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Exam 7: Business Marketing

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Question 91

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Discuss the difference between disintermediation and reintermediation.Why has Internet disintermediation occurred less frequently than many expected?

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Disintermediation is eliminating interme...

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Question 92

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The _____ is the member of the buying center who regulates the flow of information.

A) decider
B) influencer
C) purchaser
D) gatekeeper
E) user

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Question 93

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Data gathered by CVS's self-checkout registers is best suited for customer needs and wants on segmentation basis rather than individual basis.

_____ relates to the fact that customers who have made a purchase lately are more likely to purchase again in the near future than customers who haven't purchased for a while.

Which of the following statements about buying centers is true?

By using social media such as a Facebook page,Lyon College is rebranding itself.

Pantone,like many B2Bs,tries to limit itself to a few industries,in this case color printing.

Baseball Dirt Dirt is not dirt when it comes to baseball fields.About two-thirds of the pro baseball fields get their dirt from a dirt farm in New Jersey called Partac Peat.The company markets a secret mix for the infield (resilient) ,the warning track (extra crunchy) ,and the pitcher's mounds (firm) .Mounds come in red,brown,orange,and gray colors.Roger Bossard,the White Sox head groundskeeper,scouted nationwide for dirt before settling on the mix provided by Partac Peat.(He uses sand under the grassy areas of the playing field. ) -Refer to Baseball Dirt.Some of the dirt sold by Partac Peat is used to make clay tennis court surfaces.As the number of people playing tennis increases,so does the demand for new clay courts and,therefore,the demand for Partac Peat's dirt.This occurs because the demand for the dirt is:

Federal Aviation Administration The Federal Aviation Administration (FAA) has been struggling for several years with antiquated systems,and all it takes is a single failure on one piece of the system to shut down the entire air-traffic control system for several hours,resulting in significant snarls at major airports.The most recent failure occurred in the FAA's core telecommunications network,called the Federal Telecommunications Infrastructure (FTI) ,which is managed by Harris Corporation.Marc Raimondi,a spokesperson for Harris,said,"The FTI system has proven to be one of the most reliable and secure communications networks operating within the civilian government." Snafus like this have been happening with alarming frequency,prompting Congress to demand the FAA and its contractors to do more to prevent these malfunctions.The problem is that the FAA has been using a patchwork approach by updating old systems with modern hardware and software instead of ordering a complete overhaul of the system.The FAA's next generation of modernization will rely on satellite-based networks instead of phone lines and data cables.The FAA is waiting for White House approval on whether it will have the funds to take this next step. -Refer to Federal Aviation Administration.Ultimately,the FAA must get authority from the President to spend the billions of dollars necessary to upgrade the system because Congress must authorize the funds and the President must approve that authorization.In terms of the buying center,the President is the:

Which type of business product represents goods,such as portable tools and office equipment that are less expensive and shorter-lived than major equipment?

NAICS is an industry classification system used by most nations of the world.

Claxton Fruitcakes One common Christmas tradition in many households is the Claxton fruitcake.The fruitcake bakery in Claxton,Georgia,makes about six million pounds of fruitcake annually and has $12 million in sales.One fruitcake batch weighs 375 pounds.About 70 percent of that weight is fruits and nuts.A single batch is divided into 34 loaf pans that hold 11 pounds each.Loaves are cooked for 100 minutes at 375 degrees.The bakery can cook 6,000 pounds at a time.During the baking season (August to December) ,the bakery uses a tractor-trailer load of raisins each day.The suggested retail price of a one-pound Claxton fruitcake is $3.69. -Refer to Claxton Fruitcakes.In terms of business-to-business products,the large ovens in which the cakes are baked are examples of:

Assume that you are the VP of marketing in a medium-sized company that includes the following departments: sales,marketing,finance,purchasing,data processing,and production.The sales force manager has mentioned to you that one of the salespersons thought a Web-based sales force automation service would help the sales force become more efficient.The sales force manager requests that this service be purchased.Illustrate the six buying decision roles that would take place for the purchase of this service.

As a result of the _____,a small increase or decrease in consumer demand can produce a much larger change in demand for the facilities and equipment needed to manufacture the consumer product.

_____ is a measure of a Web site's effectiveness and is calculated by multiplying the frequency of visits times the duration of a visit times the number of pages viewed during each visit.

RockTenn RockTenn produces packaging products.The company makes cartons that will hold a dozen Dunkin' Donuts,waffle fries for Chik-fil-A,Gillette razors,Haagen-Daz ice cream,express mail envelopes for FedEx,and much more.RockTenn business fluctuates depending on consumer demand.As plastic products become more expensive,companies turn to cardboard and paper to package their products. -Refer to RockTenn.A sales representative from a paper-producing company calls on RockTenn routinely every month to review the company's ordering needs.The monthly sale of paper to RockTenn would constitute a:

Lyon College,an education institution,should avoid a market segment of young people who don't like to read.This is not an opportunity

Corn refiners buy shelled corn and convert it into a variety of products,including high-fructose corn syrup.The refiners then sell the syrup to soda and food product companies for use in foods and beverages.The corn refiners represent the _____ sector of the business market.

By letting the customer act as his or her own clerk,CVS __________ that person instead of its employees.

Etruscan Railing Company Etruscan Railing Company makes railing that is used in sports arenas,nursing home corridors,queue houses at amusement parks,and many other places that are not as obvious.Its railing is molded into bicycle racks.You may also see city governments using the railing to make walkways over ravines and creek banks safer for pedestrian traffic.Hospitals also use the railing in their physical therapy departments,to keep the lines straight in the hospital cafeteria,and to prevent patients from falling out of hospital beds. -Refer to Etruscan Railing Company.When Etruscan sells railing to contractors to use in building loading docks in accordance with federal government regulations,it is selling to: