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32 Cards in this Set

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  • Back
The marketing of goods and services to individuals and organizations for purposes other than personal consumption:
Business Marketing
When demand for business products is more volatile than for consumer products:
Fluctuating
A cooperative agreement between business firm(strategic partnership):
Strategic Alliance
Individuals and organizations that buy business goods and incorporate them into the products that they produce for eventual sale to other producers or to consumers:
Original Equipment Manufacturers
A measure of a Web site’s effectiveness; calculated by multiplying the frequency of visits times the duration of a visit times the number of pages viewed during each visit:
Stickiness

Stickiness = Frequency x Duration x Site Reach
Demand for business products that results from demand for consumer products:
Derived
Phenomenon in which a small increase or decrease in consumer demand can produce a much larger change in demand for the facilities and equipment needed to make the consumer product:
Multiplier Effect (Accelerator Principle)
A network of interlocking corporate affiliates:
Keiretsu
A situation requiring the purchase of a product for the first time:
New Buy
A detailed numbering system developed by the U.S., Canada, and Mexico to classify North American business establishments by their main production processes:
North American
Industry Classification
System (NAICS)
Demand in which a change in price will not significantly affect the demand for product:
Inelastic
All those persons in an organization who become involved in the purchase decision:
Buying Center
A situation where the purchaser wants some change in the original good or service:
Modified Rebuy
A situation in which the purchaser reorders the same goods or services without looking for new information or investigating other suppliers:
Straight Rebuy
Multiple items are used together in final product. Demand for one item affects all:
Joint
When The Home Depot sells lumber, paint, and a shower stall to building contractors for use in home construction, the exchange is an example of _____.
Business marketing
America's cotton growers and importers periodically run ads in which they advise consumers to only wear clothes that are made from 100 percent cotton because cotton clothing is more comfortable, cool, and fashionable. By persuading consumers to ask for 100 percent cotton clothing, America's cotton growers and producers are creating ________ for cotton.
Derived demand
Poultry farmers feed premixed foods to their chickens and turkeys. This premixed food typically includes vitamin additives. Vitamin B12 is one popular additive used by many premixed poultry food manufacturers. It is made by Rhône-Poulenc. What type of business product is Vitamin B12?
Processed material
What measures a website's effectiveness?
Stickiness
A decline in the availability of tungsten will slow production of light filaments, which will in turn reduce the supply for light bulbs. This is an example of _____.
Joint demand
Store mannequins, shelving, clothing racks, and cash registers are all examples of ________ for a retail operation.
Accessory equipment
Caterpillar, the manufacturer of earthmoving equipment, uses completed drive trains (engines-transmissions-axles), drive-train components, electronic controls, hydraulic and electrohydraulic components and systems, cooling systems, and undercarriage track systems produced by other organizations in its manufacturing process. Caterpillar is an example of a(n):
Original equipment manufacturer (OEM)
The Houston Electric Company increased its rates to business customers by 12 percent. Though customers complained, the company saw very little change in the volume of electricity used. The demand for electricity can be described as:
Inelastic demand
Manufacturers of CDs such as TDK or Sony sell their products to software developers, such as Microsoft, to be used to store software programs. Microsoft would be considered a(n):
OEM market
If DuPont runs advertisements encouraging people to buy clothing that contains Lycra (a DuPont product), this would be an attempt to influence _____ demand.
Derived
Intel sells the Pentium and Celeron chips to many different business markets, including computer manufacturers. Pentium and Celeron are classified as:
Component parts
Poultry farmers feed premixed foods to their chickens and turkeys. This premixed food typically includes vitamin additives, such as Vitamin B12, which is made by Rhône-Poulenc. In terms of categories of business customers, the manufacturers of premixed poultry food are examples of:
Producers
Poultry farmers feed premixed foods to their chickens and turkeys. This premixed food typically includes vitamin additives. Vitamin B12 is one popular additive used by many premixed poultry food manufacturers. It is made by Rhône-Poulenc. Because the amount of Vitamin B12 added to a 20-pound bag of premixed food is not significant, an increase in the price of this additive will have no affect on the price of the poultry food. This means that demand for the Vitamin B12 is:
Inelastic demand
When the demand for beer grew by 10 percent in one year, the demand for aluminum cans and glass bottles grew also. The aluminum and glass industries are enjoying the effects of:
Joint demand
In the past 24 years, Mothers Work has grown from a small, mail-order catalog business headquartered inside the founder's home, to the world's largest seller of maternity apparel, with nearly 1,600 locations. In terms of the business market, Mothers Work would be best classified as a(n):
Reseller
Procter and Gamble purchased a multimillion dollar fiber-optic network from Corning, Inc., to link its corporate offices in Cincinnati with its global offices around the world. It was the first time the company had ever purchased a computer networking system for global use. The fiber-optic network was a(n):
New buy
Robin Elan works as a salesperson for a company that provides customized motivational seminars to medium-sized businesses. She often talks to several different people before she locates someone who can give her a purchase order or a refusal. In terms of the buying center, she has the most trouble identifying the ________ for the seminars.
Decider