KAP 14 b2b

question

________ benefits are the basic requirements the business marketer must meet to be included in the customer's consideration set.
a. Core
b. Add-on
c. Financial
d. Personal
e. None of the above

answer

Core

question

Which of the following are examples of add-on benefits?
a. Joint working relationships
b. Supplier flexibility
c. Commitment
d. All of the above
e. None of the above

answer

All of the above

question

________ represents the cost savings and/or revenue gains that customers realize by purchasing the firm's product instead of the next-best alternative.
a. Assessing value
b. Economic value
c. Total value
d. All of the above
e. None of the above

answer

Economic value

question

All are cost concepts that are used in analysis except:
a. attributable costs.
b. indirect traceable costs.
c. general costs.
d. all of the above.
e. None of the above.

answer

all of the above

question

Which cost comparison issue is when followers learn from the pioneer's mistakes by analyzing the competitor's product?
a. Technology
b. Market knowledge
c. Shared experience
d. All of the above
e. None of the above

answer

None of the above

question

Pricing experts suggest that customers use reverse auctions for which purpose(s)?
a. To purchase commodity products at the lowest possible price.
b. To tempt suppliers of differentiated products to sacrifice their profit margins in the heat of bidding.
c. (a) and (b).
d. None of the above.

answer

(a) and (b)

question

Value-based strategies seek to move the selling proposition from one that centers on current prices and individual transactions to a longer-term relationship built around value and lower total cost in use.
True
False

answer

True

question

Customer value represents a business customer's assessment of core and add-on benefits received.
True
False

answer

False

question

9

The price sensitivity of buyers increases when they can easily shop around and assess the relative performance and price of alternatives.
True
False

answer

True

question

10

In general, when an industrial product is an important, but low-cost, input into the end product, price is less important than quality and delivery reliability.
True
False

answer

True

question

When a competitor reduces price, it is important to always fight back and match the lower price.
True
False

answer

False

question

Dealing effectively with an aggressive competitor requires that firms use a competitive strategy to determine when to ignore it, accommodate it, or retaliate.
True
False

answer

True

question

Because making bids saves cost and time, firms should utilize on-line bidding whenever feasible.
True
False

answer

False

question

14

A penetration pricing policy is optimal if there is a relatively high repeat purchase rate for nondurable goods.
True
False

answer

True

question

According to the Robinson-Patman Act, price differentials are not permitted for commodity products.
True
False

answer

False

question

Revenue drivers create value by providing economic savings while cost drivers add incremental value by facilitating revenue or margin expansion.
True
False

answer

False

question

Differentiation value is the value associated with product features that are unique and different from competitors'.
True
False

answer

True

question

In hypercompetitive environments, successful companies pursue strategies that create temporary advantages and destroy the advantages of competitors by constantly disrupting the market's equilibrium.
True
False

answer

True

question

19

Price setting is an ongoing process.
True
False

answer

True

question

20

Rather than providing superior value, most companies prefer to compete by emphasizing the lowest price.
True
False

answer

False

1 of 20

question

________ benefits are the basic requirements the business marketer must meet to be included in the customer's consideration set.
a. Core
b. Add-on
c. Financial
d. Personal
e. None of the above

answer

Core

question

Which of the following are examples of add-on benefits?
a. Joint working relationships
b. Supplier flexibility
c. Commitment
d. All of the above
e. None of the above

answer

All of the above

question

answer

Economic value

question

All are cost concepts that are used in analysis except:
a. attributable costs.
b. indirect traceable costs.
c. general costs.
d. all of the above.
e. None of the above.

answer

all of the above

question

answer

None of the above

question

answer

(a) and (b)

question

answer

True

question

Customer value represents a business customer's assessment of core and add-on benefits received.
True
False

answer

False

question

9

The price sensitivity of buyers increases when they can easily shop around and assess the relative performance and price of alternatives.
True
False

answer

True

question

10

In general, when an industrial product is an important, but low-cost, input into the end product, price is less important than quality and delivery reliability.
True
False

answer

True

question

When a competitor reduces price, it is important to always fight back and match the lower price.
True
False

answer

False

question

Dealing effectively with an aggressive competitor requires that firms use a competitive strategy to determine when to ignore it, accommodate it, or retaliate.
True
False

answer

True

question

Because making bids saves cost and time, firms should utilize on-line bidding whenever feasible.
True
False

answer

False

question

14

A penetration pricing policy is optimal if there is a relatively high repeat purchase rate for nondurable goods.
True
False

answer

True

question

According to the Robinson-Patman Act, price differentials are not permitted for commodity products.
True
False

answer

False

question

Revenue drivers create value by providing economic savings while cost drivers add incremental value by facilitating revenue or margin expansion.
True
False

answer

False

question

Differentiation value is the value associated with product features that are unique and different from competitors'.
True
False

answer

True

question

answer

True

question

19

Price setting is an ongoing process.
True
False

answer

True

question

20

Rather than providing superior value, most companies prefer to compete by emphasizing the lowest price.
True
False

answer

False

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KAP 14 b2b

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