Small sellers to a buying center should first concentrate their marketing efforts on reaching ________
A) approvers
B) initiators
C) influencers
D) users
E) initiators
C
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Which of the following is primarily a value driver?
A. complements B. economies of scope C. cost of input factors D. experience-curve effects
Which marketing management philosophy focuses on the question, "What do customers want and need?"
A. sales B. production C. product D. market E. internal
________ occur(s) when organizations divide the work in pursuing the common goal among groups and individuals performing separate but related tasks.
A. Division of labor B. The hierarchy of authority C. Coordination of effort D. Aligned goals E. The chain of command
In the Assess Supply Market step, the firm
a. determines which are the least cost vendors. b. decides which vendors are located closest to the firm's plant to insure timely delivery. c. identifies all possible suppliers that might be able to satisfy the user's needs. d. defines the parameters of the sourcing strategy process.