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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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