DNYANSAGAR INSTITUTE OF MANAGEMENT AND RESEARCH

MBA-II / SEM-III/ 2019 PATTERN / MARKETING MANAGEMENT

Subject: 312MKT – Business to Business Marketing

MCQ / Question Bank

Sr. Question Ans.

No.
Wholesalers and retailers buying behaviour is classified as
A. business buyer behaviour
1 B. derived demand A
C. business buying process
D. cognitive dissonance
Demand of business buyers is derived from
A. final consumer demand
B. raw materials suppliers A
2 C. production controller
D. logistic managers
In business buying process, group who has formal authority of supplier selection
is classified as
3 A. user D
B. influencer
C. decider and gatekeeper
D. buyer
Stage in buying behaviour which follows reviews of supplier proposals by
business buyer is
A. supplier selection A
4 B. proposal solicitation
C. supplier search
D. order-routine specification
Business markets usually includes fewer but
A. large scale production firms
5 B. small scale retailers A
C. small scale production firms
D. small scale wholesalers
Organization's buying behaviours of raw materials for production purposes is
called
6 A. business buyer behaviour A
B. derived demand
C. business buying process
D. cognitive dissonance
To avoid complex buying situation, buying of packaged solution from single
A. new task
7 B. modified rebuy D

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C. straight rebuy
D. solutions selling
In business buying process, participants involved are
A. user
8 B. influencer D
C. decider and gatekeeper
D. buyer
In business buying process, group who manage and control information flow is
classified as
9 A. user B
B. gatekeeper
C. influencer
D. decider
Stage in buying behaviour which follows supplier's selection and discuss final
specification of raw materials is classified
10 A. supplier selection C
B. proposal solicitation
C. order-routine specification
D. supplier search
In business buying process, one who uses product is called
A. influencer
11 B. user B
C. decider and gatekeeper
D. buyer
In business buying process, group having informal or formal power of approving
suppliers is classified as
12 A. user C
B. influencer
C. decider and gatekeeper
D. buyer
Trading of raw material through online sources between buyers and sellers is
classified as
13 A. e-procurement A
B. de-procurement
C. online selling
D. direct marketing
Demand which is affected by price changes in short term is
A. elastic demand
14 B. inelastic demand A
C. realistic demand
D. unrealistic demand
Stage which concludes supplier's performance assessment by business buyers is
classified as
15 A. supplier selection C

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B. proposal solicitation
C. performance review
D. order-routine specification
Demand which is not affected by price changes in short term is
A. elastic demand
16 B. inelastic demand B
C. realistic demand
D. unrealistic demand
In business markets demand is more
A. elastic
17 B. inelastic B
C. realistic
D. insignificant
Business buying situation in which buyer reorders same order again and again
on routine basis is
18 A. new task C
B. commercial customer
C. straight rebuy
D. solutions selling
All individuals and units involved in purchasing process are classified as
A. buying centre
19 B. influencers A
C. deciders
D. gatekeepers
In business buying process, group who furnish information to evaluate
alternatives is classified as
20 A. user B
B. influencer
C. decider and gatekeeper
D. buyer
Business buying process starts with the
A. problem recognition
B. general need description A
21 C. product specification
D. supplier search
Business buying situation in which buyer reorders same product is classified as
A. new task
22 B. modified rebuy B
C. straight rebuy
D. solutions selling
Business buying situation in which order is placed for first time is
A. new task
23 B. modified rebuy A
C. straight rebuy

