Dma 403:Industrial Marketing Question Paper
Dma 403:Industrial Marketing
Course:Bachelor Of Commerce
Institution: University Of Nairobi question papers
Exam Year:2004
UNIVERSITY OF NAIROBI
MODULE II DEGREE PROGRAMME 2003/2004
FOURTH YEAR EXAMINATIONS FOR THE DEGREE OF BACHELOR OF COMMERCE
DMA 403:INDUSTRIAL MARKETING
INSTRUCTIONS.
Answer Question 1 and any two others.
1. (a)What is market segmentation?
(b)Discuss the macro segmentation variables used to segment industrial markets.
(c)How are potential segments evaluated?
2. (a)What criteria do organizations use to select suppliers?
(b)Discuss the various methods used to evaluate supplier performance.
3. (a)What is a buying center?
(b)Critically discuss the different roles that members of the buying center play.
4. (a)Discuss the different buying situations faced by organizational buyers.
(b)What is:
(i)Joint demand?
(ii)Derived demand?
5.Discuss the differences between industrial and consumer goods with respect to channels and promotion related
characteristics.
More Question Papers
Exams With Marking Schemes
Popular Exams
Mid Term Exams
End Term 1 Exams
End Term 3 Exams
Opener Exams
Full Set Exams
Return to Question Papers