Chapter 01: A Business Marketing Perspective
1. The intended use of the product and the intended consumer distinguishes business marketing from consumer-goods
marketing.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES: 01-01 - Define the scope of business-to-business (B2B) marketing.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
2. A direct link in demand for industrial products is derived from the ultimate demand for consumer products.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES: 01-02 - Identify the types of customers that comprise B2B markets.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
3. A close examination of a market-driven firm will reveal two important capabilities: market sensing and customer
linking.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES: 01-05 - Contrast how business marketing strategy is adapted among B2B classification
categories.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
4. Firms operating in the business market must respond not to a single consumer but to a much wider group of buying
influentials, all of whom may bring different criteria to bear on the purchase decision.
a. True
Page 1
, b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES:01-05 - Contrast how business marketing strategy is adapted among B2B classification
categories.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
5. Planning in the business marketing setting requires more functional interdependence and a closer relationship to total
corporate strategy than does planning in the consumer goods sector.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES: 01-01 - Define the scope of business-to-business (B2B) marketing.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
6. A particular industrial customer might be properly classified as a user by some business marketers and an original
equipment manufacturer by other business marketers.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES: 01-05 - Contrast how business marketing strategy is adapted among B2B classification
categories.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
7. Industrial goods are classified on the basis of how organizational buyers purchase particular products and services.
a. True
b. False
ANSWER: False
POINTS: 1
Page 2
,DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES:01-05 - Contrast how business marketing strategy is adapted among B2B classification
categories.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
8. In contrast to raw materials, manufactured materials and parts would be classified as capital items.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES: 01-05 - Contrast how business marketing strategy is adapted among B2B classification
categories.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
9. As foundation goods are used up or worn out, a portion of their original cost is assigned to the production process as a
depreciation expense.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES: 01-05 - Contrast how business marketing strategy is adapted among B2B classification
categories.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
10. Personal computers and light factory equipment such as portable drills provide examples of industrial goods that
would be classified as accessory equipment.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
Page 3
, HAS VARIABLES: False
LEARNING OBJECTIVES: 01-04 - Explain a method for classifying B2B products and services.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
11. A marketing strategy that works well for selling entering goods should be equally successful for facilitating goods.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES: 01-04 - Explain a method for classifying B2B products and services.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
12. Price may be critical in the marketing strategy for supplies because many supply items are undifferentiated.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES: 01-03 - Compare the similarities and differences between business-to-consumer (B2C) and
B2B marketing.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
13. Other functional areas affect all business marketing decisions, either directly or indirectly.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES: 01-05 - Contrast how business marketing strategy is adapted among B2B classification
categories.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
Page 4
1. The intended use of the product and the intended consumer distinguishes business marketing from consumer-goods
marketing.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES: 01-01 - Define the scope of business-to-business (B2B) marketing.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
2. A direct link in demand for industrial products is derived from the ultimate demand for consumer products.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES: 01-02 - Identify the types of customers that comprise B2B markets.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
3. A close examination of a market-driven firm will reveal two important capabilities: market sensing and customer
linking.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES: 01-05 - Contrast how business marketing strategy is adapted among B2B classification
categories.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
4. Firms operating in the business market must respond not to a single consumer but to a much wider group of buying
influentials, all of whom may bring different criteria to bear on the purchase decision.
a. True
Page 1
, b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES:01-05 - Contrast how business marketing strategy is adapted among B2B classification
categories.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
5. Planning in the business marketing setting requires more functional interdependence and a closer relationship to total
corporate strategy than does planning in the consumer goods sector.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES: 01-01 - Define the scope of business-to-business (B2B) marketing.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
6. A particular industrial customer might be properly classified as a user by some business marketers and an original
equipment manufacturer by other business marketers.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES: 01-05 - Contrast how business marketing strategy is adapted among B2B classification
categories.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
7. Industrial goods are classified on the basis of how organizational buyers purchase particular products and services.
a. True
b. False
ANSWER: False
POINTS: 1
Page 2
,DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES:01-05 - Contrast how business marketing strategy is adapted among B2B classification
categories.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
8. In contrast to raw materials, manufactured materials and parts would be classified as capital items.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES: 01-05 - Contrast how business marketing strategy is adapted among B2B classification
categories.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
9. As foundation goods are used up or worn out, a portion of their original cost is assigned to the production process as a
depreciation expense.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES: 01-05 - Contrast how business marketing strategy is adapted among B2B classification
categories.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
10. Personal computers and light factory equipment such as portable drills provide examples of industrial goods that
would be classified as accessory equipment.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
Page 3
, HAS VARIABLES: False
LEARNING OBJECTIVES: 01-04 - Explain a method for classifying B2B products and services.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
11. A marketing strategy that works well for selling entering goods should be equally successful for facilitating goods.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES: 01-04 - Explain a method for classifying B2B products and services.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
12. Price may be critical in the marketing strategy for supplies because many supply items are undifferentiated.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES: 01-03 - Compare the similarities and differences between business-to-consumer (B2C) and
B2B marketing.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
13. Other functional areas affect all business marketing decisions, either directly or indirectly.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
QUESTION TYPE: True / False
HAS VARIABLES: False
LEARNING OBJECTIVES: 01-05 - Contrast how business marketing strategy is adapted among B2B classification
categories.
NATIONAL STANDARDS: United States - BUSPROG: Analytic | Technology - BUSPROG: Analytic
STATE STANDARDS: United States - OH - DISC: Strategy | Creation of Val - DISC: Strategy | Creation of Value
KEYWORDS: Bloom’s: Knowledge
Page 4
