1. What is meant by B2B (business-to-business marketing)?
2. What is a distribution channel? Draw the appropriate diagram.
3. What are the 5 distinct buying groups for B2B?

What is meant by derived good? Give an example of a derived good.

What is meant by a joint demandgood? Give an example of a joint demand good.

What is meant by the formal buying process?

What is the role of a buying committee?

What is the role of a buying centre?

What is meant by centralized purchasing? Give an example.

What is meant by partnership marketing?

Reflection question

1 "Developing partnerships with suppliers and customers is crucial to the success of business-to-business marketing organizations." Do you agree or disagree? Explain in detail.

2 How is buying behavior in the business market different from that in the consumer market?

3 How important is price (cost) in the B2B marketing equation today? Is it the most important variable that influences buying decisions, or must buyers consider other aspects of the mix as being equally important? Assess the situation......