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Marketing App and Comm Revision - B2B and Services

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The Four P's (Product, Price, Promotion, Place) - which 3 make the Seven P's?

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Match the names of these properties for Judging Quality to the way and when

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Search Properties
Experience Properties
Credence Properties

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During - taste/wear/ability (Restaurant/Vacation/Haircut(
After - expertise/reputation (Legal Service/Auto Repair)
Prior - Touch/Feel/Specifications (Jewellery, Clothing)

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What are the main uses of B2B?

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Specialist Divison of Labour Means behind every firm is a

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What is Intermediate Demand?

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Choose the qualities associated with B2B

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Fewer #
Hetrogeneous
High Value
Customised
Brand is
Long
Retailing is
Location in Value Chain

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Selling Process
Offerings
Not a Factor
Buyers
Not a Factor
Demand
Transactions
Upstream

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Who are the main Customers of B2B?

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Match the Examples

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Producer
Reseller
Public Sector
Institutions

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Manchester Uni
UK Goverment
CostCo, Makro
Jaguar Land Rover

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Match the Demand Types

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Derived Demand is
Inelastic Demand is
Fluctuating Demand is
Joint Demand is

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Demand that drives demand for another good
Resultant of another industry's/product's demand - e.g Bricks
Demand affected by several other factors and can cause a big change in Demand down the chain, due to a small change elsewhere - i.e economic activity, publicity
Where demand is essential to a business and cannot be diminished due to external events - i.e Fuel for Planes

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Concentrated Demand - Also known as the

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Purchasing Strategy - the philopshy that managers follow to make purchase decisions and work within a firm.

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New Task Status
Modified Rebuy
Straight Rebuy

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Known Product, Known Supplier
New Product, Known Supplier
New Product, New Supplier

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Purchasing Function is

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Buying Centre is

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Buying Centre Roles - MIX AND MATCH LOL

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Initiator
User
Gatekeeper
Influencer
Decider
Buyer

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Purchasing Agent/Manager/Chief Exec
Engineers, Quality Control Expert, Technical Specialist
Purchasing Agent
Production Employee, Someone in Firm
Production Employee, Secretary, Someone in Firm
Buyer/Purchasing Agent

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B2B Effect on Industry

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Make Product
Locally Source
Limited Spend Visibility
Low Price Focus
Many Interchangeable Suppliers
Single Transactions

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Best Value Focus
Few, Long-Term Suppliers
Globally Source
Hugh Spend Visibility
Strategic Purchasing (Many)
Buy Products

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