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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)

Buss 442: Industrial Marketing Question Paper

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