Business-to-Business Marketing Exam Bank
Course Introduction
Business-to-Business Marketing examines the unique challenges and strategies associated with marketing products and services to other businesses, rather than individual consumers. The course explores the organizational buying process, relationship-building, and the development of value propositions for business clients. Topics include segmentation, targeting, and positioning in business markets, managing supply chains and distribution channels, pricing strategies, and the role of digital technologies in B2B environments. By analyzing real-world case studies and engaging in practical projects, students develop the skills needed to effectively navigate complex business relationships and drive value in diverse industrial and service markets.
Recommended Textbook Marketing Channels A Management View 8th Edition by Bert Rosenbloom
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Chapter 1: Marketing Channel Concepts
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Sample Questions
Q1) The Internet and World Wide Web has connected millions of people and institutions and
A) Has increased the need for intermediaries.
B) Has eliminated intermediaries.
C) Is the only determinant of the role of intermediaries in the marketing channels.
D) Is an important determinant in the use of intermediaries in marketing channels.
E) Does not have any effect on the use of intermediaries in the marketing channels.
Answer: D
Q2) When a firm finally invents the Star-TrekĀ® Transporter,its marketing channel will come into existence only after:
A) The Transporter has been introduced to the market.
B) The negotiatory functions have taken place.
C) Target markets have been defined.
D) Shipping alternatives have been considered.
E) Facilitating agencies have been contacted.
Answer: B
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3
Chapter 2: The Channel Participants
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Q1) The technology and scale economies that enable producers and manufacturers to operate at a low average cost for production are:
A) Also usually present in the performance of distribution tasks.
B) Even greater when it comes to performing distribution tasks.
C) Often lacking in the performance of distribution tasks.
D) Less important to the efficient performance of distribution tasks.
E) Easily attainable when performing distribution tasks.
Answer: C
Q2) ___________ are firms that primarily buy,take title to,store,and physically handle products.
A) Agents
B) Commission merchants
C) Manufacturers' offices
D) Brokers
E) Merchant wholesalers
Answer: E
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Chapter 3: The Environment of Marketing Channels
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Sample Questions
Q1) An Internet-based technology that enables both large and small businesses and organizations to utilize computer applications without having to have their own hardware,software,office computing space,and staff is called:
A) Raid systems.
B) Cloud computing.
C) RFID tags.
D) Mobile robots that delivery in large offices.
E) Computerized inventory system.
Answer: B
Q2) Other economic issues of concern to channel members include all of the following except:
A) The federal budget deficit.
B) High interest rates.
C) The trade deficit.
D) National debt.
E) New companies entering the marketplace.
Answer: E
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Page 5
Chapter 4: Behavioral Processes in Marketing Channels
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Q1) A well designed and managed marketing channel:
A) Will be able to eliminate conflict among the channel members.
B) Will have mechanisms for dealing with conflict because it cannot be eliminated.
C) Will only have conflict of the type that does not impact channel efficiency.
D) Will have contracts among the channel members that effectively resolve conflict before it arises.
E) Will have to deal with conflict on an ad hoc basis as nothing else can be done.
Q2) With regard to channel conflict and channel efficiency:
A) The most commonly held view is that conflict has no effect on channel efficiency.
B) A wealth of empirical data about the relationships between conflict and channel efficiency exists.
C) Rosenbloom hypothesizes a general curve suggesting that conflict initially increases channel efficiency.
D) Channel conflict is usually expected to have a negative effect.
E) Conflict forces manufacturers to use less total input.
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Chapter 5: Strategy in Marketing Channels
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Q1) All of the following are competitive advantages earned in distribution that are not easily copied by competitors except:
A) Superior strategies cannot be developed and implemented quickly.
B) Organizations take a long time to design and build.
C) Talented, capable and dedicated people have to be developed.
D) Understanding of the firm's target market.
E) Development of the organization.
Q2) The corporate level planning process is concerned with:
A) Communicating corporate guidelines, business definition, and mission.
B) Communicating business guidelines.
C) Communicating the program definition.
D) Integrating functional strategies.
E) Developing a one-year plan and budget for departments.
Q3) The principal lesson BMW learned from Michael Dell of Dell Computer is:
A) Customers are looking for the lowest price.
B) Highly standardized products sell best.
C) Custom made distribution can attract customers.
D) Customers who need no technical support will buy from BMW.
E) Insecure customers who are afraid to venture into dealerships will buy from BMW.
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Page 7
Chapter 6: Designing Marketing Channels
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Q1) For a producer of computer-based training programs for businesses,all of the following should precipitate a channel design decision except:
A) Development of a new product for the government market.
B) Deleting one training program from the product line.
C) Deciding to sell the current product line in Canada.
D) Merging the firm with another company that manufactures products for the business market.
E) Identifying home-based business owners as a new target market.
