Buss 442: Industrial Marketing Question Paper
Buss 442: Industrial Marketing
Course:Business Administration
Institution: Kenya Methodist University question papers
Exam Year:2011
SCHOOL : SCHOOL OF BUSINESS AND ECONOMICS
DEPARTMENT : BUSINESS ADMINISTRATION
TIME : 2 HOURS
INSTRUCTIONS Answer Question ONE and any Other TWO Questions
Question 1
a) Describe the role of a buying centre. (5marks)
b) Using an organization you are familiar with, discuss the procedures followed in organizational buying. (12marks)
c) Using examples discuss the components of the industrial marketing environment. (13marks)
Question 2
Write brief notes on the following industrial marketing concepts.
a) Just-In-Time purchasing (J.I.T.)
b) Derived demand
c) Modified Rebuy
d) Government influence in industrial marketing (20marks)
Question 3
Using examples, discuss the components of the industrial marketing planning grid/process. (20marks)
Question 4
a) Discuss the various types of industrial products. (6marks)
b) Critically distinguish between industrial markets and consumer markets. (14marks)
Question 5
a) Discuss the basis used in segmenting industrial markets. (8marks)
b) Describe the main promotional media used for industrial markets. (5marks)
c) Describe the factors that influence pricing decisions in industrial markets. (7marks)
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