How do B2B sellers use 'systems selling' as a marketing tool?
Explanation
This question assesses the understanding of how 'systems selling' has evolved from a government procurement method to a broader B2B marketing strategy.
Other questions
How do Frederick E. Webster Jr. and Yoram Wind define organizational buying?
Which of the following is a key way business marketers contrast with consumer marketers?
What is meant by the concept of 'derived demand' in the context of business markets?
According to the acceleration effect discussed in the text, a 10 percent increase in consumer demand can cause business demand for products in the next period to rise by as much as what percentage?
A study by McGraw-Hill found that it took how many calls to close an average industrial sale?
In which buying situation does a purchasing department reorder items like office supplies on a routine basis and choose from suppliers on an approved list?
Which buying situation is described as the marketer's greatest opportunity and challenge, where the buyer must determine product specifications, price limits, and acceptable suppliers for the first time?
Within the buying center, what is the role of individuals who have the power to prevent sellers or information from reaching other members, such as receptionists or purchasing agents?
In the context of the buying center, which role is particularly important for technical people who help define specifications and provide information for evaluating alternatives?
According to Webster, businesspeople are not just buying 'products'; they are buying solutions to two problems. What are these two problems?
How did the Small Business Administration (SBA) define small businesses for most nonmanufacturing industries in its March 2012 guidelines?
What is the first of the eight stages, or 'buyphases', in the buygrid framework for the business buying-decision process?
What is Product Value Analysis (PVA)?
In the context of online purchasing, what are specialized Web sites such as Plastics.com, where companies buy industrial products like plastics, steel, or chemicals, called?
In 2013, what percentage of bidders at Ritchie Bros. auctions bid over the Internet?
What is the primary task of a supplier in the lead generation process?
How can marketers counter requests for a lower price from buyers who are haggling?
For maintenance, repair, and operating (MRO) items, what type of contract establishes a long-term relationship where the supplier promises to resupply the buyer as needed at agreed-upon prices?
What are systems called where companies shift the ordering responsibility to their suppliers, who are then privy to the customer's inventory levels and responsible for continuous replenishment?
What is the practice, originated with government purchases, where a business buyer prefers to buy a total problem solution from one seller who is responsible for assembling all subcomponents?
What is systems contracting, a variant of systems selling?
How does Rolls-Royce add value and increase profit from its jet engine sales beyond the initial purchase and replacement parts?
What is the purpose of a customer reference program in business-to-business marketing?
Which of the eight categories of buyer-supplier relationships requires more adaptation by the seller but less cooperation and information exchange?
In which type of close, cooperative buyer-supplier relationship does the seller adapt to meet the customer's needs without expecting much adaptation or change in exchange?
According to the 'Marketing Insight' on Corporate Trust, what is corporate expertise?
In B2B relationships, what are expenditures tailored to a particular company and value chain partner, such as company-specific training or equipment, called?
What is defined as 'some form of cheating or undersupply relative to an implicit or explicit contract' in business relationships?
The institutional market, consisting of schools, hospitals, and prisons, is characterized by what two main factors?
What do government organizations typically require suppliers to do, often awarding the contract to the one with the lowest price?
What is meant by 'professional purchasing' as a characteristic of business markets?
Why is the total demand for many business goods and services, such as leather for shoes, considered 'inelastic'?
Which of the three buying situations involves the most decisions for the business buyer and the longest time to a decision?
What is the function of the 'Decider' in the buying center?
Webster's view that industrial buying decisions are both 'rational' and 'emotional' suggests they serve which two sets of needs?
What is the initial stage in the eight-stage 'buygrid' framework identified by Patrick J. Robinson and his associates?
According to the Buygrid Framework, in which 'buyclass' or buying situation are some stages, such as supplier search and proposal solicitation, often compressed or bypassed?
E-procurement Web sites are organized around two types of hubs. What are these two types?
What was the purpose of Covisint, the data-sharing alliance formed by auto companies like GM, Ford, and Chrysler?
According to research cited in the text, what factors can be useful differentiators in a B2B company achieving key-supplier status?
When handling price-oriented buyers by setting a lower price, what is one of the restrictive conditions a company might establish?
What is the concept of 'risk and gain sharing', as exemplified by the Medline and Highland Park Hospital agreement?
What is cited as the biggest deterrent to single sourcing for companies that use multiple suppliers?
What are the three factors that corporate credibility depends on?
Why is opportunism a major concern for firms engaged in a B2B relationship with specific investments?
What is a major complaint of multinational corporations operating in European government markets?
The institutional market, which includes schools, hospitals, and nursing homes, is often characterized by what two factors?
With its Supplier Added Value Effort ($AVE) program, what does PPG Industries challenge its maintenance, repair, and operating (MRO) suppliers to deliver annually?
What term do economists use for the effect where a given percentage increase in consumer demand leads to a much larger percentage increase in the demand for plant and equipment?