Buss 442: Industrial Marketing Question Paper
Buss 442: Industrial Marketing
Course:Industrial Marketing
Institution: Kenya Methodist University question papers
Exam Year:2008
KENYA METHODIST UNIVERSITY
END OF SECOND TRIMESTER 2008 EXAMINATIONS
FACULTY : BUSINESS AND MANAGEMENT STUDIES
DEPARTEMENT : BUSINESS ADMINISTRATION
COURSE CODE : BUSS 442
COURSE TITLE : INDUSTRIAL MARKETING
TIME : 2 HOURS
INSTRUCTIONS:
• Answer Question ONE (Compulsory) and any other TWO Questions
Question 1
The purpose of assessing opportunities and threats is to enable an organization to capitalize on its ability to develop, maintain, and defend a specific position in the market. Discuss this statement in relation to Industrial Marketing. (25 marks)
Question 2
(a) The competition in any industrial market tends to be oligopolistic. Why is this so? (7 marks)
(b) State and briefly explain the major classification of industrial customers. (8 marks)
Question 3
Explain how the publics in the industrial marketing environment affect the structure and functions of an organization, as well as the interpersonal relationships of the organizational members as well as the society. (15 marks)
Question 4
An industrial marketer should be able to anticipate as well as influence the actions of the government, why is this important for the industrial firm. Use relevant examples. (15 marks)
Question 5
(a) What are the major strategies that industrial marketers can adopt in managing the industrial marketing environment? (9 marks)
(b) With the aid of a diagram, describe the process of exchange in the industrial market. (6 marks)
Question 6
Describe the major buying situations in an industrial market. (15 marks)
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