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D. solutions selling
Stage in which business buyer invites supplier to submit proposals is classified as
A. supplier selection
B. proposal solicitation B
24 C. supplier search
D. order specification
Process which involves comparing alternative suppliers for buying raw materials
needed in production is classified as
25 A. business buyer behaviour C
B. derived demand
C. business buying process
D. cognitive dissonance
Tata Motors is supplying vehicle to Indian Army is an example of
A. Governmental customer
26 B. Commercial customer A
C. Institutional customer
D. Individual customer
BATA is supplying shoes to JSPL is an example of
A. Governmental customer
27 B. Commercial customer B
C. Institutional customer
D. Individual customer
Dell is supplying laptops to OPJU is an example of
A. Governmental customer
28 B. Commercial customer C
C. Institutional customer
D. Individual customer
HDFC bank is buying office stationeries in adhoc basis
A. Transactional exchange
29 B. Value added exchange A
C. Collaborative exchange
D. Product exchange
Sony is supplying camera to Oppo is
A. Transactional exchange
30 B. Value added exchange B
C. Collaborative exchange
D. Product exchange
Reason of creating CRM strategy is
A. Acquiring the right customer
31 B. Maximizing profit A
C. Minimizing loss
D. Developing personal relations with the customers
How might you categorise the market for office photocopiers?
A. B2C

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32 B. B2B B
C. C2C
D. C2B
What is the difference between the term ‘customer’ and the term ‘consumer’?
A. There is no difference
33 B. The term consumer refers only to people who buy food and drink C
products
C. Customers buy products but it is consumers who use them
D. Customers make organisational rather than personal purchase
Which form of strategic orientation focuses on customers and competition
A. customer orientation
34 B. product orientation D
C. sales orientation
D. marketing orientation
Why is marketing important in a demand-driven economy?
A. Consumers have lots of choice
35 B. There is competition for customers D
C. Supply often exceeds demand
D. All of the above
What is ‘marketing communications’ an alternative term for?
A. Promotion
36 B. Email A
C. sales talk
D. price lists
What is the term for a market in which products are sold to organisations that
will use them to make other products? For example, flour may be sold to a
bakery which uses it to bake cakes
37 A. consumer market D
B. reseller market
C. B2B market
D. industrial market
Buyers and seller relationship is based on
A. Market condition
38 B. Buyer condition A
C. Seller condition
D. All of the above
Give one example of induced strategic behaviour
A. Announcing reward system
39 B. Sales promotion A
C. Advertisement
D. All of the above
A product champion is an organization member who creates, defines or adopts
an idea for the innovation and is willing to assume
40 A. Profit B

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B. Significance risk
C. Sales forecast
D. All of the above
Example of derivative project is
A. Cost reduction
41 B. Sales forecasting A
C. Trend analysis
D. All of the above
Innovating low cost and new technology alternative to a particular product is
called
42 A. Autonomous technology B
B. Disruptive technology
C. CRM technology
D. Exclusive technology
Company must create the business model to get profit at discount price is called
A. High end strategy
43 B. Low end strategy B
C. Medium term strategy
D. Very High end strategy
New product strategy involves
A. Market synergy
44 B. Market forecasting A
C. Market trend
D. All of the above
Indian Railway and Jindal transaction is an example of
A. Government customer
45 B. Commercial customer A
C. Institutional customers
D. Individual customer
Govt. follows which pricing strategy to procure product?
A. Promotional pricing
46 B. Loss leader pricing C
C. Negotiated pricing
D. Location pricing
Delivering different messages to members of a business decision making unit is a
key difference between B2C and B2B marketing which is reflected in web design
through ______
47 A. content referencing the needs of companies of different sizes D
B. questions on a form enquiring about the status of the business in the
purchase decision process
C. different feature stories appealing to different members of the audience
D. different navigation options appealing to different members of the
audience
______ is an example of business-to-business services offered by Google which

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gains advertising revenue through hosted videos

48 A. YouTube Brand Channel A
B. Google Search application providing online website services for website
owners
C. Google Apps Business Application Suite
D. Google AdWords pay per click sponsored link advertising
What of the following is production related procurement?
A. Raw materials
49 B. Information systems A
C. Office supplies
D. Furniture
One of the most important constraints, which is lifted by internet and e-
commerce in B2B marketing, is
50 A. time & distance difference A
B. negotiations
C. lack of direct communications
D. payments

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