Marketing 4th Canadian Edition By Grewal – Test Bank

Marketing 4th Canadian Edition By Grewal – Test Bank

Chapter 05

Business-to-Business Marketing

Multiple Choice Questions

1. Business-to-business marketing involves transactions between:
A. firms that market goods and services and the ultimate consumers.
B. local and federal governments and the consumers.
C. firms that market goods and services and other businesses.
D. firms that provide products and services and their employees.
E. firms that market goods and services and their union members.

Business-to-business (B2B) marketing refers to the process of buying and selling goods or services to be used in the production of other goods and services, for consumption by the buying organization, or for resale by wholesalers and retailers. Therefore, B2B marketing involves manufacturers, wholesalers, retailers, and service firms that market goods and services to other businesses but not to the ultimate consumer.

Accessibility: Keyboard Navigation
Blooms: Remember
Difficulty: Easy
Learning Objective: 05-01 Describe the nature and composition of B2B markets.
Topic: 05-01 B2B Markets

2. Which of the following is an example of business-to-business marketing?
A. A travel agency offering services such as booking tickets and hotel accommodations to the ultimate consumers
B. eBay offering various online auction and other services to consumers
C. An Internet services company that offers access to software applications and other services and charges on a usage basis
D. Intel selling microprocessors to Dell
E. A neighbourhood store that sells newspapers, magazines, and other items of interest to the locals

In this case, Intel selling microprocessors to Dell is an example of business-to-business (B2B) marketing. B2B marketing refers to the process of buying and selling goods or services to be used in the production of other goods and services, for consumption by the buying organization, or for resale by wholesalers and retailers. Therefore, B2B marketing involves manufacturers, wholesalers, retailers, and service firms that market goods and services to other businesses but not to the ultimate consumer.

Accessibility: Keyboard Navigation
Blooms: Understand
Difficulty: Moderate
Learning Objective: 05-01 Describe the nature and composition of B2B markets.
Topic: 05-01 B2B Markets

3. All the following companies are always operating in B2B markets, EXCEPT:
A. A marketing consulting firm
B. A point of sales service provider
C. An oil refinery
D. A wholesaler
E. A travel agency

Travel agencies could sell packages to both consumers and businesses. The other listed businesses always sell products/services to other businesses.

Accessibility: Keyboard Navigation
Blooms: Understand
Difficulty: Difficult
Learning Objective: 05-01 Describe the nature and composition of B2B markets.
Topic: 05-01 B2B Markets

4. A typical marketing channel consists of manufacturers, wholesalers, and retailers. In a typical marketing channel what type(s) of transaction occurs?
A. B2B transactions
B. B2C transactions
C. C2C transactions
D. B2B and B2C transactions
E. B2C and C2C transactions

Manufacturers and wholesalers are involved in B2B transactions whereas retailers are engaged in B2C transactions.

Accessibility: Keyboard Navigation
Blooms: Understand
Difficulty: Moderate
Learning Objective: 05-01 Describe the nature and composition of B2B markets.
Topic: 05-02 Manufacturers or Producers

5. Which of the following statements is true about business-to-business (B2B) markets?
A. Institutions such as hospitals and prisons are excluded from conducting B2B transactions.
B. Distributors in a B2B market are those which usually buy raw materials, components, and parts that allow them to manufacture their own goods.
C. Usually, information about government buying can be obtained from Business Access Canada or from MERX.
D. In a B2B market, resellers completely alter the form of the product before selling it.
E. In most countries, the central government tends to be one of the smallest contributors to the purchase of goods and services.

Information about government buying can be obtained from Business Access Canada or from MERX. MERX is the most complete source of Canadian public tenders, private tenders, U.S. tenders, and private-sector construction news available in Canada.

Accessibility: Keyboard Navigation
Blooms: Remember
Difficulty: Easy
Learning Objective: 05-01 Describe the nature and composition of B2B markets.
Topic: 05-05 Government

6. Which of the following makes it possible for businesses of any size to have easy and affordable access to billions of dollars in contracting opportunities with the Government of Canada, the U.S. Government, and the private sector?
A. GPO
B. SIC
C. NAICS
D. NAFTA
E. MERX

MERX makes it possible for businesses of any size to have easy and affordable access to billions of dollars in contracting opportunities with the Government of Canada, participating provincial and municipal governments, the U.S. Government, state and local governments, and the private sector.

Accessibility: Keyboard Navigation
Blooms: Remember
Difficulty: Easy
Learning Objective: 05-01 Describe the nature and composition of B2B markets.
Topic: 05-05 Government

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