meant by "uniform delivered pricing" and "bait and switch". 6. What is a "reference price"? 7. Explain the concept of "just-noticable-difference". 8. What is the "feasible pricing range"? 9. Explain "cost oriented" pricing? 10. What is "target return pricing? 11. Why is BEP is fairly limited in helping one determine the right price for a product? 12. In detail, explain the concept of perceived value pricing 13. Using example(s), explain how perceived value pricing can be used to determine the right "price" for government services