MKTG 426 Exam 1(Accurate solutions)

In B2B markets, it is negotiated pricing (B2B) vs fixed pricing (B2C) which is commonly found in B2C markets (true or false) correct answers True When looking at how B2B marketing interacts with B2B strategy, _____ describes what the firm does differently, better or as well as the best. It can be tied to virtually any value proposition, including price, quality, service, speed or innovation. correct answers Advantage When selecting a market, questions revolving around the fit such as "What alternatives are available", "Who are the competitors" , and "Does the firm need to develop alliance partners and collaborators to provide the total end-user solution" fall under: correct answers Product-related factors When dealing with OBCs, this participant will be most concerned with negotiating prices and managing vendor performance: correct answers Purchasing The stage in the buying process when a company evaluates "what specific features are required" or "which vendors are qualified" is Stage 3 within request for proposals correct answers False - stage 2 Individual buyers best describes decision makers in B2B markets (true or false) correct answers False -multiple buyers The example of the software consultant who cut a vacation short to fix a problem falls under the non-economic, intangible benefit in the four types of benefit perceptions. (true or false) correct answers True When comparing the B2B vs B2C process, B2B is a complicated sales process in comparison to B2C (true or false correct answers True What is the MOST COMMON type of business buying situation? correct answers Straight Rebuy The product with the least expensive purchase price will always have the lowest total cost of ownership (true or false) correct answers False The decider actually makes the buying decision, whether or not they have formal authority to do so (true or false) correct answers true The ____ buying center role controls the information to be reviewed by members of the buying group correct answers gatekeeper Which social base of power is based on knowledge, experience, and skill set? correct answers Expert