Q2) The distribution costing approach to choosing channel structure:
A) Requires almost no managerial judgment.
B) Requires specific factors to be identified.
C) Requires that management make some cost and revenue estimates.
D) Will, if done well, generally yield an optimal channel choice.
E) Assumes a three-level distribution structure.
Q3) Channel design refers to all of the following except:
A) The development of new channels.
B) The modification of existing channels.
C) The allocation of distribution tasks among channel members.
D) The selection of channel members.
E) The development of methods used to motivate channel members.
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Chapter 7: Selecting the Channel Members
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Q1) The selection of channel members according to the text is __________ the selection of employees.
A) almost as important as B) as important as C) more important than D) of little importance compared with E) much easier than
Q2) Which of the following statements about channel member selection criteria lists is true?
A) Channel member criteria lists rarely are used in practice.
B) Generalized lists of criteria such as those of Pegram and Shipley are useless to the channel manager.
C) Once a company develops a list of criteria, it should not be changed.
D) A changing environment may require the firm to alter its emphasis.
E) A single criteria list is adequate for a firm under all possible conditions.
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9
Chapter 8: Target Markets and Channel Design Strategy
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Q1) Consumers willing to travel somewhat further to gain access to a store with special services are exhibiting:
A) Price sensitivity.
B) Trade-off behavior.
C) Niche market response.
D) Convenience minimization behavior.
E) Service elasticity.
Q2) Less prime retail locations may be offset somewhat through all of the following except:
A) Close-to-home convenience.
B) Larger selection.
C) Unusual merchandise.
D) Lower prices.
E) Special services.
Q3) The emphasis on channel design strategy is to help the firm gain ___________.
A) lower variable costs
B) a more efficient operation
C) strong channel members that will help the firm gain sales
D) a recognizable name and image among buyers
E) a competitive sustainable advantage
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Chapter 9: Motivating the Channel Members
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Q1) Anheuser-Busch's "100 percent share of mind" program is most consistent with beer distributors:
A) Carrying many craft beers.
B) Participating in all suppliers' promotions.
C) Following an exclusive dealing arrangement.
D) Cutting prices.
E) Stocking a full range of different brands.
Q2) With inter-firm relationships,channel members become strategically integrated because they:
A) Aid each other in setting corporate objectives.
B) Have an explicit and acknowledged stake in the other's success.
C) Have increased knowledge of the other firm's operations.
D) Share financial information through the computer network.
E) Work together to re-state each member's corporate mission statement.
Q3) The underlying basis of all attempts to provide leadership in the channel is:
A) Power.
B) Trust.
C) Respect.
D) Anxiety.
E) Fear.
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Chapter 10: Product Issues in Channel Management
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Sample Questions
Q1) To a channel manager,the elements of the marketing mix do all of the following except:
A) They can inhibit the performance of the marketing channel.
B) They can enhance the performance of the marketing channel.
C) They are tools for securing channel member cooperation.
D) They are viewed as resources for the channel manager.
E) They do not affect the performance of other channel members.
Q2) For the channel manager,the most powerful element of the marketing mix for gaining channel member cooperation is:
A) Product.
B) Price.
C) Promotion.
D) Logistics.
E) It varies.
Q3) Training for channel members to sell new products successfully:
A) Should be conducted by the manufacturer if the channel members request it.
B) Is necessary only for industrial products or complex consumer products.
C) Should be planned as the new product is being developed.
D) Is useful only during the introductory stage of the product life cycle.
E) Is unnecessary except for highly technical products.
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Chapter 11: Pricing Issues in Channel Management
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Q1) Before automatically passing price increases through the channel,the manufacturer should:
A) Analyze customer reactions.
B) Offer rebates for the same amount as the price increase.
C) Do whatever it can do to mitigate the negative effects of the increase on channel members.
D) Offer increased trade discounts.
E) Provide special promotional material.
Q2) An item cost a manufacturer $4 to produce.It has a wholesale trade discount of 66% and a retail trade discount of 50%.The list price of the item is $15.Assuming the retailer sold the item for $12,the dollar gross margins received by the manufacturer,wholesaler,and retailer are respectively:
A) $5.90, $2.40, $4.50.
B) $4.50, $1.10, $2.40.
C) $1.10, $2.40, $4.50.
D) $1.40, $2.50, $7.50.
E) $2.64, $2.40, $6.96.
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Page 13
Chapter 12: Promotion through the Marketing Channel
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Sample Questions
Q1) Effective retail training programs should include all of the following except:
A) How retail customers can promote products.
B) Selling skills.
C) Product knowledge.
D) Stages of the selling process.
E) Teaching how to "close" a sale.
Q2) Retailers and wholesalers are __________ content to be conduits that giant manufacturers using massive national advertising can send their products smoothly through to final customers.
