Mktg 4532 Exam #1 with correct questions
and answers 2025/2026.
"value-based strategies" - correct answers shift discussion from prices and single purchase to a
longer-term relationship built on value and lower total cost-in-use
3 types of relationship every company has: - correct answers - collaborative
- value-added
- transactional
acquisition + possession + usage = - correct answers TCO
acquisition costs - correct answers selling price and transportation costs & administrative costs
of evaluating suppliers, expediting orders, and correcting errors in shipments or delivery
availability of alternatives for market decisions is based on: - correct answers how many
companies could really supply them
benefits that transactional exchanges are looking for: - correct answers customers value a
combination of product, price, technical support, etc.
business demand = - correct answers derived demand
,business markets - correct answers markets for products and services, local to international
business markets are bought by: - correct answers commercial businesses, government bodies
and institutions (largest markets)
business markets are for: - correct answers incorporation, for use, or for resale
business services for facilitating goods: - correct answers strategy depends on type
business vs. consumer markets - correct answers
buyers segment their buy - what categories do buyers scrutinize purchases - correct answers -
procurement complexity
- effect on corporate performance and revenue
buying process - correct answers the model represents important aspects of how companies
buy, but...
- stages are not always sequential
- sometimes steps are skipped
- depends on buying situation
characteristics of the buyer: - correct answers - often purchasing dept.
- authority to sign contract
- may be select supplier
- often negotiate price $
characteristics of the decider: - correct answers power to release money and veto
, characteristics of the gatekeepers: - correct answers easy access to all members (may be
purchasing/receptionist)
characteristics of the influencer: - correct answers checks quantifiable aspects of product and
services
characteristics of the user: - correct answers use or supervise use of products/services
collaborative exchange - correct answers exchanges with close information linkages, social
linkages and operational linkages as well as mutual commitments to lower total costs for long-
run benefit
collaborative exchanges are: - correct answers strategic and interprise (B2B)
commercial businesses - correct answers - manufacturers
- resellers
- service firms
- professional
- transportation
cost structure - correct answers generally an expense item
costs = - correct answers sacrifice
customer linking - correct answers processes develop to create & manage close customer
relationships
and answers 2025/2026.
"value-based strategies" - correct answers shift discussion from prices and single purchase to a
longer-term relationship built on value and lower total cost-in-use
3 types of relationship every company has: - correct answers - collaborative
- value-added
- transactional
acquisition + possession + usage = - correct answers TCO
acquisition costs - correct answers selling price and transportation costs & administrative costs
of evaluating suppliers, expediting orders, and correcting errors in shipments or delivery
availability of alternatives for market decisions is based on: - correct answers how many
companies could really supply them
benefits that transactional exchanges are looking for: - correct answers customers value a
combination of product, price, technical support, etc.
business demand = - correct answers derived demand
,business markets - correct answers markets for products and services, local to international
business markets are bought by: - correct answers commercial businesses, government bodies
and institutions (largest markets)
business markets are for: - correct answers incorporation, for use, or for resale
business services for facilitating goods: - correct answers strategy depends on type
business vs. consumer markets - correct answers
buyers segment their buy - what categories do buyers scrutinize purchases - correct answers -
procurement complexity
- effect on corporate performance and revenue
buying process - correct answers the model represents important aspects of how companies
buy, but...
- stages are not always sequential
- sometimes steps are skipped
- depends on buying situation
characteristics of the buyer: - correct answers - often purchasing dept.
- authority to sign contract
- may be select supplier
- often negotiate price $
characteristics of the decider: - correct answers power to release money and veto
, characteristics of the gatekeepers: - correct answers easy access to all members (may be
purchasing/receptionist)
characteristics of the influencer: - correct answers checks quantifiable aspects of product and
services
characteristics of the user: - correct answers use or supervise use of products/services
collaborative exchange - correct answers exchanges with close information linkages, social
linkages and operational linkages as well as mutual commitments to lower total costs for long-
run benefit
collaborative exchanges are: - correct answers strategic and interprise (B2B)
commercial businesses - correct answers - manufacturers
- resellers
- service firms
- professional
- transportation
cost structure - correct answers generally an expense item
costs = - correct answers sacrifice
customer linking - correct answers processes develop to create & manage close customer
relationships
