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Industrial Marketing Question Paper

Industrial Marketing 

Course:Bachelor Of Commerce

Institution: Kenyatta University question papers

Exam Year:2010



KENYATTA UNIVERSITY
UNIVERSITY EXAMINATIONS 2009/2010
OPEN, DISTANCE AND E-LEARNING EXAMINATION FOR THE DEGREE
OF BACHELOR OF COMMERCE

BBA 409: INDUSTRIAL MARKETING

DATE: Friday 23rd July, 2010


TIME: 2.00.-4.00pm
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INSTRUCTIONS
Attempt Question ONE and any one other TWO Questions
Q1.
a)
“Industrial marketing is sometimes considered as organization to


organization buying”. In view of this define industrial marketing and


clearly explain how it is different from consumer buying . [8 marks]

b)
Explain the major factors that influence industrial marketing. [ 12 marks]
Q2.
Discus the relevance of the promotion mix in industrial marketing. [20 marks]








Q3.
Market Segmentations is also important in organizational or industrial marketing.
Explain the bases and the target market of organization to organization buying









[20 marks]

Q4.
Discuss the major factors that influence pricing in industrial marketing.[20 marks]








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