A) no longer
B) increasingly
C) still
D) more than ever
E) have finally become
Q3) Push and pull promotion:
A) Tend to cancel each other out.
B) Can be used together successfully.
C) Are most effective if used sequentially.
D) Must be implemented simultaneously.
E) Are unrelated.
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Chapter 13: Logistics and Channel Management
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Sample Questions
Q1) The time between when an order is placed and when it is received is known as:
A) Order system time.
B) Order service time.
C) Order receipt time.
D) Orders return time.
E) Order cycle time.
Q2) "The right amount of the right product,in the right place,at the right time and in the right condition" is incomplete; it also is essential to consider:
A) The right levels of service.
B) The right packages.
C) The right managers.
D) The right price.
E) The right size.
Q3) All of the following are components of a logistics system except:
A) Materials handling.
B) Packaging.
C) Order processing.
D) Inventory control.
E) New product training.
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Page 15
Chapter 14: Evaluating Channel Member Performance
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Sample Questions
Q1) A major disadvantage of a separate performance evaluation is that:
A) It is the most complex to perform.
B) It takes a long time to perform.
C) It offers little insight into overall channel member performance.
D) It is difficult to analyze.
E) Is useful when channel members are small.
Q2) A channel member's inventory should be evaluated based on all of the following except:
A) The condition of the inventory.
B) The display method used for the inventory.
C) The units of inventory.
D) The dollar value of the inventory.
E) The age of the inventory.
Q3) Generally,the less intense is distribution at the various channel levels:
A) The more thorough are channel member evaluations.
B) The less thorough are channel member evaluations.
C) The more difficult are channel member evaluations.
D) The more routine are channel member evaluations.
E) The less informative are channel member evaluations.
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Page 16
Chapter 15: Electronic Marketing Channels
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Sample Questions
Q1) With regard to income level among online shoppers:
A) The highest percentage of shoppers earn between $50,000 and $99,999.
B) The majority earned over $200,000.
C) There is a strong correlation between income and online shopping.
D) The highest percentage had incomes under $50,000.
E) Computer ownership does not seem to affect online buying.
Q2) The reduction in the number of middlemen in marketing channels resulting from the use of Internet-based marketing channels is referred to as:
A) Reintermediation.
B) Disproportion.
C) Disintermediation.
D) Rationalized distribution.
E) Vertical disintegration.
Q3) The electronic marketing channels provide the channel manager an opportunity for:
A) Increasing costs.
B) Increasing customer contact.
C) Improving evaluation procedures.
D) Great efficiency and flexibility.
E) Streamlining communications with channel members.
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Page 17
Chapter 16: Franchise Marketing Channels
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Sample Questions
Q1) Which of the following statement most accurately describes a franchise channel?
A) It is just a source of information for consumers.
B) Franchise channels only offer services to consumers.
C) It is a form of wholesale management.
D) It is a type of marketing channel.
E) It is a legal term for retailing.
Q2) The franchise distribution system is composed of approximately _________ franchise business establishments that provide more than 11 million jobs.
A) 900
B) 9,000
C) 90,000
D) 900,000
E) 9,000,000
Q3) A regular and continuous fee paid to the franchisor by the franchisee is called:
A) Payroll tax.
B) Sales tax.
C) Franchise fee.
D) Usage tax.
E) Royalty fee
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Page 18
Chapter 17: Marketing Channels for Services
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Q1) The principle that the channel should be designed to maximize the sale of a service during its limited exposure to the target market is aimed at dealing with:
A) The intangibility of services.
B) The inseparability of services.
C) The high cost of services.
D) The perishability of services.
E) The limited involvement of the customer.
Q2) Which of the following is not an example of services that are tied directly to the providers of the service that is found in inseparability?
A) Filling in a tooth
B) Painting a house
C) Auto manufacturers
D) Completing an air flight
E) Giving marital advice
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Chapter 18: International Channel Perspectives
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Sample Questions
Q1) Massive international advertising by well-known U.S.firms has proven to be of substantial benefit to:
A) Foreign firms selling competitive products.
B) Private label manufacturers.
C) Foreign distributors selling well-known U.S. products.
D) Foreign firms seeking to export their products to the U.S.
E) Small U.S. businesses competing in the same foreign market.
Q2) With regard to economic factors in foreign environments it should be noted that all of the following may occur except:
A) Inflation may be much higher.
B) Recessions can be more severe.
C) Interest rates could be higher.
D) Technology is changing at a rapid pace.
E) Fluctuations in foreign exchange.
Q3) U.S.manufacturers involved in direct exporting:
A) By definition, do not use foreign intermediaries.
B) Delegate all distribution tasks directly to foreign nationals.
C) Assume responsibility for all logistics functions.
D) Are the most frequent users of cooperative piggyback) exporting.
E) Are directly involved in exporting, including pricing and distribution tasks.
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