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Industrial Marketing Question Paper

Industrial Marketing 

Course:Bachelor Of Commerce

Institution: Kenyatta University question papers

Exam Year:2011



KENYATTA UNIVERSITY
UNIVERSITY EXAMINATIONS 2010/2011
INSTITUTE OF OPEN LEARNING

EXAMINATION FOR THE DEGREE OF BACHELOR OF COMMERCE
BBA 409:
INDUSTRIAL MARKETING

=================================================================
DATE: SATURDAY 5TH FEBRUARY 2011
TIME: 4.30 P.M. - 6.30 P.M.

INSTRUCTIONS
Answer question ONE and any Two Questions.

Question One
a)
Discuss the phases of organizational buying process.


(24 marks)
b)
A Buying Centre has various roles that are performed by different individuals.

Briefly discuss these roles while clearly explaining what a buying centre is.











(6 marks)
Question Two
Organizations have various bases of evaluating suppliers. Discuss any five of them.











(20 marks)
Question Three
Organizational buyers and industrial buyers are differentiated by various factors. Discuss
any five of them.








(20 marks)

Question Four
Organizational buyers operate in a dynamic environment that comprises of various variables.
Discuss the publics and the interface level.




(20 marks)
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